2023 v.1

1 Competitive with Negotiation

2023 v.1

Looking like you mean it - Signals—55% non-verbal, 38% tone of words, 7% words - Yes, is a powerful word—if you don’t agree, try to find another way of saying so that won’t threaten - Make sure your tone fits the words and that your words are backed up by assertive gestures - Maintain good eye contact, have a positive posture and be a friendly audience - Try to reflect to the other party the tone, words and gestures they are using to you. Make them feel at ease when dealing with you.

Bargaining and dealing - Value the variables from both sides - Try to give a little and get a lot - When offered something, say thank you and go for more - Find out what the other party needs most and make them pay for it - Compromise as rarely and as late as possible - 50:50 is not the only compromise - Aim as high as possible at the beginning if you are possibly going to use a compromise approach later

The edge of the cliff - When you plan, always know how far you can go. Don’t be carried away in the heat of the moment. - Always try to know how far the other party can move. Where is their real walk—away position? - Try to convince the other player that you have exhausted your store of concessions and that you are unable to move any further.

Closing it down - Thank and bank the deal—formalise it in meeting notes - Make the final agreement a pleasant experience - Make the other party feel that they have earned the deal - Don’t show triumph - Try to build the basis for a long-term relationship if appropriate

2 Competitive with Negotiation

2023 v.1

Role

Style

Expectation

Chair

Driver of the whole task

To keep the discussion on track, drive the agenda and ensure that the session time is maximised to the benefit of all.

Expert

Analytical need for information

To really drive to the heart of the subject and get to the detail in their relevant subject area. Dig for detail and to ask the stretching questions.

Blocker

Passion for the subject at hand (Patient rep)

To stop waffle, to expect and seek clarity of understanding if the bidder goes off topic or stops answering the question—to ask “what does that mean for me as a patient—explain it to me”

Completer

Attention to detail, fact based

Consistently bringing the bidder back what the commissioner really wants, what they expect from the bidder and what the specification says. Need to focus the bidder on the key requirements of the whole service.

Evaluator

Thinking and challenging

To think with a critical ear and challenge in a thoughtful way based on the responses on the day.

Planter

Inspire and contribute

To throw in the “have you thought of…” or “why wouldn’t you…” to inspire thoughts, conversation and to challenge any conventional thinking.

3 Competitive with Negotiation

2023 v.1

4 Competitive with Negotiation

2023 v.1 Tactics/Ploys Add on

Tell the other party the agreement does not include x, y, z.

Bogey

Intimate a trivial issue is very important with the intention of trading it away later as a major concession.

Chicken

Make an extravagant or bold demand and bluff that it must be accepted or else.

Good cop / bad cop

Introduce empathy but tougher positions or people need to be satisfied.

Lowball/highball

Begin with a ridiculously low or high starting position to force the other party to re-evaluate their starting position.

Now or never

The hurry up—I have to make a decision now otherwise...

Russian front

Present 2 options, 1 so bad that it forces the other side to accept the alternative.

The salami

Slice up a big issue into small chunks and get movement on the little pieces to deliver a larger gain.

5 Competitive with Negotiation

2023 v.1

6 Competitive with Negotiation

2023 v.1

Further information:

Contact us:

www.legislation.gov.uk/uksi/2015/102/re gulation/29/made

www.scwcsu.nhs.uk [email protected] [email protected]

7 Competitive with Negotiation