Negotiation at Work

Ira Asherman

• Publisher: AMACOM
• Year: 2012
• ISBN:
  9780814431955
• Topic: Personal Development
• Subtopic: Negotiation

Success in business often hinges on good negotiation, and that takes advanced skills in listening, self-awareness, conflict resolution, assertiveness, and more.

Negotiation at Work includes easy-to-use exercises to help you instill your employees with the confidence they need to become strong negotiators. Each activity includes a description, detailed directions, goals, additional resources, and trainer notes to guide your facilitation.

Your team will learn how to:

• plan effectively for a negotiation,
• ask the right questions,
• build trust,
• analyze each negotiation creatively,
• strategically frame each party's needs and interests,
• successfully negotiate with difficult people,
• and determine their own negotiating style.

To instruct in the complicated subject of negotiation, managers and trainers can't rely on simple pep talks or basic business strategy. Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, Negotiation at Work has everything you need to successfully train others up in skills that will lead to increased sales, big company savings, and control over their careers.

XVI. Sales Negotiation

Success Factors *

Objectives:	To identify the factors critical to negotiation success and failure
Time:	Open
Group Size:	2–5
Materials:	Pre-work distributed prior to the program.
Trainer’s Notes:	This exercise is ideal when used as a pre-work activity with salespeople. When used this way, it should be sent out at least one week prior to the program. Ask that Parts 1, 2, and 3 be completed prior to the program and brought to the first session.
	We suggest using this material early in the program so that it can provide a framework for the remainder of the workshop.
	If time is a significant issue, you can use this material without the small-group activity. Just have participants report back on Part 4.
Procedure:
Step I	Ask participants to pair up and share the pre-work with each other.
	Indicate that they should spend most of their time on Parts 3 and 4. Tell them that they will be asked to share the results of their discussion with the rest of the group. Allow 15 to 30 minutes.
Step II	Reporting Back
	Ask each group to report back on the items listed in Part 4. After all the groups have reported, check to ensure that all the items have been covered.
	• Encourage discussion about each of the items and why it is seen as important.
	• Summarize the list and relate the activity to the outline of your workshop.

PRE-WORK: Success Factors

Part 1

Describe a situation where a negotiation was particularly successful.

Account: ____________________________________________________________________________

Contact(s): ___________________________________________________________________________

Situation/Issues being negotiated: ________________________________________________________

_____________________________________________________________________________________

Your initial position: ____________________________________________________________________

_____________________________________________________________________________________

Their initial position: ____________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

The final results: _______________________________________________________________________

_____________________________________________________________________________________

Part 2

Describe a situation where the negotiation was not very successful.

Account: ____________________________________________________________________________

Contact(s): ___________________________________________________________________________

Situation/Issues being negotiated: ________________________________________________________

_____________________________________________________________________________________

Your initial position: ____________________________________________________________________

_____________________________________________________________________________________

Their initial position: ____________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

The final results: _______________________________________________________________________

_____________________________________________________________________________________

Part 3

What were the biggest differences between the two situations?

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

Part 4

In teams, identify the three most critical factors for a successful negotiation. Be prepared to share your responses with the group.

1.

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

2.

________________________...