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Achieving the best possible outcomes

“Successful entrepreneurs judge correctly the need for change, then do something about it.”
(James Hanson)

Effective negotiators are able to influence others and to get the best from people. When disagreements arise, they use influence to avoid an intractable dispute: communicating, collaborating and inspiring trust. This toolkit provides practical techniques and guidance to develop effective negotiating skills.

Length: 11 pages

Contents

The Benefits

Action Checklist: Negotiating
• Communicate
• Question
• Build agreement – getting to yes
• Understand the importance of ownership
• Be prepared to handle impromptu negotiations
• Take time to consider the issues
• Stay focused and objective – avoid becoming emotional
• Avoid diluting your arguments
• Assess offers when negotiating
• Compare the offer (or deal) with your planned outcomes
• Check objectivity
• Record what has been agreed
• Know when to withdraw
• Be prepared to recognise and face failure – even if only temporarily
• Be prepared to adjust your style in cross-cultural negotiations

Avoiding Problems – this section explains how to avoid potential challenges such as: using provocative or irritating phrases; issuing counter-proposals and counter-arguments too soon; engaging in negative criticism. This section also provides practical techniques to prevent or overcome likely problems.

Dos and Don’ts

Key Questions

Things You Can Do
• Find one major issue where a ‘win-win’ solution is desirable
• Prepare yourself and your team
• Hold team meetings
• Understand the stakeholders who you must influence
• Build trust and rapport – and don’t wait for the negotiation
• Refine your influencing style

Further Action

Further Information