Negotiate Negotiate Better with NLP Skills

We negotiate every day of our lives. In business people often talk about how they negotiate. But how good are we at it, really? Inspiritive's new course in NLP for Process Negotiation and Conflict Resolution goes to the heart of the process.
 
“A high-performance manager takes high-performance negotiating,” says Inspiritive co-founder Jules Collingwood. “But negotiation isn't just about our work lives.”
 
"There are formal negotiations and also informal exchanges, as between friends and partners. This is unofficial negotiation, but it is still negotiating", says Jules, who has post-graduate qualifications in conflict resolution.
 
What makes the Inspiritive course different? “We identify key patterns used for negotiation and conflict resolution – patterns rather than content,” Inspiritive's other founder Chris Collingwood explains. “People run into conflict when one person wants something and the other wants something else and they are sharing limited resources or time.”
 
“Or it maybe that in a shared context, one person does one thing, or believes something, or values something and the other person doesn't.”
 
“There are conflicts in behaviours, in outcomes, in beliefs and in values,” he says.
 
“In every case you need to make a distinction between an outcome and its intention. When negotiating you should work with intent.”
 
When one of the graduates of a previous course found that her pre-school was charging almost as much again for a late pick up as the total daily fee, they negotiated. At the end of the discussion the school offered a 50% reduction in the late pick up charge. By adding an extra class after school they satisfied a lot of parents, and made more regular money.
 
Inspiritive brings a new approach to teaching negotiation based on New Code Neuro Linguistic Programming. The government accredited course focuses on the process of negotiation rather than the content.
 
“We should look for the intention behind the outcome or behavious,” Chris advises. “Look for intentions you both have that overlap or are compatible and you have the basis for negotiation.”
 
“Its not about one person taking advantage of another it's about finding solutions that fit all concerned.”
 
Chris and Jules Collingwood's top tips for negotiators:
 

• Look for the intentions on both sides.
• You should ask: what's the best alternative you have to a negotiated outcome. You want to always have an alternative so you can walk away.
• Negotiate not from a position of strength, but of knowledge.
• Even the statement 'This is not negotiable' invites a response.
• 90% of people think a negotiation is a fight, but 75% say they're going for 'win-win'.
• Asking “What do you want that for?” can help widen a negotiating position.
• Make sure everyone on your team is aligned and congruent before negotiating.

 
They strongly recommend organisations assist their people to manage their own state, so they're in the best possible situtaion to perform well in negotiation.
 
“There is a lot of focus on technical and procedural approaches – but there's a key piece missing – the soft skills – how do I manage myself, how do I manage my team? How do my people have access to high performance states, so they negotiate well,” Chris advises. That's one key to what we teach.”
 
 
Inspiritive, Australia's only government accredited Neuro-Linguistic Training Organisation, regularly conduct courses in negotiation in Sydney, Melbourne and Brisbane. The next course is November 12 – 16 in Sydney. For details see www.inspiritive.com.au Contact Chris Collingwood on 02 9698 5611
 
 
 
Released by Corpcoms.com – contact Bob Hughes 0407 901 587
 
 
Inspiritive, PO Box 79, Double Bay NSW 1360, Australia


For information on Inspiritive's NLP standards, read more...
 

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