ADVICE & COACHING:
It’s an age old adage “To go somewhere, you first of all need to know where you are!”. At our front page, we have shown four different situations where parties might try to negotiate an outcome. We can help in all situations – first, by helping to diagnose where you are; and second, by helping to develop strategies and actions to get what you want.
To give a sense of how we can help, it is worth noting that negotiations happen on a day to day basis. Some interactions will be ad hoc, others will be scheduled and some will be ongoing. Some of the specific topics or areas we can provide advice or coaching on include, how to:
- Recognise ‘anchoring’ and how to defuse it!
- Seize the initiative from the beginning.
- Build a good working relationship.
- Create value and win/win or mutual gains outcomes.
- Deal with the ‘hardball’ and change the game – i.e. be able to identify, name, and change the process.
- Build consensus in multi-party negotiations and set the terms of agreement.
- Manage the ‘time’ dimension of the process, stop it being used against you.
- ‘Close’ the gap and get the deal done.
- Deal with personal attacks.
- Manage emotions – yours and theirs!
- Recognise when to say “No” and walk away.
Importantly, in many instances when parties negotiate there are now ‘process boundaries‘ set by legislation and/or contract – for example, to ‘act in good faith’, or ‘to act reasonably and genuinely’. We can provide advice and coaching on what ‘good faith’ means and how to negotiate the boundaries when the other party may be acting contrary to what is required.
REPRESENTATION:
If you need assistance and someone to represent you, we can work with you on how this can best be done. On one level, we can provide that service. If it is an area we are not familiar with, we can help you select the right person to help.
TRAINING:
Visit our training page to see what negotiation training programs we can provide and on our Testimonials Page to see how people have benefited from our training.
