Negotiaton Know-How


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Learn how to negotiation with everyone from your 5-year-old to your toughest customer and feel good about the outcome.

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Negotiaton Know-How

  1. 1. Negotiation Skills for H.R. Professionals SUBTITLE HERE DEMO Session October 13, 2009 • 1:00 pm
  2. 2. <ul><li>Housekeeping Items: </li></ul><ul><ul><li>The phone line WON’T be muted, please put your phone on mute </li></ul></ul><ul><ul><li>This webinar is being recorded </li></ul></ul>
  3. 3. <ul><li>Saving Today’s Presentation Slides: </li></ul><ul><li>To save a copy of this presentation, you can only do so during today’s event. Go to the file menu at the top left corner, select transfer , and when the transfer box appears on your screen, double-click on our document to save to your PC. </li></ul>
  4. 4. <ul><li>Webex 101: </li></ul><ul><li>Click to raise your hand </li></ul><ul><li>Click to answer YES to a question by the instructor </li></ul><ul><li>Click to answer NO to a question by the instructor </li></ul><ul><li>Use emoticons to express your feelings </li></ul>
  5. 5. <ul><li>How to Use the White Board </li></ul><ul><li>Annotation Tools </li></ul><ul><li>Text Tool </li></ul><ul><li>You must hit the Enter Button to display your response! </li></ul>
  6. 6. <ul><li>Learning Objectives for Today: </li></ul><ul><ul><li>Present the e-Learning Live approach to the topic of negotiating. </li></ul></ul><ul><ul><li>Give you the e-Learning Live approach to learner engagement. </li></ul></ul><ul><li>Content Agenda: </li></ul><ul><ul><li>Techniques to recognize and clarify hidden motivations at the bargaining table. </li></ul></ul>
  7. 7. Share Your Point of View When you hear the word NEGOTIATE, what immediately jumps into your head?
  8. 8. <ul><li>Trying to find mutual agreement </li></ul><ul><li>Trying to get the best deal </li></ul><ul><li>Trying to convince someone to do something </li></ul><ul><li>Win/Win </li></ul><ul><li>I win and you lose (it’s true!) </li></ul>What is a negotiation?
  9. 9. To negotiate simply means that you are having a back and forth conversation aimed at reaching an agreement.
  10. 10. Uncover Underlying Motivations <ul><li>Your “negotiating” position is above the water line. </li></ul><ul><li>Your motivations are beneath the water line. </li></ul>
  11. 11. 9 times more mass lies beneath the waterline!
  12. 12. What you cannot see will sink your ship!
  13. 13. This is what you get under the water line <ul><li>Perceptions </li></ul><ul><li>Assumptions </li></ul><ul><li>Feelings </li></ul><ul><li>Attitudes </li></ul><ul><li>Needs </li></ul><ul><li>Expectations </li></ul><ul><li>Intentions </li></ul><ul><li>Communication Styles </li></ul><ul><li>Values </li></ul><ul><li>Suspicions </li></ul><ul><li>Conflict Styles </li></ul>
  14. 14. There is a lot of valuable information when you are willing to look underneath the surface of things!
  15. 15. Share Your Experience Using the white board, I would like to create a list all of the positive attributes your company wants from its employees. Use the left side.
  16. 16. Share Your Experience Using the white board, now create a list all of the positive attributes your employees want from the company. Use the right side.
  17. 17. <ul><li>We all want the same things. It looks like we are at odds only because we are looking at things only from our narrow perspective! </li></ul>
  18. 18. The Catch! <ul><li>Naïve Realism – we think that we are rational and reasonable that that everyone else will look at the same situation and reach our conclusion. </li></ul>
  19. 19. <ul><li>When we are negotiating, we tend to polarize people and situations for two reasons: </li></ul><ul><ul><li>We can only see what separates us--not all the wonderful things that bring us together, and </li></ul></ul><ul><ul><li>We think that everyone SHOULD see things the way we do! </li></ul></ul>
