Negotiation Skills Training for a Team Kakayeva Anastassiya

Negotiation Skills Training for a Team Kakayeva Anastassiya Kim Kseniya Mezenceva Tatyana Tsoy Yulya

Your team or department has an important negotiation coming up. The sad reality is most business negotiators prepare a few minutes before the negotiation meeting. Most haven't taken any training in negotiations skills, few more have read any books related to negotiation. 2

One of the most important ingredients to effective negotiation meeting preparation is to make sure that the right people are at the negotiation table. 3

So who to invite to negotiate by your side and who should be in the shadows to coach you through? 4

You should pay attention on: 1. 2. 3. 4. 5. 6. 7. Negotiation Team Roles Relationship vs. Task Job Title and Competency Lights, Camera. . . How to waste your team's time in Preparation Negotiation Team Facilitator Pot of Gold 5

Negotiation Team Roles. What happens if you don't give each negotiator a clear team role and area of responsibility? Usually: chaos. 6

You should to slice roles and assign responsibilities in a team negotiation, and once you do, you'll reduce risk of losing value, and increase your deal closing ratio, and boost your bottom line profits. 7

Relationship vs. Task Person “Relationship” If building a collaborative longer term relationship is important to you, then we recommend you assign a 'relationship' person. This will normally be the person in your team with the most regular contact with the other side. So who deals most closely with the other team? 8

Person “Task” Next up, think of who is in charge off achieving your major negotiation goals. The decision maker or the person with the most negotiation experience is often assigned this role, but there are many other motivations for choosing others in the team for this role. Lets call this person the Task Master or simply in charge of successfully closing your negotiation deal. 9

Why would it be a mistake to make your Task and Relationship the same person? The other side being human, and as humans we have a hard time believing that the person who's getting us to laugh and is assuring us of how much they have our best interests close to their heart is also the one in the same person driving a hard bargain and talking about a future without us. 10

Job Title and Competency The bigger the team, the more opportunities you will have to slide up the agenda by area of competency and experience. If you do divide the responsibility pie by job title or skills competency, then ensure that your team are clear on when to allow your Task and Relationship experts to jump in. 11

Also, junior, or shy team member who doesn't often speak out is discovered to be a diamond in the rough. If you will pay attention on them, they will shine – carving out a fantastic deal. So be careful to give everyone a chance to negotiate effectively. 12

Lights, Camera. . . Take a step back for a • Superior preparation. moment. Do you know how the best negotiators achieve results that are consistently above average? The same way the armies of legendary Generals such as Napoleon Bonaparte and Alexander the Great consistently won at battle. 13

So if preparation is important for effective team performance at the negotiation table, and roles are important at the negotiation. You should grow into this role and then the success of the negotiations will be provided. 14

How to waste your team's time in Preparation. 1. Don't look at the clock! 2. Start your team meeting without an agenda. 3. Don't capture actions. 15

Don't look at the clock! Without an eye on the clock, time is usually squandered in discussing various battle scenarios, without enough time being invested into the really important areas. 16

Start your team meeting without an agenda. Your agenda is your road-map. Without mapping out where you're going, you're unlikely to get there. Best to include the following in your negotiation preparation team meeting: Who should be in attendance and for which parts of your team meeting; who has which areas of responsibility. 17

Don't capture actions. Actions are the fruits born by your meetings labour. So don't leave your fruit on your negotiation meeting preparation table. 18

Negotiation Team Facilitator Democracy in negotiation preparation results in time overruns and lack of focus. So choose someone to stand at the flip chart, or the computer hooked up to the projector if yours is a technologically advanced team. 19

Be prepared for this person to make less of a contribution to the discussions, as they will be primarily focused on capturing, and if they are sufficiently skilled, they can steer the meeting through facilitation. A facilitator can't be expected to wear too many hats simultaneously. 20

Be careful not to have your facilitator dominate the proceedings - your facilitator is in a position of power. 21

Pot of Gold For most people, you will need to prepare and negotiate on your own for most of your negotiations. The larger the negotiation, the higher the stakes, the more important team preparation becomes. 22

Team's add value both at the negotiation table and before the meeting. If your organization is serious about building a negotiation capability, then you will reap profits and other positive results by also putting in place a post negotiation team review process. 23

If you're not at the top of your company ladder, then your success in this area will likely be limited at best to your team. If you are in charge, then you have an opportunity to seize a competitive skills advantage, or at least to bridge the gap between your company and your toughest competitors. 24

If you always remember these key points of negotiation preparation you will achieve stupendous success in this area. 25

Thank you for your attention. 26