【正文】 hich result in effective outes? prepare for a negotiation? demonstrate the skills and techniques of negotiation in a role play situationStage 1 – What is meant by negotiation? Important Elements of Effective NegotiationWhat are some of the important elements of an effective negotiation?Name some of the strategies you can use…84Purpose of NegotiationWhat is the purpose of negotiation?What situations exist at work where negotiation takes place:The Negotiating CycleStage 1________Stage 2______Stage 3______85Step 1 One side makes an approach to another?Step 2 PlanningStep 3 The negotiation meetingOpening Phase Includes:Reflecting PhaseAdjusting Phase86The Agreeing PhaseThe 5 Stages of a MeetingPhase 1 – OpeningPhase 1: ___________Phase 2: __________Phase 3: ____________Phase 4: __________Phase 5: ____________87Phase 2 Positioning, Reflecting?Phase 3 Adjusting Phase 4 Closing/agreeingPhase 5 Implementation and evaluation:88Effective Negotiating BehaviourPositive BehaviourBehaviours to avoid?Stage 2 Specific skills and techniquesWhat makes a good negotiator? What skills/knowledge/attitude do they do they have?? Knowledge ? Attitude 89? Skills Taking part in a NegotiationStage 1 Knowing the situationStage 2 Inventing possible optionsStage 3 Developing alternatives9091Stage 4 A fair agreementStage 3 Developing negotiation skillsPower Bases in Negotiation Notes 92Behavioural InterviewingworkbookObjectivesBy the end of the session, you will be able to:? Apply the principles of behavioural interviewing in a recruitment interview? Carry out behavioural interviewing in a variety of 1 to 1 discussions.Stage 1 Planning behaviourally based questionsWhat are the consequences of an ineffective system?What do we use 1 to 1 discussions for?Why is it important to plan the discussion beforehand?93Planning behaviourally based interview questionsHow do you obtain information in discussions?How do you structure an effective question?How do you deal with answers?What is a behaviourally based question?94Behavoural QuestionsWhy are these type of questions important?What types of discussions would behaviourial questioning techniques be useful?How do behaviourally based questions differ from normal types of questioning?Discuss what active listening is and its importance.951. Physically Attentive2. An Open Mind3. Witholding Assumptions4. Paraphrasing5. Listening Between the Lines966. Summarising7. SignpostingImportance of Body language97Behavioural QuestionsGeneral OpenersFollowUp ProbesSummarize98MANAGING DISCIPLINEWorkbookObjectivesBy the end of the session you will be able to:? explain why it is necessary to have disciplinary procedures? use the procedures to help manage performance? understand how to carry out a successful disciplinary meetingStage 1 – Why are the procedures necessary? Why is it essential we follow pany procedures?Benefits of disciplinary procedure:How do we municate the procedures to our staff/where can they find them?99Stage 2 – Causes of disciplinary situationsWhat tells you that you have a potential disciplinary issue?What might be some of the causes of the problem?These are potential causes, it is important not to automatically assume wilful poor performance.What happens if we ignore it?How can we avoid getting into written warnings and/or dismissals?100What are some of the alternatives to the disciplinary procedure when dealing with conflict/poor performance?Stage 3 – The disciplinary processThe Seven Stages of the Disciplinary ProcessThe seven stages of the disciplinary process are as follows – 1.2.3.4.5.6.7.Stage 1 Breach of rules, unacceptable standards of performance or fraud is alleged or suspected.Stage 2 An investigation is carried out.101Stage 3 The investigation results are passed to line management.Stage 4 A disciplinary meeting is held.Stage 5 A decision is taken.Stage 6 – The appeal Stage 7 A claim is lodged with an Industrial Tribunal102Notes103Stage 4 – Skills Used in a Disciplinary SituationSkills of interviewingNotes104APPRAISING STAFFWorkbook ObjectivesBy the end of the session, you will be able to:? identify and develop the skills of effective feedback? prepare the groundwork for an appraisal? describe the structure of an appraisal meeting? fully utilise the record the appraisal using the pany formStage 1 Understanding the reasons for effective appraisalsWhat’s the purpose of having effective appraisals within the business? What benefits will appraisals have for those involved?105Stage 2 – Carrying out an appraisal amp。 the skills neededThe skills associated with an effective appraisal:Being able to make the appraisee feel very confident and motivated as a result which involves:106CARRYING OUT AN APPRAISAL: NOTES1 Preparing for an appraisal2 The structure of the Appraisal Meeting3 Skills to use in an appraisal meeting107108Stage 3 – Use of the skills involvedWhat ments from your manager or colleagues can make you feel small and lose confidence?Why is important to maintain an appraisee39。s selfesteem?Identifying performance not personality109Identifying feelings Active ListeningWhat happens if you don39。t actively listen to your staff in an appraisal?