negotiationskills(谈判技巧).ppt

The Art Of Negotiation,Learning Outcomes,Identify different types of Negotiation Situations Explain the four Negotiation phases Outline a strategy for negotiation,Negotiation,“A negotiation takes place any time two or more people are communicating, and at least one of those people has a goal in mind.” 65% of anyones time is spent negotiating Youve got no chance of being satisfied unless you ask for what you want.,Negotiating & The Negotiator,WIN LOSE LOSE LOSE NO DECISION WE BOTH WIN!,Win / Lose Scenario,The creation of “Us” and “Them” Energies are directed towards victory Own point of view only Strong emphasis on immediate solutions Too many personal conflicts Emphasis on short term concerns,Lose/Lose Scenario,Neither parties objectives are achieved Disillusioned with the process Frustration Loss of respect and trust Soured relationships No solutions generated,The Competitive Negotiator,Wants to win at everything Will not concede an inch Every negotiation situation is “me first, you second”,The Collaborative Negotiator,Willing to achieve the best deal for both parties Willing to concede to gain “Speculate to accumulate”,Skilful Negotiators,Do their research Decide what is negotiable Plan their strategy Choose the right time and place for negotiation,The Art of Negotiation,4 Main phases: Do your homework (Prepare). Discuss face to face Propose Bargain,Understanding “Needs” & “Wants”,A need is something that you must have in order to satisfy an essential requirement e.g. a suit for an important occasion; top of range tumble dryer; peak time flight/travel ticket etc. Willingness to pay more Often not negotiable A Want is usually optional, sensitive Willing to pay/offer less but risk losing product/bargain,In Negotiation,Consider “What is important to me in this transaction?” One is often prepared to offer more or willing to concede ground in order to get Needs met,Practice Opportunity,Halls of Residents House Hygiene Pay Rise Tenants v Landlord/lady Customer v Shop Assistant,Summary,Always Remember: You cannot win them all You cannot win every time To be successful you need a game plan with your ultimate aim and strategy for achie