This presentation shows you the steps to a successful negotiation with tips and best practices.

3. ©2016. Workforce Group. All Rights Reserved
From Bargaining
“You’re in a much better
position to talk with people
when they approach you
than when you approach
them.”
Peace Pilgrim
To Closing
“He who has learned to disagree
without being disagreeable has
discovered the most valuable
secret of a diplomat”
Robert Estabrook
NEGOTIATION
“The most important trip
you may make in life is
meeting people half way”
– Henry Boyle
A. Be
prepared1. What are your
SMART objectives?
2. What do you want?
3. What do they want?
4. What are your
alternatives?
5. What can be
negotiated?
6. What are your
concessions?
7. What ate your limits?
8. What are the
supporting materials
for your change
B. Explore
1. Set up the right
atmosphere and
establish rapport
2. Show understanding
3. Emphasise emotional
intelligence
4. Never forget the
importance of
silence in an
argument
5. Beware of the
negative effect of
saying ‘No’
C. Bargain
1. Go ahead, ‘Ask!’
2. Find your settlement
range: Least
Acceptable
Statement (LAS) and
Most Supportive
Position (MSP)
3. Do not assume
4. Manage concessions
5. Think out-of-the-
box
D. Settle
1. Document your final
agreement
2. Record next
steps/actions to take
3. End positively at all
times
NEGOTIATION FROM START TO FINISH

5. ©2016. Workforce Group. All Rights Reserved
Build rapport
Develop
questioning and
listening skills
Trade options rather
than making
concessions
Define your
outcome and
ideal options to
identify best style
to use
NEGOTIA
TE
1 4
3
2
Think Win-Win
Listen
Show
Empathy
Emotional
Intelligence
Effective Negotiation
Skills
Think influence rather than imposing