In this conversation, I interview Philip Brown, the "King of Practice" about his background in procurement and his approach to negotiation skills. Philip explains that negotiation is a combination of personal skills, communication, and the ability to be liked. He emphasizes the importance of practice and offers a unique method using negotiation cards to simulate real negotiation scenarios.
Philip also addresses the perception of manipulation in negotiation tactics, highlighting that they are actually skills that can be honed. He shares a case study where he was able to reduce costs by 68% through effective negotiation. The key takeaway from the conversation is the importance of both preparation and skills in negotiations.
While preparation is necessary for unique and high-stakes negotiations, the majority of negotiations do not require extensive planning. The foundation of negotiation skills, such as questioning, listening, and observation, is crucial in all negotiations. The conversation also highlights the significance of emotional intelligence and empathy in negotiations, as well as the need for practice and feedback to improve negotiation skills.
When companies prioritize negotiation skills and create a safe space for employees to practice, it leads to a well-run and tightly-knit organization.Keywordsnegotiation skills, practice, communication, manipulation, negotiation tactics, cost reduction, negotiation, preparation, skills, emotional intelligence, empathy, practice, feedback, company cultureTakeaways
Negotiation is a combination of personal skills, communication, and the ability to be liked.
Practice is crucial for developing negotiation skills, and using negotiation cards can provide a quick and effective way to practice.
Negotiation tactics should be seen as skills rather than manipulation, as they can help achieve desired outcomes.
Having an observer or expert present during negotiations can provide valuable feedback and enhance learning.
A case study demonstrates the impact of effective negotiation in reducing costs by 68%. Preparation is important for unique and high-stakes negotiations, but the majority of negotiations do not require extensive planning.
Negotiation skills, such as questioning, listening, and observation, are crucial in all negotiations.
Emotional intelligence and empathy play a significant role in negotiations.
Creating a safe space for employees to practise negotiation skills and providing feedback leads to a well-run and tightly-knit organisation.
Negotiation Tactics: Skills for Success
Practising Negotiation Skills: The Power of Simulation Creating a Culture of Negotiation Skills in Companies
The Importance of Preparation and Skills in Negotiations
"Negotiation is a combination of personal skills, listening, questioning, and observing."
"Let's get down and dirty and let's really just practise that single skill in our sessions."
"All we need is a difference of position in order to start a negotiation."
"You bought yourself the time to go and do your preparation and homework."
"For the vast majority of negotiations, there is no preparation."
"80% of our negotiations are never planned for."
Using Negotiation Cards as a Resource for Practice
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