Negotiations

The word ‘Negotiate’ means quite different things to different people. Even top gurus and sacred texts on the subject cannot agree! GPB Consulting’s definition covers all types of negotiation and is simple to understand: “The method used to reach agreement by two parties who initially disagree” There are two quite separate styles of negotiation: The synergistic (or problem solving) approach and the combative (or point scoring) approach. We teach people how to use whichever style they need to achieve their desired outcome.

Negotiation is an important part of daily business life. Your ability as a negotiator is an important indicator of your ability to succeed in your business goals. Our advisors at GPB can help you to improve your negotiation skills by explaining the different styles used in negotiations and using practicals to demonstrate these styles. We can teach you the strategy, dynamics and tactics of a good negotiator and help you to achieve your desired outcome.

Our approach to negotiation skills is a mix of practical and theory. We discuss the various styles used in negotiations, and use practicals to show clients how these work out. There are seven basic outcomes: Synergistic, win-win, single win, win-lose, lose-win, lose-lose, and surrender. A synergistic problem-solving approach is always the best for long-term relationships, both parties are better off than when they first met, and have not just exchanged goods/money. Those clients more interested in short-term satisfaction at the cost of the other party will prefer to develop their combative negotiation skills.

The practicals can be role-plays or real client scenarios covering negotiations ranging from “one person, single negotiable” up to complex multi-factor team scenarios. We also coach on negotiations current to each person.

The theory is split into Strategy, Dynamics and Tactics. Strategy covers key research, styles, the hidden issues, planning the key to success, becoming a skilled negotiator, developing authority and power, breaking deadlock, and target/ambition setting. Dynamics covers the flow of strategies and tradable items over time. Tactics covers a range of advantages that can be used during the negotiation.

GPB can help you:

  • Understand the theory of negotiations.
  • Choose which negotiation style is best suited to your personality, your role and to the situation.
  • Understand the different techniques that can be used to achieve your desired outcomes.
  • Practice the negotiation so that you’re better prepared for the real thing.
  • Learn how to maintain good long-term relationships after negotiations.