Lecture-Negotiation and its techniques.pptx

negotiation

1. Establishing your position: It is very important to Establish your position, meaning to express what are you expecting, what do you want from a Customer point of view and from a service provider point of view. Service provider: What we are looking for is a minimum fixed monthly order of cakes from your part. Customer : Oh! That´s not going to work… Oh ! There’s no way around this… What we want is flexible orders, Flexibility is essential for us.

2. Remaining engaged and listening intently when others speak during a negotiation is a valuable tool. Showing that you’re engaged in the negotiations may allow you to make a more positive impression on the other parties, as they may feel that you’re treating the discussions seriously. Active listening can also help you identify potential opportunities based on what other parties say or offer.

3. Remember that the other side has things it wants out of the deal, too. Individuals should determine what they can offer to help them reach their goals without giving away more than they want to or can afford . For example, the leaders of two departments for a large company often argue over the resources for each department. The two leaders enter a negotiation to discuss solutions. They listen to each other's positions and decide to base resource allocation on the percentage of revenue each department generates for the company. The department leader who receives more resources agrees to support the other department's functions, and the two leaders reach a compromise.

4. Disagreements and setting Boundaries ( Bargaining): In order to reach an agreement both parts will set boundaries. They are essential conditions for each, without them, there, won´t be an agreement . Service provider: Look, we can commit for a flexible contract as long as you can pay at least 10% over for each order. Customer : I´m afraid we can´ t pay more than 8% Let´s do this; we can go for a fixed contract as long as you offer a 20% Discount Service provider: That sounds reasonable, but we can´t offer a higher discount now. Customer : We reached a little impasse here, should we take a break?

5. Reaching an agreement: After a short break, it is time to bring out new ideas. Service provider : I have a new proposal, Let´s go for a six-month flexible contract to see how demand goes and then for a 6 month fixed contract. Customer : That would be feasible! That would work!

6. Agreeing with a friend that if you choose the film to watch, they can choose the snacks (negotiation ) – Getting a friend to agree to watch a film of your choice (persuasion ) – Convincing colleagues to change the frequency of the team meeting from once a week to twice a week (persuasion ) – Requesting to come into work late one morning due to a doctor’s appointment, but suggesting staying later to make up the hours (negotiation ) – Agreeing to give a presentation on the basis that the person asking helps with the preparation (negotiation) Negotiating and persuading are ways of influencing people, meaning they have an impact on whoever is being communicated with. You already have an impact on other people’s thoughts, attitudes and behaviours by the way you communicate with them, e.g. telling a friend a joke or helping someone with schoolwork. Any volunteers who would like to share other examples of this?

7. Put negotiation and persuasion into action Now think through how you might persuade a friend or family member to agree with your ideas. For example, where you want to go on holiday this year, what you want for dinner tonight, what you want to do with your friends this evening, what film you want to see at the cinema. It should be something that you will need to convince someone else about.

8. Being enterprising is all about turning skills and attitudes into change, and therefore without action, enterprise is only an aspiration. T o become more enterprising they you need to develop a range of skills, and negotiation and persuasion form a key part of this. You could be enterprising in a number of settings and stages of your career or education e.g. by running a project at school/college or in the community, setting up a social enterprise or business, etc. In your point of view, how might being a good negotiator or persuasive person help someone in an enterprise related situation?

9. Now make a note of all of the opportunities that Lucy and Julius had to use persuasion to help them on their enterprise journey . Now make a note of all of the opportunities that Lucy and Julius had to use persuasion to help them on their enterprise journey.