Negotiation Skills to improve sales.pptx

Negotiation Skills to improve sales.pptx

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  Negotiation Skills
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  Module One: Getting Started Welcometo the Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example, have you ever: Decided where to eat with a group of friends? Decided on chore assignments with your family? Asked your boss for a raise?
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  Workshop Objectives • Understandthe basic types Of negotiations, the phases of negotiations, and the skills needed for successful negotiating • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA • Lay the groundwork for negotiation • Identify what information to share and what to keep to yourself • Understand basic bargaining techniques • Apply strategies for identifying mutual gain • Understand how to reach consensus and set the terms of agreement • Deal with personal attacks and other difficult issues • Use the negotiating process to solve everyday problems • Negotiate on behalf of someone else
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  Pre-Assignment Review • Thepurpose of the Pre-Assignment is to get you thinking about the negotiation process. • As a pre-assignment, think about what you consider the characteristics of a successful negotiator.
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  greatest weapon. Module Two: Understanding Negotiation Beforewe get started, let's take a look at two basic types of negotiation. We’ll consider the three phases of negotiation and the skills you need to become an effective negotiator.
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  Types of Negotiations •Integrative negotiations are based on cooperation. Both parties believe they can walk away with something they want without giving up something important. The dominant approach in integrative negotiations is problem solving. • Distributive negotiations involve a fixed pie. There is only so much to go around and each party wants as big a slice as possible. An example of a distributive negotiation is haggling over the price of a car with a car salesman. In this type of negotiation, the parties are less interested in forming a relationship or creating a positive impression.
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  The Three Phases 1.Exchanging Information 2. Bargaining 3. Closing These phases describe the negotiation process itself. Before the process begins, both parties need to prepare for the negotiation.
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  )•SkiIIs for Successful Negotiating •Effective speaking • Effective listening • A sense of humor • A positive attitude • Respect • Self-confidence • Emotionalintelligen ce • Persistence Patience • Creativit y
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  Module Three: Getting Prepared Like anychallenging task, negotiation requires preparation. Before you begin a negotiation, you need to define what you hope to get out of it, what you will settle for, and what you consider unacceptable. You also need to prepare yourself personally. The key to personal preparation is to approach the negotiation with self-confidence and a positive attitude.
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  Establishing Your WATNAand BATNA In most negotiations, the parties are influenced by their assumptions about what they think are the alternatives to a negotiated agreement. Often the parties have an unrealistic idea of what these alternatives are, and they are unwilling Io make concessions because they think they can do just as well without negotiating. • WATNA (Worst Alternative to a Negotiated Agreement) • BATNA (Best Alternative to a Negotiated Agreement)