Negotiation
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This document discusses negotiation techniques and strategies. It begins by defining negotiation as reaching agreements by resolving differences through creativity. It then outlines the negotiation process, discussing negotiation styles along a continuum from quick to deliberate. Quick styles prioritize outcomes, while deliberate styles focus on relationship building. The document also discusses negotiation outcomes, principles, tactics, and strategies for effective negotiation, including investigating interests, presenting positions, bargaining, and reaching agreements. It emphasizes the importance of creativity, preparation, and flexibility in negotiating.
Negotiation
- 1. Negotiation Presented by: Slim HAMMAMI 03-06-2015 1
- 2. Negotiating Creative Negotiating, Stephen Kozicki, Adams Press, 1998 “Negotiating is the art of reaching an agreement by resolving differences through creativity” 2
- 4. Style ?Style is a continuum between two styles: ?Quick ?Deliberate ?Middle is compromise 4
- 5. Quick Style ?Negotiate in a hurry ?Use when you won’t negotiate with these people again ?Get the best deal without regard to the other side’s “win” 5
- 6. Deliberate Style ?Use when long term relationship likely ?Involves cooperation and relationship building to reach agreement ?Needs much prep, hard work ?May move in fits and starts 6
- 7. Outcomes ?Realistic ?Both sides satisfied, win/win situation ?Usually results from deliberate style ?Acceptable ?Likely to result from quick style ?Something is better than nothing ?Always ask for a better deal ?Worst ?When you’re too stubborn to be flexible ?Usually from quick style 7
- 8. Principles ?There are no rules ?Establish an agenda ?Everything is negotiable ?Ask for a better deal ?Be creative ?Learn to say “NO” 8
- 9. Are you a Motivated Negotiator? ?Enthusiasm ?Confidence ?Engaged ?Recognition ?Accomplishment ?Pat on the back ?Integrity ?No trickery ?Trustworthiness ?Social Skills ?Enjoy people ?Interest in others ?Teamwork ?Better as a team ?Self-control ?Creativity ?Always looking for ways to complete the deal 9
- 11. Investigate ?What do you want? ?What does the other side need? ?Decide on style ?What are the consequences of each choice. 11
- 12. Presentation ?Prepare other side’s case ?Present the reasons for your side better ?Planning sheet ?Issues involved ?Realistic, possible, worst 12
- 13. Bargaining ?When in doubt, ask questions! ?Open questions ?Reflective questions ?Tactics 13
- 14. Tactics ?Use ?Walk out ?Don’t use ?Emotional outburst ?Argue special case ?Pretend ignorance ?Play for time ?Nibble and retreat ?“You go first” ? Bad environment ?Defer to higher authority ?Not willing to make any changes ? Silence ?Good guy/bad buy 14
- 15. Agreement ?Arrangements should be neutral and comfortable ?Pay attention to what others say ?Screen out all visual distractions ?Ask open ended questions ?Listen to responses ?Proactive vs. reactive behavior 15
- 16. A Good Negotiator Is.. ?Creative ?Versatile ?Motivated ?Has the ability to walk away 16
- 17. 17 THANK YOU FOR YOUR ATTENTION