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Negotiation

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sagardesh87
sagardesh87

Negotiating involves resolving differences through creativity to reach an agreement. It requires holding two opposed ideas in mind and retaining the ability to function. Key aspects of negotiating include knowing what you want and the other party, understanding negotiating styles and outcomes, principles of negotiating, and using a negotiation model of investigating, presenting, bargaining, and reaching agreement. Being a good negotiator means being creative, versatile, and motivated with the ability to walk away.

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Negotiating “ Negotiating is the art of reaching an agreement by resolving differences through creativity”
The test of a first-rate intelligence is the ability to hold two opposed ideas in mind at the same time and still retain the ability to function. F. Scott Fitzgerald
Do Your Homework Know what you want Know the negotiator What’s the negotiator’s model? What does the negotiator want?
Negotiating Process Style Outcome Principles
? Win / Win ? Win / Lose ? Lose / Lose Negotiating Styles
Style Style is a continuum between two styles: Quick Deliberate Middle is compromise
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”
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
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
Outcomes Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result “ Think carefully, think creatively, and think ahead”
Principles There are no rules Establish an agenda Everything is negotiable Ask for a better deal Be creative Learn to say “NO” yourself
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
Negotiation Model Investigate Presentation Bargaining Agreement
Investigate What do you want? What does the other side need? Decide on style What are the consequences of each choice.
Presentation Prepare other side’s case Present the reasons for your side better Planning sheet Issues involved Realistic, possible, worst
“ The” Presentation Creative title Reduce to “must know” items Keywords Mini-speeches around keywords Visuals Don’t give concessions just to keep things going Make note of concerns and keep going
Bargaining When in doubt, ask questions! Open questions Reflective questions Tactics
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
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
A Good Negotiator Is.. Creative Versatile Motivated Has the ability to walk away

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Negotiation

  • 1. Negotiating “ Negotiating is the art of reaching an agreement by resolving differences through creativity”
  • 2. The test of a first-rate intelligence is the ability to hold two opposed ideas in mind at the same time and still retain the ability to function. F. Scott Fitzgerald
  • 3. Do Your Homework Know what you want Know the negotiator What’s the negotiator’s model? What does the negotiator want?
  • 4. Negotiating Process Style Outcome Principles
  • 5. ? Win / Win ? Win / Lose ? Lose / Lose Negotiating Styles
  • 6. Style Style is a continuum between two styles: Quick Deliberate Middle is compromise
  • 7. 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”
  • 8. 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
  • 9. 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
  • 10. Outcomes Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result “ Think carefully, think creatively, and think ahead”
  • 11. Principles There are no rules Establish an agenda Everything is negotiable Ask for a better deal Be creative Learn to say “NO” yourself
  • 12. 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
  • 13. Negotiation Model Investigate Presentation Bargaining Agreement
  • 14. Investigate What do you want? What does the other side need? Decide on style What are the consequences of each choice.
  • 15. Presentation Prepare other side’s case Present the reasons for your side better Planning sheet Issues involved Realistic, possible, worst
  • 16. “ The” Presentation Creative title Reduce to “must know” items Keywords Mini-speeches around keywords Visuals Don’t give concessions just to keep things going Make note of concerns and keep going
  • 17. Bargaining When in doubt, ask questions! Open questions Reflective questions Tactics
  • 18. 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
  • 19. 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
  • 20. A Good Negotiator Is.. Creative Versatile Motivated Has the ability to walk away