Strategic Negotiation Skills – a masterclass
by Margaret Considine:
Today you need expert negotiation skills to stay ahead of the pack. Every 0.01% counts. Your competition is becoming more sophisticated and sometimes aggressive in their approach to negotiation.
You need to be confident, prepared and well equipped in the tools, tactics and strategies that shape your approach so that you can deliver long term results.
Massey can help. One of the world’s most experienced commercial negotiators is visiting and she will share her skills with you.
Learn how to:
•
Get the thinking right first – ‘the Head Start’•
The Power of Talk – who gets heard and why – understand the power of language in generating momentum in negotiations•
Understand the psychology of negotiations – the ten basics that all negotiators need to know•
Clarify your objectives in negotiation; goal setting•
Understand the difference between Selling, Negotiation, Influence, Manipulation and Persuasion•
How to adopt an interest based approach to negotiation for a mutual gains approach, while delivering on your objectives•
Understand the two types of Negotiation (Distributive and Integrative) and how and when to use both: Creating V’s Claiming Value•
Set the stage for productive negotiations: The elements of Negotiation that define success•
Master the seven skills of more effective negotiators•
Understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with.•
Construct a total negotiation overview to determine personal position, the other party’s core competences, corporate strengths andweaknesses, and your competitive differentiation
•
Identify behaviours, objectives, motives and tactics to maximise your position and maintain a good ongoing relationship•
Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties•
Prepare and design a total negotiating plan for likely upcoming negotiations in your business.Margaret Considine:
Highly experienced commercial negotiator, management consultant, mediator, investigator, coach and author delivers this highly regarded course to ensure that you are prepared and practiced to negotiate effectively and are match fit and in control when the deals are on the table for you and your company.
Margaret is the programme director of the advanced negotiations
programme at the IMI where she has held an associate faculty post for more than a decade. In addition to a number of board positions Margaret is CEO of EQuita Consulting Limited, which specialists in Commercial Negotiations and Conflict resolution advising clients nationally and internationally.
Recent negotiations work includes:
v Negotiator and negotiations advisor to the following clients:
o EIB European Investment Bank
o NTMA
o British Airways
o AIB – multiple divisions including advisor on restructuring o Dankse bank
o Certus
o Bank of Ireland credit card division o BNP Paribas
o KBC
o Central Bank of Ireland
Programme for the day
Session One: Getting a Head Start
v The Key to Effective Working Relationships: Why it is hard to get it right in practice? What gets in the way? Nightmare Tactics
v Self Talk: Getting the thinking positive and right in advance of any interaction, especially for women
v Negative Mind Traps: Look at how to avoid the ten negative mind traps that we can fall into every day
v Who Gets Heard and Why: Understand the power of language and the effects it has on their daily interactions and negotiations
v Context: What is negotiation and when are you ‘in it’?
v Action Research & Application
Session Two: The Fundamentals of Negotiation
v Understanding how a goal focus positively impacts negotiation: A look at how the effective techniques of a target focused approach helps stay on track through the process of negotiation
v Exploring Selling and Negotiation – the dichotomy: Understand the difference between selling, bidding and negotiation and the impact of manipulation and persuasion on these efforts
v Common Mistakes in Negotiation: A look at the effect these common mistakes have in negotiations and how to avoid them in your
negotiations
v Distinguish Distributive and Integrative Negotiation Concepts:
Understand the value claiming and value creation concepts in negotiation and how and when to use each
v Developing your Diagnostic Tools: How to move your approach from a position to an interests approach by understanding the needs and motivations of the parties to the negotiation. How to harness a mutual gains approach. Understand the impact of Reference Points, Anchors, Zopa’s, BATNA’s, WATNA’s, Ultimatums, & the NIP diagnostic on your negotiation.
