Training & Development

Negotiation Skills - Scott Johnston
27th February, 2006

Those of you who attended our February T&D session will know what an excellent session this was. For those who couldn't attend, here are two perspectives from two of our members, Nick Manuel and Nicolette Glashan to underline what an excellent session you all missed! ;)

Hope to see you at the March Session. Booking is open now!

Training & Development Director 2006
JCI Edinburgh Review by Nick Manuel and Nicolette Glashan

Scott's enthusiasm and knowledge of the subject helped to alleviate some of the fear factor associated with negotiating and stop the gunslingng styles of the past. Some excellent pointers and simple tools for everyone to be better prepared in any negotiating situation.

Win-Win or Win-Lose?
This T&D session was surely one not to be missed as everyone of us has to negotiate at some time or another. That could be in our business or in our personal lives, so it is vital that in order to get the objective you want, you approach the negotiation in the right way. Are you looking for the "win-win" situation or "win-lose"? Understand this and then tailor your negotiations accordingly.

If your concern is just for the here and now then "win-lose" could be the way for you. Maybe you can take a tougher stance if you are prepared to walk away and are not concerned with the longevity of that relationship. Alternatively, if maintaining the relationship is important then "win-win" is the strategy, you need to ensure both parties are happy with the outcome of the negotiations.

Win-Win or No Deal!
You can go even further with win-win or "no deal", where if both parties cannot agree then walk away or revisit the negotiations later. Telling people that you are not happy with the outcome of the deal (either for youself or the other party) gives you the credibility and trust that could just be the deciding factor when you come to re-visit the issue. The important point is live to fight another day, without burning any bridges. Also its important to understand what you want from any negotiation. Understand what your bottom line is, pitch at the highest and best possible outcome and anything above the bottom line is a bonus!

Preparation is key. Prepare for any negotiation 3 times.

1. Prepare from your perspective
2. Prepare from their perspective
3. Prepare from both perspectives

This will then give you insight to what the other party will want as an outcome, and you will be armed with the things the other person may want to hear.

Beware of the dirty tricks
Lastly know about dirty tricks and when they are being used on you and when to use them. Afterall, one of the first points Scott told us was to negotiate with emotions.

If someone really wont budge be prepared to test them out, walk away if neccessary but the key to successful negotiating is to be a "Shuttlecock" not a "Gunslinger".

Shoot the other person down and you might get what you want but be prepared for that relationship to end, by being a shuttlecock and allowing the debate to bounce to and from either party then either the desired outcome will come and you can then do business with that person again, or at least you will live to fight another day.

All in all, a most enjoyable session with a lively and humourous speaker with some valuable lessons to learn and take away to hone your own negotiating skills. Definately not one to be missed.