What Is Negotiation ?Negotiation is back and forth communicationdesigned to reach agreement while leaving theother side intact and positive.Easier to negotiate when the two sides havesome shared interests and some opposed.
Nature Of Negotiation• Two Parties• Continuous Process• No Winner/Loser• The Objective Is To Reach An Agreement• Needs Effective Communication
Ps Of Negotiation• Purpose• Plan• Pace• Personalities
Negotiation Style Quick• 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• Use when Long Term Relationship likely• Involves Cooperation and Relationship building to reach Agreement• Needs much preparation, Hard work
PreparationKnow What Your Interests are and Why you ValueThem• What is the issue at hand• What are the ”needs” vs. “wantsKnow the Strengths and Weaknesses of YourPosition and Self• Self Awareness,• Personality Characteristics,• Emotional Intelligence
See Things from the Other side’s Point of View- Why They are Negotiating?• Research the interest of the other side• What are their needs Be aware of the unpleasant consequences for both sides if your idea/proposal is not accepted.
PlanningBrainstorm all alternatives that could satisfy yourneedsKnow who is supportive and who is not/less• Does this person has the authority to make the decision?• Are there any penalties for bluffing?• Are there time limits associated with negotiations?
Role play your opening with a trusted colleagueand rehearse the problematic areasPlan ways to break it/Buy time• I need to think over what you just said so can I have a couple of minutes?”
During Negotiation• List of Main Points and Set of Questions• Not to Interrupt; The more they Reveal, The more you’ll Learn• Stay Open to New Information• Take Notes• Focus on Interests. Not People, Not Gains
Use objective criteria to make decisions andbe sure the other party does as wellListen actively and reflectively• Listen also for what is not saidLearn from what the other side says• Stay open to new information
Synthesize the Information you hear and useit in your own Argument.Be prepared to Walk Away if an Agreement isnot Reached.Write a Note or Memo if Contract orAgreement is Required.
Common Errors• Negotiating In a Crowd• Disrespect• Conflict• Trying to Prove How Smart You are by Talking• Not Listening Carefully
Barriers of Negotiation• Communication Barriers: Examples include poor documentation of conversations, lack of dialogue, or bad listening behavior.• Cultural or Gender Barriers: Examples include language difficulties, misunderstandings, or pace of work.
• Lack of Information: One or both sides fail to provide necessary information about issues, criteria, desired outcomes, or interests.
Outcomes of Negotiation• Both sides should come to consensus and commit to the agreement• The agreement should help to maintain ongoing communications and interactions between the negotiating parties so that future negotiations can take place• Negotiations should lead to a better situation
A Good Negotiator Is..• Creative• Versatile• Motivated• Has the ability to walk away
“In Business you don’t get What you Deserve you get What you Negotiate”