Clive Rich on the Art of Negotiation
Posted on the 30 July 2019
Forty business leaders gathered at Gateshead College last month to hear how to close deals and achieve successful outcomes from one of the UK’s leading negotiators, Clive Rich.
An international deal maker and troubleshooter, Clive has played a crucial role in negotiating and brokering more than £10bn worth of global deals.
Throughout his twenty-year career, Clive has provided negotiating coaching and deal making services to a wide range of large organisations and SMEs. He is the author of ‘The Yes Book: The Art of Negotiation’ and creator of negotiation app ‘Close My Deal’.
Clive started the afternoon session by outlining the seven processes of negotiation, where there are twelve possible behaviours to each, and nine different sources of bargaining power.
He said, “Any effective negotiator needs to be able to understand and practice the 3 angles of successful negotiation: Attitude (or ‘state of mind’), Process and Behaviour.
“Effective negotiation starts with a positive attitude. Know what you want, believe you can get what you want, be interested in the needs of the other party and acknowledge the use of negotiating skills is more important than the exercise of power.
“Then, focus on understanding the process of the negotiation. In this stage, it’s important to think about what is going on in the negotiation, how to approach the negotiation, what is the other party’s approach and be flexible and have options.
“Finally, practice effective negotiating behaviour. Know which behaviour you want to use, know how to be impactful, use different behaviours at different stages, and avoid the use of negative behaviours.”
Clive explored the importance of bargaining power before outlining the key negotiating process questions, namely: Who’s involved? What’s the agenda? How long have we got? Where’s the venue? And how much authority does everyone have?
“These questions are all important and it’s clear why. Keep these questions in mind when you begin the bargaining process. If you enter the negotiation with one set of expectations - and the other party another - then neither of you will be satisfied with the outcome.
“Understanding one another’s motives is critical to achieving a deal beneficial to both parties and in becoming an effective negotiator.”
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