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Stephen Fidler, BSc MRICS
21 January 2009
Negotiation Skills and Techniques
Objectives
1. Successful techniques2. Importance of relationships
So why negotiate?
►Reach an agreement►Get the better of the opposition►Compromise►Settle a dispute►Make a point
5 styles
1. competitive
Negotiation Styles
2. collaborative
3. compromising
4. avoiding
5. accommodating
Key steps
Preparation
Strategy
Control
Close deal
•Build expectations
•Who with
•Homework
•Objectives
•Benefits to both
•Which style?
•Easy first
•Manage agenda
•Communicate clearly
•Confidence
•Flexible
•In writing
•Speed
•Enforce
Cabot Circus - UK
Negotiation and Relationships
Global marketplace
Long-lasting business relationships
Conflicts with short-term needs
Deals from position of strength
Trust and integrity
Preparation
Give and take
Shared values
Steady dialogue
Creative solutions
Trust and integrity
Negotiating in Dubai
Your experiences?
Developers
Contractors
Sub-contractors
Consultants
Suppliers
Local government
SummaryIntegrity
Promises – keeping them is hardBuilds reputationMore Trust = More WinsNever compromise on integritySuccess is measure over time…
People always give the most consideration, the best deals, to those people they like and TRUST
Stephen Fidler, BSc MRICS
21 January 2009
Negotiation Skills and Techniques