文档介绍：Negotiation Skills
This course involves participants working on processes and procedures that result in essful
negotiation through the use of group and individual activities, exercises and formal inputs.
Objectives
At the end of this course, delegates will be able to
• Distinguish between bargaining, influencing and negotiating
• Identify the key stages in negotiating
• Explain the key stages of negotiating
• Identify value added in negotiations
• Distinguish promise, agreement and consensus
• Practise the skills necessary for good negotiation
• Establishing rapport
• Active listening
• Choice of language and
• Perspectives
• Practise negotiating to YES
What is Negotiation?
Definition negotiate –
to confer with another with a view promise or agreement; to arrange or
bring about a desired object; to clear, get over, dispose of an
obstacle or difficulty
Oxford English Dictionary
Negotiation is the mutual act of coordinating areas of interest.
Negotiation is ….
Finding a way for all parties to gain something they value from the resolution of a position of
conflict.
You negotiate when you want to resolve something and both parties have something to gain from
the interaction and exchange. You influence when you have more to gain than the other party
Finding a way that enables both parties to work together in the future
Dictating, that is telling someone to do something, only works for a short time or when there is
an extreme emergency. If you want a long term relationship you need to negotiate.
Generally used in circumstances where each party has a similar power level
If you have the power then you don’t negotiate, you dictate !
What is Influencing? ….
Where one party has power over another party
A child can influence its parents to buy it an ice cream but it has little power to negotiate. When
a child throws a tantrum it is ‘negotiating’ with its emotions !
Where one