Negotiation

Program Objectives (1 of 2) Understand what negotiations are all about. Choose a strategy to effectively negotiate. Learn the range of negotiation approaches and their results based on your interactions. www.readysetpresent.com Page

Understand what negotiations are all about.

Choose a strategy to effectively negotiate.

Learn the range of negotiation approaches and their results based on your interactions.

Program Objectives (2 of 2) Plan for a negotiation session. Use communication techniques to avert potential conflicts. Practice your general negotiation techniques. www.readysetpresent.com Page

Plan for a negotiation session.

Use communication techniques to avert potential conflicts.

Practice your general negotiation techniques.

A Challenge Please Write a One Sentence Definition of N E G O T I A T I O N. www.readysetpresent.com Page

Please Write a One Sentence Definition of

N E G O T I A T I O N.

Definition (1 of 2) Negotiation is getting what you want from the other person -- no matter what. We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle. www.readysetpresent.com Page

Negotiation is getting what you want from the other person -- no matter what.

We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.

Definition (2 of 2) Negotiation is an attempted trade-off between getting what you want and getting along with people. Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way. www.readysetpresent.com Page

Negotiation is an attempted trade-off between getting what you want and getting along with people.

Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.

Negotiation Questions www.readysetpresent.com Page

Negotiation Questions What aspects of the negotiation will indicate it is proceeding well or poorly? What will tell you that it is time to caucus? What signs will you use to decide when a change in negotiators is necessary? What constitutes a "successful" negotiation? www.readysetpresent.com Page

What aspects of the negotiation will indicate it is proceeding well or poorly?

What will tell you that it is time to caucus?

What signs will you use to decide when a change in negotiators is necessary?

What constitutes a "successful" negotiation?

Negotiation -- Remember “ Two elements are essential: Reasonableness and Flexibility.” www.readysetpresent.com Page

“ Two elements are essential: Reasonableness and Flexibility.”

The Basic Components Preparation Objectivity Strategy Technique www.readysetpresent.com Page

Preparation

Objectivity

Strategy

Technique

Basic Components (1 of 2) Preparation: Prepare for negotiation if you want to succeed. Objectivity: Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive." www.readysetpresent.com Page

Preparation:

Prepare for negotiation if you want to succeed.

Objectivity:

Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive."

Basic Components (2 of 2) Strategy: Plan a realistic course of action based on sound preparation and objective appraisal of resources. Technique: Combine a wide range of skills; draw on experience and self-discipline. www.readysetpresent.com Page

Strategy:

Plan a realistic course of action based on sound preparation and objective appraisal of resources.

Technique:

Combine a wide range of skills; draw on experience and self-discipline.

Identifying The Issues (1 of 3) Factors To Consider: The Facts. The Problem. The Result. The Reason. www.readysetpresent.com Page

Factors To Consider:

The Facts.

The Problem.

The Result.

The Reason.

Identifying The Issues (2 of 3) Determine the extent of each difference by asking: "What am I willing to do to reach agreement and what can I realistically expect from my opponent?" www.readysetpresent.com Page

Determine the extent of each difference by asking: "What am I willing to do to reach agreement and what can I realistically expect from my opponent?"

How To Assemble Data (1 of 4) Prepare a written statement of your understanding of the facts that relate to each segment of the business to be discussed. www.readysetpresent.com Page

Prepare a written statement of your understanding of the facts that relate to each segment of the business to be discussed.

The 5 Negotiating Approaches www.readysetpresent.com Page Approach Description Adage Forcing Hard-nosed, conflictive, confrontational. Put your foot down where you mean to stand. Compromising Splitting the difference, sharing, trading. You have to give some to get some. Avoiding Losing/leaving withdrawing. Let sleeping dogs lie.

Style Pros and Cons (5 of 5) www.readysetpresent.com Page Style Advantages Disadvantages Collaborating Both sides can win. Can be extremely time-consuming. Personal relationships can be improved rather than harmed. Negotiators with a forcing style may interpret this approach as a weakness.

When Using Questions www.readysetpresent.com Page

Third Party Intervention www.readysetpresent.com Page

Physical Setting www.readysetpresent.com Page

Appearance and Mannerisms www.readysetpresent.com Page

What is your next step? www.readysetpresent.com Page

Download “ Negotiation ” PowerPoint presentation at ReadySetPresent.com 121 slides include : basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more. Royalty Free – Use Them Over and Over Again. www.readysetpresent.com Page