Negotation In Practice for Abendgoa


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Full day negotiation workshop for Abengoa leadership.

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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
  • Now let’s apply it. Download the spreadsheetUnits30 minutes
  • Negotation In Practice for Abendgoa

    1. 1. Negotiation inPracticeThe Plugged-In ManagerThePluggedInManager.comTerriGriffith
    2. 2. Conflict ManagementBroad Definition…. Broad Use….
    3. 3. Worksheet“Describe your last negotiation inoutline form”What were the key aspects of thenegotiation?
    4. 4. Developing a Language
    5. 5. Haggle
    6. 6. Sides of the table…
    7. 7. Negotiation: Deciding whatresources parties each willgive and take in an exchange
    8. 8. Preparation Leads to Better Deals
    9. 9. New Hire1. Familiarize yourself with your role & thesituation (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 impasse5. Negotiate Outside of Room6. Record Outcomes on Board
    10. 10. Types of IssuesDistributiveDifferent PreferencesSame ValuesCongruentSame PreferencesIntegrativeDifferent PreferencesDifferent Values
    11. 11.
    12. 12. StrategiesWhat I WantWhat theOther PartyWantsCompeteAccommodateAvoidCompromiseCollaborate/Integrate
    13. 13. Worksheet5. __________ only gets you ______of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
    14. 14. Two Tasks1. Getting Information– Not just positions– Underlying preferences, priorities2. Using Information– Not just tug of war– Identifying/creating value
    15. 15. Information SharingAsk questions – but why should they tellyou?Give information – reciprocityFind superordinate goals – super congruentissuesMake offers - packaging
    16. 16. Creating Value by…Image (CC) Brian Solis, and
    17. 17. Creating Value by…
    18. 18. Not what people want, butwhy they want it… and finding ways toaddress underlyingpreferences/priorities thatsatisfy your own
    19. 19. Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are twomethods of creating more value in thenegotiation.
    20. 20. Worksheet1. Preparation for negotiation is trivial orinvolved?2. What three kinds of information do you needto brainstorm about before your first meetingabout a negotiation?
    21. 21. BestAlternative toTheNegotiatedAgreement
    22. 22. Why do you need to knowyour BATNA?
    23. 23. PreparationStakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
    24. 24. Worksheet3. When you have time, what is the agenda foryour first negotiation meeting?4. Describe at least two tactics for gatheringinformation from the stakeholders to anegotiation:
    25. 25. Second Context:Performance InterviewChris – Brand ManagerLee – Product Manager
    26. 26. WorksheetRead your case and determine:Your basic goal in the meetingPlan how to achieve that goal
    27. 27. 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?
    28. 28. WorksheetWhat can you take away regarding alternativepoints of view?What about long versus short term goals and howyou value them?BATNA? Other preparation that would have beenuseful?
    29. 29. Technology ToolsOrganizational PracticePeople
    30. 30. BATNA & BUILDER
    31. 31. Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures,regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
    32. 32. PreparationStakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
    33. 33. Negotiation…It’s not just for deals:
    34. 34. Organizational Change“Negotiated Change”Meeting AgendasSocial SituationsSocial Media Use Decisions
    35. 35. You Have to Ask