Performance Appraisal

Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. www.exeter.ac.uk/employability
Jon Boyes
Trainer and Support Officer
Careers and Employment Service
Negotiation Skillswww.exeter.ac.uk/employability
Session objectives
At the end of the session participants will be able to:
 Define what is meant by negotiation and apply that to a number of different contexts
 Identify a number of factors that can determine the outcome of a negotiation
 Identify a number of strategies for successful negotiation
 Understand the principle of ‘win-win’ negotiationswww.exeter.ac.uk/employability
What is negotiation?
Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue. It is persuasive communication or bargaining.
“Negotiation is about getting the best possible deal in the best possible way.”www.exeter.ac.uk/employability
Types of negotiation
 Distributive (win-lose)
 Integrative (win-win)
 Benefits of win-winwww.exeter.ac.uk/employability
What have you negotiated?
 What have you successfully negotiated ?
 Were you happy with the outcome ?
 What things were important to your success?www.exeter.ac.uk/employability
Six stages of negotiation
 Establish your objectives
 Establish other party’s objectives
 Frame negotiation as a joint search for a solution
 Identify areas of agreement
 Trouble shoot disagreements: bargain & seek alternative solutions, introduce trade offs
 Agreement and close: summarise and ensure acceptancewww.exeter.ac.uk/employability Group exercise:
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