The Competent Manager

Talented Professional Manager

Nego%a%on Styles
(and when to use them)

The Competent Manager

Day 5

The Competent Manager

Talented Professional Manager

weiveR

Day 5

The Competent Manager

Talented Professional Manager

INFLUENCING SKILLS

Day 5

The Competent Manager

Talented Professional Manager

Posi%ons of Inuence

Internal
customers

Line
manager

External
customers

You

Board of
Directors

Colleagues

Day 5

Suppliers

The Competent Manager

Talented Professional Manager

Deni%ons
Inuencing

the process whereby one person seeks to modify

the aAtudes or behaviour of another person

Day 5

Influencing Wheel

The Competent Manager

Talented Professional Manager

Stating views
and opinions

I want
statements

Active
listening

Questioning

PUSH
Building on
common ground

Expressing
feelings

Benefits
and
consequences

Day 5

PULL

Openness

The Competent Manager

Talented Professional Manager

Nego%a%on; Case Study

MiniSoH/MegaSoH

Day 5

The Competent Manager

Talented Professional Manager

The Myth of Win/Win

Win / Win
50 / 50?
60 / 40?
70 / 30?
80 / 20?
90 / 10?

The Competent Manager

Talented Professional Manager

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

2. Collabora%ve a co-opera%ve model in which both sides

seek a mutually benecial agreement

3. Organisa%onal an internal nego%a%on process, such as a

brainstorming session

4. Personal diploma%c nego%a%ons that oHen contain hidden

agendas with people keen to avoid poli%cal repercussions

The Competent Manager

Talented Professional Manager

L.I.M.

Like: Your ideal outcome

Intend: Your realis%c / expected outcome
Must: Your absolute minimum outcome (BATNA)

The Competent Manager

Talented Professional Manager

The Bargaining Arena

YOU

Like

Must

Bargaining
Arena
Like

Must
THEM

The Competent Manager

Talented Professional Manager

The Bargaining Arena

Must

Like

Bargaining
Arena

Like

Must

Walk Away Point: BATNA

WALK AWAY
POINT

B
A
T
N
A

The Competent Manager

Talented Professional Manager

Five Decision Making Styles

Followers (36%)
Charisma%cs (25%)
Skep%cs (19%)
Thinkers (11%)
Controllers (9%)
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14

The Competent Manager

Talented Professional Manager

Your Objec%ves CARD

Concerns

Aims

Requirements

Day 5

Desires

15

The Competent Manager

Talented Professional Manager

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

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16

The Competent Manager

Talented Professional Manager

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?
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17

The Competent Manager

Talented Professional Manager

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
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18

The Competent Manager

Talented Professional Manager

Nego%a%on; Case Study

The Salary Increase

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19

The Competent Manager

Talented Professional Manager

The Dance Model

How to become magnetic

D esired Outcome
3. N otice
1.

4.

2.
5.

C hange

A ction
E xcellence
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20

The Competent Manager

Talented Professional Manager

Reading is to the mind what

exercise is to the body
Richard Steele, Tatler, 1710

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21

The Competent Manager

Talented Professional Manager

Learn how

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