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Te02 negotiation - malene rix



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  • 1. Neverending Negotiations Using Negotiation to Get Results Malene Rix Executive Advisor in Negotiation, Facilitation and Leadership
  • 2. Programme   Negotiation as an everyday tool   Perceptions of a good result   Disagreement at the core of negotiation   Overview of The Four Phases of Negotiation
  • 3. Negotiation   ’A morally preferable way of ordering human affairs’   Use it when you want to change something or get something for yourself or others.   Use it when you get stuck in disagreement at a meeting or during a process   When you get a ’no’, this is when the negotiation starts!
  • 4. Negotiation   …is a process, where two or more parties, with different needs, wishes and wants, attempt to come to an agreement   …happens everywhere: in the workplace, at home, in a wide range of situations   …is neverending and it is something we all do really well!
  • 5. A Great Deal   Content: Often we focus on what we negotiate, the facts and figures   Process: Paying attention to how we negotiate is just as important because the process itself will be the filter through which we assess the result   Relationship: How we interact with the others also influence our evaluation of the result
  • 6. Process as filter   The process and the relationship become the filter through which we evaluate the agreement   ’Filters’ in negotiation are affected by our expectations of others; gender, age, nationality, jobtitle etc.   ’Filters’ can become an impediment if the assumptions behind them are based on prejudices
  • 7. Evaluating the Result   Research shows that the way we negotiate with each other and the relationship we build are hugely important factors when we decide if a result is good   Negotiation technique focuses on making the process – and consequently the relationship - as constructive as possible   Respectful communication, balanced concessions and a keen focus on honouring the interests behind the demands are key
  • 8. Make a demand   Think about something you would like for yourself; at work, from a client, at home   Turn to your neighbour and tell them what you want. They represent the person you would be negotiating with   Your neighbour will listen to your demand but also say ’no’ – repeatedly and with emphasis   When the time is up, switch roles and do the same again
  • 9. Challenges   Negotiation is a process where we make demands and claim something for ourselves   It is also a process, where we will get a ’no’ to our demands (if we get a ’yes’ there is no need to negotiate)   Making demands we know will be met by a ’no’ can be hard   Experiencing the rejection implied in a ’no’ affects us   In some cultures saying ’no’ directly is avoided, but the disagreement is still there
  • 10. Pitfalls   We make modest demands to avoid the ’no’   We give too many and too big concessions to the other part or simply give up   We present a lot of arguments and try to convince the other to accept our version of the world and so we get stuck   We get angry or upset and this affects the process and the relationship
  • 11. The Four Phases   Phase 1: Negotiating with yourself; prepare an ambitious first demand   Phase 2: Influencing your counterpart; plant the seeds for the deal   Phase 3: The Negotiation Meeting; facilitate the meeting to avoid the classic pitfalls   Phase 4: After the Meeting; focus on continued relationshipbuilding
  • 12. A Recipe for Success   Make sure you all agree on the framework before you meet   Interview each other: Start the meeting by everyone saying what their demands and interests are   Brainstorm ideas: Find and create as many possibilities for an agreement as you can – expand the pie before you share it   Trade: Make sure everyone gets something and strike a balanced deal
  • 13. Learn more…   Website: