The Art of

Negotiating

Dr Mitch Garsin

GP Principal, LMC Chairman ,Hillingdon

How to Become an LMC Chairman

  1. Look Stupid
  2. Lose the ability to SAY NO
  3. Say what you think not what others want to hear
  4. Put your hand up too often
  5. Come to all the meetings and stay to the end
  6. Forget to wear a disguise
  7. Pretend to know what you are talking about
  8. Look Stupid
  9. Be in the wrong place at the wrong time

Lose the ability to SAY NO

Negotiation??

Pronunciation: ni-'gO-shE-"At, ÷-sE-
Function: verb
Inflected Form(s): -at·ed; -at·ing

Etymology: Latin negotiatus, past participle of negotiari to carry on business, from negotium business, from neg- not + otium leisure -- more at NEGATE
Date: 1599
intransitive senses: to confer with another so as to arrive at the settlement of some matter
transitive senses
1 a: to deal with (some matter or affair that requires ability for its successful handling) : MANAGEb: to arrange for or bring about through conference, discussion, and compromise <negotiate a treaty>
2 a: to transfer (as a bill of exchange) to another by delivery or endorsement b: to convert into cash or the equivalent value <negotiate a check>
3 a: to successfully travel along or over <negotiate a turn> b: COMPLETE, ACCOMPLISHnegotiate the trip in two hours>

Negotiate What?

  • Salary
  • Holidays
  • Study Leave
  • Work Hours
  • Who does what and when
  • The colour of the curtains
  • Car parking space

Or

  • BIG THINGS

Why Bother to Negotiate?

  1. Because not everyone sees it your way
  2. Because everyone thinks they’re right
  3. Because BLACK is normally GREY
  4. Because you are cleverer than they are
  5. Because it’s better than a punch up

The Rules of Negotiation

  1. Know Thyself

And decide your Bottom Line

The Rules of Negotiation

  1. Be Reasonable

Do as well as you can for yourself………………..

But expect the other person to do the same

Be prepared to concede minor points to achieve your objective ……… But make sure you get something for every concession

The Rules of Negotiation

3.Be Prepared

  • Don’t give information; try to get as much information as you can.
  • Get your facts right (or be prepared to BLUFF)

Always have a Plan B

The Rules of Negotiation

  1. Think Ahead and Control the Meeting

  • Present your agenda
  • Keep the minutes and get agreement
  • Appear knowledgeable, not patronising
  • Be friendly, calm and collected
  • Understand your opponent
  • Think strategically
  • Always appear to want a deal

The Rules of Negotiation

  1. Win-Win and Get Out

  • The ‘ideal’ result
  • Everyone is happy
  • Preserves working relationships
  • The most important outcome may not be monetary

The Rules of Negotiation

  1. Once It’s Over, It’s Over
  • Don’t harbour grudges, get even
  • The most important negotiation is the next one
  • No negotiation is perfect, learn from your mistakes

How Not To Do It

  1. Forget to turn up (a bit late is ok)
  2. Accept their agenda
  3. Shout (or fart)
  4. Not take notes
  5. Not know the facts
  6. Be muddled about what you want
  7. Not have a Plan B or C or D
  8. Be too stubborn
  9. Negotiate for negotiation’s sake
  10. Walk out before the deal is done

You Can’t Win Them All

Good Luck !