The RESPECT Project : Training for SUPPLIERS. Module 7. Negotiation skills

Transcription

1 The RESPECT Project : Training for SUPPLIERS Module 7 Negotiation skills 1

2 ORAL COMMUNICATION WITH BUYERS During # Negotiations # Follow up with customers RESPECT Training for Suppliers - Module 7 - Negotiation skills - 2

3 WATCH OUT! About difference of perceptions and interpretations Sometime the interpretation someone makes can be completely different from what the speaker intended to convey. RESPECT Training for Suppliers - Module 7 - Negotiation skills - 3

4 IT IS IMPORTANT TO COMMUNICATE VERY CAREFULLY AND TO BE AWARE OF BARRIERS TO GOOD COMMUNICATION SUCH AS : Culture, background and bias Past experience of your interlocutor can change the meaning of your message for him Perceptions Being uncritical of persons of high status, critical of persons of low status Speaking skills, behaviour can change one perception Ourselves Focusing on ourselves, rather than on the other person Defensiveness: we feel someone is attacking us Superiority: we feel we know more than other people Ego: we feel we are at the centre of activity Smothering Too often we believe that certain information has no value to others or that they are already aware of the facts Environment Noise, bright lights, unusual sights, and other potential distractions Stress, Time pressure RESPECT Training for Suppliers - Module 7 - Negotiation skills - 4

5 WATCH OUT! Personal Communication & Body Language Get to read your stakeholder attitude and adjust yours. RESPECT Training for Suppliers - Module 7 - Negotiation skills - 5

6 TEXT Spoken information Elements of personal communication SUBTEXT Facial expression Relationship Attitude Intention Emotion Assumption RESPECT Training for Suppliers - Module 7 - Negotiation skills - 6

7 Observing Body Language What do you see here? How are the people feeling? How would you interpret certain gestures? RESPECT Training for Suppliers - Module 7 - Negotiation skills - 7

8 The six key questions Before starting a verbal interaction with a business stakeholder : Ask yourself the right questions! RESPECT Training for Suppliers - Module 7 - Negotiation skills - 8

9 Why? BE REALLY CLEAR about why you need to communicate what you want to get out of this interaction This will be important to then plan the who, how and when RESPECT Training for Suppliers - Module 7 - Negotiation skills - 9

10 Who? KNOW YOUR AUDIENCE The better you understand their priorities, concerns, issues and environment, the greater your ability to target your messages to them RESPECT Training for Suppliers - Module 7 - Negotiation skills

11 Always make sure you know what the other party is looking for. RESPECT Training for Suppliers - Module 7 - Negotiation skills

12 What? PREPARE YOUR MESSAGE Be prepared about your production/workplace issues the ones you want to negotiate about! Don t allow yourself to be sidetracked by the other party. Keep the conversation on the issue being negotiated RESPECT Training for Suppliers - Module 7 - Negotiation skills

13 How? Be creative and use the communication materials and the arguments that will speak the most to your audience RESPECT Training for Suppliers - Module 7 - Negotiation skills

14 When? Use time and physical environment to your advantage Where? Be positive, it is your customer! But look for his time constraints and if possible adjust the physical environment to your advantage RESPECT Training for Suppliers - Module 7 - Negotiation skills

15 REMEMBER : Identify issues Study your audience and their beliefs Define what you want to communicate How and When and where RESPECT Training for Suppliers - Module 7 - Negotiation skills

16 Pitch for Buyers Pitching is about understanding what your buyer is most interested in, and developing a dialogue that enables you to connect with the head, the heart, and the gut of this buyer. RESPECT Training for Suppliers - Module 7 - Negotiation skills

17 3 MAIN PARTS FOR YOUR PITCH : 1 Company Overview The best way to give an overview of your company is to state concisely YOUR CORE VALUE PROPOSITION 2 Problem / Opportunity You need to make it clear that there is a big, important problem (current or emerging) that you are going to solve, or opportunity you are going to exploit, and that you understand the market dynamics surrounding the opportunity. 3 Solution State concretely what you have, or what you do, that solves the problem you have identified. RESPECT Training for Suppliers - Module 7 - Negotiation skills

18 WHAT MAKES A GOOD REPORT? Once again, ask yourself who is your target audience : Why do they want information? What do they need and want to know from your report? What information will they understand most easily? RESPECT Training for Suppliers - Module 7 - Negotiation skills

19 Thank you for your attention For more informa9on: prac9ces.eu prac9ces.eu This project has been funded with support from the European Commission. This publica9on reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the informa9on contained therein. Programme: Leonardo da Vinci # CH CH1- LEO RESPECT Training for Suppliers - Module 7 - Negotiation skills