Negotiation skills

Prepared and delivered by:

Hossam Moaness

NegotiationEnabling You to Become

Exceptional Negotiators

Why Negotiation???

Introduction

Everyone Negotiates!!› Buying a car, a house or another object for

which the price may not be fixed› Accepting a job offer or getting a salary

raise› Organizing team tasks or priorities› Getting Married (in Egypt)!!› Deciding how to spend a free evening

1. Introduction

2. Negotiation Types &

Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

“Negotiation is a give and take process of dealing with others to

reach an agreement in a need generated environment”

Simply… The term ‘Negotiation’ means a discussion intended to produce an agreement

Definition of Negotiation

1. Introduction

2. Negotiation Types & Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

Competitive Negotiation

Collaborative Negotiation

Types of Negotiation

Competitive Negotiation

› Distributive› Pie share› Win-Lose› Buyers = as low as possible› Sellers = as high as possible› Long term relationship not important› Claiming as much value as possible in the

negotiation

Collaborative Negotiation

› Integrative› Newspaper share› Win-Win› Expanding the possibilities› Long term relationship is important› Creating Value in negotiation› Buyers and Sellers work together to get

more

At the negotiation table, which fork do you use?

Competitive Negotiation

Collaborative Negotiation

Types of Negotiation

Long-term expectations

NEGOTIATING BEHAVIOURGavin Kennedy describes 3 types of behaviour that we can display and encounter when in a negotiating situation.

RED BLUE PURPLE

Manipulation Aggression Intimidation Exploitation Demeaning Always seeking the best for self No concern for person negotiating with

RED Behaviour

BLUE Behaviour

Win win approach Cooperation Trusting Pacifying Relational Giving

PURPLE Behaviour

Good intentions Two way exchange Give me some of what I want (red) I’ll give you some of what you want

(blue) Tit for tat strategies Concentrating on profits Purple behaviour incites purple

behaviour

1. Introduction

2. Negotiation Types & Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

BATNABATNA is an acronym for:

Best

Alternative

To

a

Negotiated

Agreement

Why BATNAs Matter

BATNAs tell you when to accept and when to

reject an agreement

When a proposal is better than your BATNA: ACCEPT IT

When a proposal is worse than your BATNA: REJECT IT

Zone of Possible Agreement (ZOPA)

Reservation Point: The point at which the BATNA becomes preferable to continuing a negotiation. In a negotiation this is the point beyond which a party will not go.

Bargaining Range: The difference between the reservation points of the parties. This range can be positive or negative. If it’s negative there will be no settlement, unless one or both the parties changes their reservation point.

Zone of Possible Agreement (ZOPA)

1. Introduction

2. Negotiation Types & Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

Preparing for Negotiation

Preparing for Negotiation

1. Know yourself and who you represent

Preparing for Negotiation

2. Define your interests and the outcomes you want to achieve

Preparing for Negotiation

3. Do your research

Preparing for Negotiation

4. Know your and their BATNA

Preparing for Negotiation

5. Try to predict your ZOPA

Preparing for Negotiation

6. Set realistic expectations

Preparing for Negotiation

7. Decide your Walk-Away price

1. Introduction

2. Negotiation Types & Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

Proceeding in Negotiation

1. Approach

2. Exploration

3. Bargaining

4. Conclusion

1. Introduction

2. Negotiation Types & Behaviors

3. Negotiation Core Concepts

4. Preparing for Negotiation

5. Proceeding in Negotiation

6. Negotiation Tactics

Training Outline

Negotiation Tactics

Negotiation Tactics

Highball

Negotiation Tactics

Lowball

Negotiation Tactics

Big Fish

Negotiation Tactics

Bluff

Negotiation Tactics

Good cop/bad cop

Negotiation Tactics

Delays

Negotiation Tactics

No Authority

Negotiation Tactics

Change the Negotiator

Questions

For questions or feedback:

Hossam.Moaness@gmail.com

Hossam Moaness