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Total Success A different type of training For more information: email us: tsuccess@dircon.co.uk call us on (+44) 020 8269 1177 or fax us on (+44) 020 8305 0555 Thank you for visiting Total Success Training Special offer for this month only - all open courses - £295 per person + VAT - click HERE for the dates and details We have a brand new website at www.totalsuccess.co.uk which contains all of our course information plus Special offers A chance to win a Free Training Course Free training resources including our new Bite-size training packs Be included in our free draw for tickets to Chelsea Flower Show and Royal Opera House NEWSLETTER: Negotiation Skills Effective Negotiating Our Negotiation Training courses are designed to deliver vital negotiation skills, tips and techniques to delegates who need new and different methods to improve and enhance their overall results when negotiating with colleagues, staff members or clients. Our Negotiation skills workshops and seminars are based in London and are acknowledged for efficiently improving negotiation skills. Over the years we have received many excellent comments about the effective and hugely practical negotiation strategies and tactics that delegates have learned on our courses. Every month Total Success will publish its training news-letter by e-mail. It will be full of tips for managers and trainers on subjects relevant to individual and organisational training. To subscribe please register your details below. If you require information on our range of training courses, you will find full details on our course schedule page. If you have any ideas for articles you would like to see, I would be delighted to hear from you. Welcome to our training newsletter. In this issue we focus on negotiating skills. The ability to negotiate is an essential skill for effective managers because they realise that influencing colleagues and motivating staff workers are integral to getting things done on time and to the correct specifications. Our newsletters are sent by request only but if you find the information useful please let us know of others who may benefit from receiving it and we will gladly put them onto our mailing list. If you have any ideas for articles you would like to see, we would be delighted to hear from you. If you wish to subscribe to the newsletter please e-mail us on tsuccess@dircon.co.uk This newsletter and other training pages are also contained on our web site http://www.tsuccess.dircon.co.uk/newsletter.htm
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Our newsletter page contains many more. Here are some of our more recent articles Presentation tips Overcoming presentation fear How to structure a presentation Interviewing Skills Good work through praise Time management tips Time management skills Managing your e-mail Time management and working from home Assertiveness Self Assertion Analysis Self Assertion Analysis Becoming More Assertive Dealing with difficult people Customer Service on the telephone Telephone skills and Customer Care Managing your stress Organisational stress management Practical appraisal skills Planning an appraisal and setting objectives Giving feedback in an appraisal The power of attitude in selling Opening the call effectively PowerPoint presentation tips and techniques Using visual aids in PowerPoint presentations How to use transitions in PowerPoint presentations		Effective Negotiating What is negotiation? Let’s begin with a definition of negotiation. Not a dictionary definition because this comes from the practice of negotiation, not the theory: Negotiation is the process by which we search for terms to obtain what we want from somebody who wants something from us. Negotiating is a trading game. There is only one way to play the game; that is to trade what we want from somebody else for what they want from us. The best way of being able to do this is to know what we want and what we are prepared to give to get it. It sounds simple but most people enter negotiations without planning their desired outcomes and believe that it is a matter of ‘whoever is stronger will succeed’. Successful Negotiators Plan Before your next negotiation ask yourself: Am I quite clear in my mind what it is that I am trying to achieve? Have I sorted out the information that I will use in discussion (because it will stand up to counter-argument) from that which I can’t use, (because it won’t)? Have I written down the strengths and weaknesses of my position? Have I considered what I am going to say when they talk about these weaknesses and put forward their own case? Have I listed the benefits to them of accepting my proposal? Equally, have I listed the unpleasant consequences for them of accepting it? How am I going to counter these objections? Have I listed the unpleasant consequences for both sides if my proposal is not accepted? Have I thought not only about what I am going to say, but also about how I am going to say it? To whom? When? Some of the best things to plan are the variables you will use to bargain with during the negotiation. Planning Variables Each negotiation will, if done properly, be concerned with trading concessions against each other. There are usually more issues and variables than can be used for such trading than is immediately obvious. A good negotiator should consider all possible variables before the meeting, calculate or estimate what each would cost, then decide which he/she would prefer to use and which others he/she would be prepared to use if it came to the crunch. It cannot be emphasised too strongly that the essence of good negotiating lies in obtaining concessions from the other party which totally or largely compensate for those you have extended. What variables can I use? price discount or rebate bonuses delivery times financing arrangements training packaging spare parts deposit arrangements balance arrangements credit terms guarantees There are many more and you will undoubtedly be able to produce a core list of variables for your most common negotiations. What would each one cost us at different levels of business? What would it cost them? What would each one be worth to us? What would it be worth to them? These two questions are crucial in effective negotiations because they start the thought process of: “What is cheap for me to give away but valuable for the other party to gain? Also, “What do I value that is cheap for them to agree to?” Once you have the answer to these questions you will quickly realise that negotiating can be as much an art as it is a science. 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