Manchester Global MBA
Workshop Taster - Negotiation Skills
On 3rd April, Prof. Malcolm Smith of Negotiation Skills presented a workshop taster for over 30 professions at the University of Manchester China Centre. During the simulation workshop, Prof. Smith interpreted future business leaders on how to reach consensus with their opponents, how to bypass disputes, how to be winners, how to gain advantages, how to use them, and how to influence or persuade others through the well-known “Manchester Method”.
Never compromise!
Professor Smith began by referring to three rules in negotiation skills, stressing the importance of never compromising and creating the value of the product itself. In many cases, the supplier cares about the price, while the purchaser cares about the value. As a supplier, it is necessary to develop an attractive negotiation plan by adding value to one's own products in the context of understanding each other's needs and combining the bottom line tipping points of both sides. Professor Smith points out that negotiators must be uncompromising if they want to prevail.
01
Never, ever compromise (ever)!
02
Refer to Rule 1
03
Create value before claiming value
Identifying the interests of each side
Successful negotiators have an "uncompromising" confidence because it is a key point to create value to the outcome by fully understanding each other's negotiating bottom lines, differences of interests and needs before negotiations begin. Often, the interests are rarely stated. When negotiations reach the bottleneck, you need to change the perspective in order to see a broader space for negotiation.
BATNA and ZOPA
When it comes to the understanding of opponents, Prof. Smith referred to two important concepts in negotiation skills - Best Alternative to a Negotiated Agreement (BATNA) and Zone of Possible Agreement (ZOPA). Before negotiations begin, negotiators should always be clear about their best alternative to their opponents, which will help the negotiators know whether the deal is reasonable, when to withdraw, and whether to give a better bargaining option. ZOPA is the "price area" formed by the overlapping psychological bottom line of the negotiating parties. In other words, the intersection of the buyer's price space with the seller's price space is a negotiating space where agreement may be reached.
Framing
It’s not what you say: it’s the way that you say it. The words you use in a negotiation can have a material effect upon the outcome. Use words which resonate with your audience. Give the other side credit for good ideas: make them feel good about themselves!
Manchester Global MBA
Manchester Global MBA program not only brings professional management concepts and business practices to the world's leading business managers, but also provides flexible curriculum options. During the study, students will have the opportunity to choose their own interests to attend electives in the second year in 6 international centres. If you want to be a business leader with superb negotiation skills, please join our Global MBA programme. Prof. Smith will develop your negotiating strategies and skills as well as innovative thinking by drawing on relevant research in the field of international negotiations to analyze the global business environment and regional characteristics.
Manchester Global MBA
Part-time flexible learning in 24 months / 18 months: Advance your global business career whilst continuing to work full-time
Triple Accreditations by AMBA, AACSB and EQUIS
Global networking and life-long learning
Electives courses to tailor your MBA to suit your goals which can be studied at 6 international centres
Kelley-Manchester Global MBA
Joint MBA: 2 years of collaborative teaching from 2 top-ranked schools
Global immersion: Widen your perspective with workshop residencies at a choice of 8 global locations
Blended delivery: An MBA that combines the world’s best online and face-to-face teaching
Tongji-Manchester Global MBA
30 months of collaborative teaching
Dual expertise: British business and management education plus Chinese project management expertise
Tailor your MBA: Study electives from your areas of interest to gain career momentum or explore new fields
MSc Project Management
Global Accreditations: the programme is accredited by the Association for Project Management (APM) and the Global Accreditation Centre (GAC)
Flexible Format: the programme is designed to accommodate a busy professional lifestyle
Virtual Learning Environment (VLE) :delegates can easily access materials and engage with colleagues and members of staff. The VLE also enables virtual groups to work on tasks and collective assessments
Student Support and Residential Events:organize keynote speakers, facilitated discussions, company visits
SJTU-UoM DBA Programme
Global perspectives: draw on different global perspectives to enrich your research – our research community represents over 35 nationalities
Research in action: gain a doctoral degree without putting your career on hold, and apply your learning for immediate professional impact
Experts in all areas: our research spans all areas of business and management – from banking and finance to healthcare and fairness at work
Study with the best: our rigorous admissions process only admits the most motivated, experienced and committed senior talent
The University of Manchester China Centre
021-62798660
mba@mbs-worldwide.ac.cn
www.uom.ac.cn
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