Session Three: Putting it into Practice
v Display your skills: Distributive Negotiation
You will be required to conduct a distributive negotiation. Review the result against goal and anlayse. Receive feedback on your negotiation and start developing adaptive strategies. The object of this is to facilitate the giving of constructive feedback and advice to build on your individual strengths to shape progressive learning. The training style adopted seeks to encourage and reassure as well as providing challenge and stimulation. This section is central to the overall effectiveness of the day.
Session Four: Understand the Process of Negotiation
Each negotiation presents a different challenge and this section ensures that you take a consistent process approach that allows you to stay in control and focused in complex negotiations -‐ whatever the situation may demand in a four step methodology, each requiring different tools and strategies.
Areas covered include:
v Understand the four step process of negotiation: Preparation, Opening, Bargaining & Closing
v Harness the power of preparation: Practice the six steps of good preparation including two invaluable tools that visually plot each negotiation. Learn how to do this practical methodology.
v Assessing your base skills: Develop and improve the Seven Skills of More Effective Negotiators
v Research on More Successful Negotiators
Session Five: Putting it into Practice
v Display your skills: You will be required to prepare and conduct an integrative negotiation – Harvard Standard case study standard. Review the result against your goal and anlayse the outcomes. Reflect on your performance and receive feedback on your negotiation. This section is central to the overall effectiveness of the day and adds a level of complexity to the previous negotiation.
Session Six: Own Negotiation Style
v Conquer the three elements of Opening: Building Rapport, Anchoring and Setting the scene
v Practice Opening: Pairs of Negotiators – ‘Energetics V’s Generex’
v Conducting an effective bargaining process: Learn & practice practical strategies, tools and tactics to effectively bargain on multiple variables trading in a complex negotiation. Assess concession patterns and how to read & avoid bargaining ‘traps’. Understand the concept of the contingent contract and shaping the negotiation for unpredictables such as ‘risk’, ‘future’.
v Analysing your negotiation style: Complete the “managing the differences exercise” and review the five dimensions to understand your responses to conflict, how they may affect the negotiation context and the selection of the bargaining strategies employed. ‘Thomas &
Killman Psychometric’.
v Ten Nightmare tactics: Employed in negotiations and how to countermand them. How to identify and focus on your priorities in situations of anxiety.
v Research on More Effective Negotiators: Bargaining strategies adopted by more effective (than average) negotiators
v Action-‐planning for strategic success in Principled Mutual Gains Negotiations: Charting the personal learnings
Session Seven: Effective Communication in Negotiation
v Communication as the currency of negotiation: Understanding the power of communication in negotiation
v Become adept in the enhanced skills of questioning and listening:
From an interests and needs perspective
ü Enhance your repertoire of questioning styles
ü Questioning Grid: Process approach to consistency of questioning in negotiation
ü Listening as a key target behaviour in negotiations. Use a range of styles and types of listening to communicate well.
v Harness the Six principles of effective persuasion: Essential in ‘tough spot’ negotiations
Part Eight: Multi Party Negotiation Assessment and Feedback
v Making an effective closing: Know when it’s time to close, assess the deal against the goal, ‘the Nibble’, managing the relationship;
understand the concept of post settlement-‐settlement. ‘Team Negotiation’
v Multi Party Complex Negotiation: Prepare for and conduct a multi party negotiation using the skills, tools and tactics of the course v Review self-‐performance: Learning and apply a self-‐monitoring approach to practical negotiations and understand how to self-‐
evaluate as you negotiate to helps stay on track in real live situations
v Action Planning: Skills Assessment and Plan for way forward
Date: 15 October 2015
Venue: The Boardroom, (QA2.09) First Floor
Quadrant A Building, Albany Campus, Massey University
Time: 8.30 for 9.00 until 5.00 pm
Cost: $995 per person (Inclusive of GST)
(discount for three or more from the same company)
Includes morning and afternoon teas and a light lunch. Ample free parking.
To register, follow this link: www.massey.ac.nz/negotiation
Contact: Steven Naudé for more details [email protected]
(09) 213-‐6883
