Lose/Lose Scenario
Neither parties’ objectives are achieved Disillusioned with the process Frustration Loss of respect and trust Soured relationships No solutions generated
Willing to achieve the best deal for both parties Willing to concede to gain “Speculate to accumulate”
Skilful Negotiators

Do their research Decide what is negotiable Plan their strategy Choose the right time and place for negotiation
The Art of Negotiation
4 Main phases:
1.Do your homework (Prepare). 2.Discuss face to face 3.Propose 4.Bargain
Understanding “Needs” & “Wants”
A need is something that you must have in order to satisfy an essential requirement e.g. a suit for an important occasion; top of range tumble dryer; peak time flight/travel ticket etc. Willingness to pay more Often not negotiable A Want is usually optional, £sensitive Willing to pay/offer less but risk losing product/bargain
The Competitive Negotiator
Wants to win at everything Will not concede an inch E“me first, you second”
The Collaborative Negotiator
In Negotiation
Consider “What is important to me in this transaction?”
One is often prepared to offer more or willing to concede ground in order to get Needs met
Practice Opportunity
Halls of Residents House Hygiene Pay Rise Tenants v Landlord/lady Customer v Shop Assistant
Summary
Always Remember: You cannot win them all You cannot win every time To be successful you need a game plan with your ultimate aim and strategy for achieving it To achieve win / win you need to be alert, well prepared and flexible Go forth and negotiate successfully
The Art Of Negotiation
Learning Outcomes
Identify different types of Negotiation Situations Explain the four Negotiation phases
Outline a strategy for negotiation
Negotiation
“A negotiation takes place any time two or more people are communicating, and at least one of those people has a goal in mind.” 65% of anyone’s time is spent negotiating You’ve got no chance of being satisfied unless you ask for what you want.
Negotiating & The Negotiator
1. 2. 3. 4. WIN LOSE LOSE LOSE
NO DECISION WE BOTH WIN!!!
Win / Lose Scenario
The creation of “Us” and “Them” Energies are directed towards victory Own point of view only Strong emphasis on immediate solutions Too many personal conflicts Emphasis on short term concerns