Eskom Procurement Book 2015

NEGOTIATION

7.5.1 PRESENT/DISCUSS/ARGUE/SIGNAL

In commercial negotiations this step is usually called ‘discussion.’ At this stage, each party puts forward initial statements about where it stands, which is its starting point. There are some simple rules to follow and these are highlighted in Table 7.2: • Listen more than talk. • Ask positive questions. • Seek clarification and explanation from your counterpart. • Summarise your understanding of your counterpart’s position frequently. • Respond by giving information about your position. • The initial statement from each party sets out the opposing most favoured positions. • No progress can be made until signals are given that indicate a willingness to move. • Listen hard for signals that indicate a willingness to move from the other position.

Table 7.2: Checklist for arguing. Avoid

Practice Listening

Interrupting Point scoring

Questioning for clarification Summarising issues neutrally

Attacking Blaming

Challenging counterpart to justify his/her case on an item-by-item basis (signals) Being non-committal about his/her proposals and explanations

Being too clever

Talking too much Testing his/her commitment to his/her positions (clues about priorities) Shouting your counterpart down Seeking and giving information (watch unintended signals) Sarcasm Listening Threats Questioning for clarification During signalling, consider the following:

• Are there signs of movement in the argument? • What signals have you given? • Have they been ignored, or can they be repeated?

• What is the cause of stonewalling? • Is there confidence or lack of it? • Are concessions being made with the expectation of a response?

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