2. Developing and Practicing Negotiations
The event management services is developing and practicing negotiation
skills in the real scenario, as part of an entrepreneur preparing for the reals of
event management services, we should:
- improve our skills by identifying and including in the plan the information on
preparing for negotiation
- information on active listening information on different questioning techniques
- checking information to ensure it is correct and appropriate
- agreeing on set criteria for successful outcome by all parties;
- and considering desired outcome by all parties.
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3. What is Negotiation?
- a method by which people settle differences
- a process by which compromise or agreement is reached while avoiding
argument and dispute
• In any disagreement, individuals understandably aim to achieve the best
possible outcome for their position (or perhaps an organization they
represent). However, the principles of fairness, seeking mutual benefit
and maintaining a relationship are the keys to a successful outcome.
4. Preparing for Negotiation
1. Check Whether You're In A Negotiating Situation.
- any communication or problem solving situation with others that
can work out to your advantage
- If there is no advantage to you, then don't negotiate; you'll only
lose.
- Do not move unless there are advantages to be won.
5. Preparing for Negotiation
2. Clarify Your Aims.
- is to achieve the objectives you and your constituents have set
- There are other aims, such as getting a good deal and improving
your relationship with the other side. But getting what you want
is tops. Always keep this aim firmly in your sights and don't stop
until you get it.
6. Preparing for Negotiation
3. Gather Information.
- gather information about the other side's offer and use it to refine your
own
- throughout a negotiation you should do tons of listening, clarifying and
checking
- when it comes your turn to put over your case, you should use every
skill you can muster to make sure they understand.
7. Preparing for Negotiation
4. Negotiate With Your Own Side.
It is rare to go into a negotiation only representing yourself. Usually you
negotiate as a representative of others, your constituents. Part of your
preparation for negotiations has to be spent getting the best
mandate from your constituents. Aim to get the support you need;
the trust you need; the resources you need; the understanding you
need; and the freedom you need.
8. Preparing for Negotiation
5. Get A BATNA.
- your Best Alternative To a Negotiated Agreement and is the
only certain way to be successful in negotiations
- By preparing for negotiations with one party by sounding out an
alternative deal with another party, you get walkaway power. It
means that, even if the alternative isn't quite what you want, you
are still prepared to go there, if need be.
9. Preparing for Negotiation
6. Prepare The Setting.
There are five questions to ask yourself:
1. Who? (i.e. who is to take part and do what?)
2. Where? (i.e. our place or theirs?)
3. When? (i.e. what is the time scale?)
4. Why? (i.e. what are we negotiating about?)
5. How? (i.e. how are we to present our case?)
10. Preparing for Negotiation
7. Prepare Yourself Mentally.
- aim to be tough, business-like, alert, and unyielding
- don't feel you owe them anything - don't be a bowl-beggar
- don't put yourself above or below them
- stay relaxed and unhurried
- don't reveal your feelings at any point
11. Collecting Information
- one of the most critical factors for success in negotiation
- Many expert negotiators stress that effective in formation
gathering is essential to being prepared and that the “lead time”
between knowing that a negotiation will take place and actually
beginning the negotiation should be filled with information
collection activities.
12. Collecting Information
Questions help to negotiate with such individuals (Master negotiator Herb Cohen):
• Why are they negotiating with me?
• What are their time constraints and deadlines?
• By whom and how will their decisions be made?
• How do they react to conflict?
• What is their negotiating style?
• What are the limits to their authority?
• Who do they report to?
13. Collecting Information
• Does he or she have a budget or quota?
• How are they compensated?
• What is their negotiating experience and background?
• Do they have a realistic alternative to making this deal?
• What incentives do they have to make this deal?
• What are their underlying interests and concerns?
• What is their track record for honesty and integrity
• What are their expectations with respect to the outcome?
14. Positive Negotiation
- using Openness and Positive Emotions as assets in the
interaction with the other party
Openness means sharing a great deal of information about
what you would like to get and achieve with this negotiation.
Positive Emotions will enhance the relationship with the
other party and will create trust for future interactions.
15. Creating Nonverbal Environment
- physical and psychological aspects of the communication context
- important part of the dynamic communication process; the
perception of one’s environment influences one’s reaction to it
16. Creating Nonverbal Environment
Physical environment is an important component of nonverbal
communication and can be broken down into the following 2
categories:
- Personal Space (Proxemics): The use of physical space in
personal communication.
- Special Arrangements (Interior Design): The impact that the
arrangement of an interior space has on communication.
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17. Active Listening
- invaluable in ensuring successful negotiations; is just as
important—if not more so—than talking, as successful negotiations
are based on a give-and-take of information. An exchange requires
action from both sides of the able, not simply by the person
offering up the information.
- plays a key role in ensuring all information is exchanged and
absorbed successfully
- building positive relationships and reaching successful
agreements
18. Active Listening
The more information you have, the more
power you have, and the more likely you will
be able to reach your desired goal.
19. Different Questioning Techniques
Of all the skills required of the super effective negotiator, the ability to ask the
right question at the right time is probably the most critical. Use open
questions when you want a customer to explain or discuss something.
Closed questions should be used when all required is a yes or no. Use both
types of questions to gain better control of your negotiations. At the
beginning of most negotiations you need to learn what the other party wants
and needs, so you would use open questions.
Later, you need to employ closed questions to get the customer’s agreement,
to understand a request or just to manage the conversation and your time.
20. - Good negotiators ask intelligent questions
- Be clear about the purpose your question serves before speaking
- Clarify statements and check your commitment
- As other parties answer your questions, check if they comply with our
agenda
- Keep questions short and simple
- Use silence, don’t just fill them
- If a question is worth asking then it is worth persisting with the probe
until you get an answer
- Phrase your question clearly and neutrally
Questioning Techniques
21. Questioning Techniques
Questions will:
- keep you in control as the other party has to respond to your question
- slow down the conversation
- give you more information to help you resolve the situation
- give you time to think about your options
- encourage the other party to talk
- draw out information, facts and opinions
- help to explore feelings and attitudes
- help to check understanding
22. THANK YOU FOR LISTENING!!!
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