Ab negday1

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  • Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
  • Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
  • We bring an image
  • PackagingAdding IssuesFractioningBe creative
  • PackagingAdding IssuesFractioningBe creative
  •      If you ask                              MBAs/Managers         CEOs                          what people wantDirect/explicit                 95%                                         30%                   50%Indirect/tacit                    5%                                         65%                   50%Avoid                             --                                              5%                    -- Althoughrecently the numberseem to bechangingtoward MORE conflictavoidance (maybe 25/50/25).
  • Ab negday1

    1. 1. Negotiation in Practice TerriGriffith The Plugged-In Manager ThePluggedInManager.com
    2. 2. Conflict Management Broad Definition…. Broad Use….
    3. 3. Worksheet “Describe your last negotiation in outline form” What were the key aspects of the negotiation?
    4. 4. Developing a Language
    5. 5. Haggle
    6. 6. Sides of the table…
    7. 7. Negotiation: Deciding what resources parties each will give and take in an exchange
    8. 8. Preparation Leads to Better Deals
    9. 9. New Hire 1. Familiarize yourself with your role & the situation (5 min) 2. Decide what you would like to accomplish (pick a goal - 2 min) 3. Decide how you would like to accomplish it (brainstorm tactics - 3 min) 4. Agreement on all issues, or impasse 5. Negotiate Outside of Room 6. Record Outcomes on Board
    10. 10. Types of Issues Distributive Different Preferences Same Values Congruent Same Preferences Integrative Different Preferences Different Values
    11. 11. http://www.flickr.com/photos/toffehoff/244870162
    12. 12. Strategies Accommodate What the Other Party Wants Collaborate/ Integrate Compromise Avoid Compete What I Want
    13. 13. Worksheet 5. __________ only gets you ______ of what you want. 6. __________ issues are where ____________. 7. __________ issues are where ___________. 8. __________ issues are where ___________.
    14. 14. Two Tasks 1. Getting Information – Not just positions – Underlying preferences, priorities 2. Using Information – Not just tug of war – Identifying/creating value
    15. 15. Information Sharing Ask questions – but why should they tell you? Give information – reciprocity Find superordinate goals – super congruent issues Make offers - packaging
    16. 16. Creating Value by… + Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
    17. 17. Creating Value by…
    18. 18. Not what people want, but why they want it … and finding ways to address underlying preferences/priorities that satisfy your own
    19. 19. Worksheet 9. Not what people want, but ___________. 10. _____________ & _____________ are two methods of creating more value in the negotiation.
    20. 20. Worksheet 1. Preparation for negotiation is trivial or involved? 2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
    21. 21. Business objectives Universe (context, history) Information needs Laws (policies, required procedures, regulations) Dynamics (timeframe, sequencing) Events (milestones) Reach (magnitude)
    22. 22. Second Context: Performance Interview Chris – Brand Manager Lee – Product Manager
    23. 23. Be Strategic In Your Preparation • What are the issues & outcomes? • What are the other party’s issues & outcomes? • How are the outcomes valued? • Strategies and techniques you can apply?
    24. 24. Approach Direct “I wrote Taken: this letter” “I Subtle “Hmm. Are you sure saw this letter” there’s value in this trip?” Avoid Chris Lee CEOs 50 50 0 Managers 30 65 5 Other?
    25. 25. Why do you need to know your BATNA?
    26. 26. BATNA & ZOPA
    27. 27. Preparation Stakeholder1 Issue 1 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 Stakeholder2 Stakeholder3 Stakeholdr4
    28. 28. Worksheet 3. When you have time, what is the agenda for your first negotiation meeting? 4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
    29. 29. Worksheet Read your case and determine: Your basic goal in the meeting Plan how to achieve that goal
    30. 30. Be Strategic In Your Preparation • • • • What’s your BATNA? What’s the other party’s BATNA? What are the issues & outcomes? What are the other party’s issues & outcomes? • How are the outcomes valued? • Strategies and techniques you can apply?
    31. 31. Worksheet What can you take away regarding alternative points of view? What about long versus short term goals and how you value them? BATNA? Other preparation that would have been useful?
    32. 32. Best Alternative to The Negotiated Agreement
    33. 33. BATNA & BUILDER
    34. 34. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4 Issue 1 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 TerriGriffith.com/blo
    35. 35. Nord Stream and the Danish Fishermen
    36. 36. Negotiation… It’s not just for deals:
    37. 37. Organizational Change “Negotiated Change” Meeting Agendas Social Situations Social Media Use Decisions
    38. 38. You Have to Ask

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