  20. 20. <ul><li>Studies show that skilled negotiators spend 4x more time thinking about and looking for the other person’s motivations. They know that once they uncover the motivation, they can come to an agreement. </li></ul>
  21. 21. Active listening skills <ul><li>“ A gossip is one who talks to you about others; a bore is one who talks to you about himself; and a brilliant conversationalist is one who talks to you about yourself.” </li></ul><ul><li>Lisa Kirk </li></ul>
  22. 22. <ul><li>Reflecting Back – you feed the basic facts back to the speaker. The essential content of the message is not changed. </li></ul>
  23. 23. Reflecting Back Example <ul><li>Message : I’ve told Mary that if she comes in late one more time that I’m going to have her fired. She was late again THIS morning. Typical!! </li></ul><ul><li>Reflection: You’ve talked to Mary about her being late and she was late again this morning. </li></ul>
  24. 24. Reflecting Back Example <ul><li>Message: Every time I try reach Bob my email or voicemail just gets lost in a pit! I mean, he NEVER calls or emails me back. </li></ul><ul><li>Reflection: You’ve called and emailed but haven’t heard back yet. </li></ul>
  25. 25. Share Your Experience How can this technique improve your negotiations?
  26. 26. <ul><li>Reframing -- The process of reframing the message includes restating the message in a way that: </li></ul><ul><ul><li>Maintains the basic concern/issue </li></ul></ul><ul><ul><li>Maintains the level of seriousness </li></ul></ul><ul><li>AND . . . </li></ul>Reframe the picture
  27. 27. <ul><li>AND, . . . presents the message in such as way that it is </li></ul><ul><li>Productive </li></ul><ul><li>Non-threatening </li></ul><ul><li>Non-judgmental </li></ul>Reframe the picture
  28. 28. Reframing Example <ul><li>Message: I’m angry. You should have made it clearer how these changes would effect me. </li></ul><ul><li>Reframe: You feel strongly that you needed more information from me. </li></ul>
  29. 29. Reframe Tips and Tricks <ul><li>Note to yourself the speaker’s judgments and perceptions. </li></ul><ul><ul><li>They are sure that it was intentional, not because of some other circumstance. </li></ul></ul><ul><ul><li>You had a duty to tell the speaker about the impact to them. </li></ul></ul><ul><ul><li>The situation was so bad that they are “entitled” to call and tell you about their feelings. </li></ul></ul><ul><ul><li>Your actions demand a change in action in the future. </li></ul></ul><ul><li>Do you see anything else? </li></ul>
  30. 30. Share Your Experience What do you see below the surface of the following message? I’m angry. You should have made it clearer how these changes would effect me.
  31. 31. <ul><li>To get to the underlying issues you need to ask a specific kind of question! </li></ul>
  32. 32. Clarifying Questions <ul><li>Are open ended </li></ul><ul><li>Allow the speaker to tell you what they think is important </li></ul><ul><li>Helps you think of a resolution to the problem, even if you initially think the answer is No. </li></ul>
  33. 33. <ul><li>What is your greatest concern here today? </li></ul><ul><li>What bothers you the most about that suggestion? </li></ul><ul><li>What about that is important to you? </li></ul><ul><li>Could you tell me more about that. </li></ul><ul><li>What does that look like to you? </li></ul>
  34. 34. Share Your Experience Let’s create a list of clarifying questions specific to your role in H.R.
  35. 35. Closing Feedback <ul><li>Share one insight about negotiating that you got from participating in today’s demo class. </li></ul><ul><li>OR if you prefer </li></ul><ul><li>Ask your question now. </li></ul>Thanks for participating!
  36. 36. <ul><li>You negotiate all day long. When under pressure to negotiate, whether it is with a vendor or two feuding employees, remember these three keys to your negotiation success. </li></ul>
  37. 37. <ul><li>Thank you for your time! </li></ul><ul><li>Jeanette Nyden </li></ul><ul><li>[email_address] </li></ul><ul><li>Kristie Jones </li></ul><ul><li>[email_address] </li></ul><ul><li>Next Demo Class is Oct. 27 th @ 1pm CDT/2pm EDT </li></ul>