Professional Documents
Culture Documents
Nego%a%on
Styles
(and
when
to
use
them)
weiveR
Day 5
INFLUENCING SKILLS
Day 5
Posi%ons of Inuence
Internal
customers
Line
manager
External
customers
You
Board of
Directors
Colleagues
Day 5
Suppliers
Deni%ons
Inuencing
Day 5
Influencing Wheel
Stating views
and opinions
I want
statements
Active
listening
Questioning
PUSH
Building on
common ground
Expressing
feelings
Benefits
and
consequences
Day 5
PULL
Openness
Day 5
Win
/
Win
50
/
50?
60
/
40?
70
/
30?
80
/
20?
90
/
10?
4
Modes
of
Nego%a%on
1. Compe%%ve
a
hos%le
and
compe%%ve
form
of
nego%a%on
with
one
winner
and
one
loser
L.I.M.
Like
Must
Bargaining
Arena
Like
Must
THEM
Must
Like
Bargaining
Arena
Like
Must
B
A
T
N
A
14
Aims
Requirements
Day 5
Desires
15
Proposing
Concessions
:
If
you
are
asked
to
concede
something
from
your
Aims
list,
then
add
items
from
your
Desires
(or
Requirements)
Concerns
Aims
Requirements Desires
Day 5
16
Proposing
You
can
ask
:
Which
aspect
of
my
proposal
are
you
unhappy
with?
What
would
I
need
to
do
to
make
that
proposal
acceptable?
Under
what
circumstances
would
that
proposal
be
acceptable?
If
that
proposal
isnt
acceptable
then
what
do
you
propose?
Day
5
17
Proposing
Remember:
Proposals
set
the
agenda
Good/realis%c
proposals
address
their
interests
Give
them
what
they
want
-
on
your
terms
Good
counter-proposals
build
A
proposal
beats
an
argument
Day
5
18
Day 5
19
D esired Outcome
3. N otice
1.
4.
2.
5.
C hange
A ction
E xcellence
Day
5
20
Day 5
21
Learn how
Day 5
22