MedRecruit's Managing Director, Dr Sam Hazledine, explains the process and power of negotiating successfully to ensure you get the outcome you are looking for. To watch this presentation visit: http://youtu.be/NBMO96TgjN0 http://www.medrecruit.com/ https://twitter.com/MedRecruit‎ http://www.linkedin.com/company/medrecruit-limited https://www.facebook.com/MedRecruit http://medrecruit.blogspot.co.nz/

1. Nego%a%ng
for
Leaders
Dr
Sam
Hazledine

2. Nego%a%ng
as
a
leader
• For
you
• For
your
team
• With
your
team

3. Today
• The
nego7a7ons
– Pre-­‐nego7a7on
– Nego7a7on
• Other
factors
– Cri7cal
considera7ons
– Traps

4. Pre-­‐nego%a%on
1. Go
to
the
balcony
2. BATNA
3. Separate
the
people
from
problem

5. 1
-­‐
Go
to
the
balcony
• Start
calm
and
take
7me
to
prepare
• Suspend
your
judgement
• Plan
– What
is
my
outcome?
– Why
is
this
important?
– What’s
the
pressure
on
their
side?
– Who
has
to
say
‘yes’?
– What
are
the
obstacles?

6. 2
–
BATNA
–
Best
Alterna%ve
to
No
Agreement
• Work
out
where
you
will
walk
away
• Always
be
willing
to
walk
away

7. 3
–
Separate
the
people
from
the
problem
• Disentangle
the
people
from
the
problem
• Be
soO
on
the
person,
hard
on
the
problem

8. Nego%a%on
4.
Interests,
not
posi7ons
5.
Posi7ve
‘No’
6.
Build
their
Golden
Bridge

9. 4
–
Focus
on
interests,
not
posi%ons
• Posi7ons
=
tangible
things
they
want
e.g.
price
– Each
side
can
get
stuck
on
posi7ons
• Interests
=
needs,
desires,
aspira7ons,
concerns
– Ask
‘why’
• Generate
op7ons
for
mutual
gain
– Invent
op7ons
for
mutual
gain
based
on
interests
– Brainstorm
– Look
to
expand
the
pie

10. 5
–
Posi%ve
‘No’
• ‘No’
is
strong
• Posi7ve
‘No’
– ‘Yes’
to
your
interests
– ‘No’
to
anything
that
hurts
your
‘Yes’
– ‘Yes’
to
a
construc7ve
proposal

11. 6
–
Golden
bridge
• Build
their
victory
speech

12. Considera%ons
•
•
•
•
Nego7a7ons
are
rarely
logical
Decide
when
nego7a7ng
and
when
giving
Give
respect
Sa7sfac7on
and
outcomes
– Target
focussed
–
beer
outcome,
less
sa7sfac7on
– BATNA
focussed
–
beer
sa7sfac7on,
worse
outcome
– So…
enter
outcome
focussed
and
leave
BATNA
focussed
• Challenge
everything

13. Traps
• Winner’s
curse
–
seling
for
too
lile
• Rushing
• Agreement
bias
–
seling
for
terms
worse
than
current
situa7on
• Escala7on
of
commitment
• Hubris
–
walking
away
too
early
• Lose-­‐lose
–
leave
money
on
the
table
• Emo7ons

14. Summary
Pre-­‐nego%a%on
1. Go
to
the
balcony
2. BATNA
3. Separate
the
people
from
problem
Nego%a%on
1. Interests,
not
posi7ons
2. Posi7ve
‘No’
3. Build
their
Golden
Bridge

15. Your
assignment
• Use
this
– Internal
– External
• Report
back
on
outcomes

16. Don’t
acquiesce
“In
fact,
‘No’
may
be
the
most
powerful
word
in
the
language,
the
most
needed
word
in
these
7mes
of
endless
e-­‐mail
and
overwhelm.”
William
Ury