• Who is your audience? • What do you want to present (content)? • Why do you want to present (purpose)? • Where will you be presenting (place)? • How do you want to present (words to be
used or not, slides to be used)
• 2 to 2.5 minutes--- opening/beginning • 20 to 21 minutes--- middle section • 2 to 3 minutes --- closing/end • 5 minutes --- questions
• Sequence should be logical & understandable • Use visual aids • Make sure that the key ideas all support a
coherent message. • Use statistics, testimonials to back up your key
ideas.
• Last 2 to 2.5 minutes are as critical as the first five minutes for a successful presentation • Summarize- highlight important points • Suggest action
• Manipulation
• Aggressive
• Intimidation
• Exploitation
• Always seeking the best for you
• No concern for person you are negotiating with
• Taking
• Give me some of what I want (red)
• I’ll give you some of what you want (blue)
• Deal with people as they are not how you think they are
• Good intentions
• Two way exchange
• Purple behaviour incites purple behaviour
• Tit for tat strategies
• People know where they stand
• What do I want?
• What do they want?
• What will/can I trade?
• Explore all the available options of the trade
• Explore long and short term implications of each option for all parties involved
• Visualise possible gains, not losses.
• Be aware that the opposition might have a hidden agenda
• Positive Powerful opening – confident body language, tone and words
• Break the ice and discuss neutral topics and build rapport
• Emphasise the need for agreement at the outset
• Listen to what the other party say and how they say it • Observe non-verbal signals
• If you are with one other person sit apart – so you are 2 voices.
• Avoid – ‘wish’, ‘hope’, ‘would like’ – this is not assertive
• When you make and consider proposals it means you are moving towards a jointly agreed solution.
• Proposals consist of 2 elements: the condition plus the offer and can be best presented with the ‘If ….Then’ technique.
• Both the condition and the offer can be couched vaguely. But it is better to state your condition first.
• Be prepared to make concessions, offer the smallest concessions first – you may not need to go any further.
• Compromise without losing face. If you have had to backtrack on a point you had as your final position you could say ‘Since you have changed your position on… I may be able to change mine on…’
• Make eye contact to emphasise that each concession is a serious loss for you.
• Do not ignore issues in order to speed up negotiations.
Good Practice Avoid
Actively listen
Question for clarification
Summarising
Test commitment
Seeking & giving information
Encourage two way
conversation
State and plan your proposal –
then summarise
Use the ‘if you ….then we’ll’
principle
×Interrupting
×Attacking
×Blaming
×Talking too much
×Sarcasm
×Threats
×Taking it personally
×Closed body language