Negotiation for Entrepreneurs

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Three hour workshop on the basics of negotiation in an entrepreneurial environment. Focus on stakeholder analysis and preparation for problem solving.

Three hour workshop on the basics of negotiation in an entrepreneurial environment. Focus on stakeholder analysis and preparation for problem solving.

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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
  • Packaging
    Adding Issues
    Fractioning

    Be creative

Transcript

  • 1. Negotiation & Conflict Resolution The Plugged-In Manager ThePluggedInManager.com TerriGriffith
  • 2. Conflict Management Broad Definition…. Broad Use….
  • 3. Worksheet “Describe your last negotiation in outline form” What were the key aspects of the negotiation?
  • 4. Developing a Language
  • 5. Haggle
  • 6. Sides of the table…
  • 7. Negotiation: Deciding what resources parties each will give and take in an exchange
  • 8. Plan Your Dive Dive Your Plan
  • 9. Preparation Leads to Better Deals
  • 10. 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
  • 11. Types of Issues Distributive Different Preferences Same Values Congruent Same Preferences Integrative Different Preferences Different Values
  • 12. http://www.flickr.com/photos/toffehoff/244870162
  • 13. Strategies What I Want What the Other Party Wants Compete Accommodate Avoid Compromise Collaborate/ Integrate
  • 14. Integration Bonus Vacation Pts Compromise 6% 15 days Recruiter 800 2000 2800 New Hire 2000 800 2800 Integrate 10% 5 days Recruiter 0 4000 4000 New Hire 4000 0 4000
  • 15. Worksheet 5. __________ only gets you ______ of what you want. 6. __________ issues are where ____________. 7. __________ issues are where ___________. 8. __________ issues are where ___________.
  • 16. Two Tasks 1. Getting Information – Not just positions – Underlying preferences, priorities 2. Using Information – Not just tug of war – Identifying/creating value
  • 17. Information Sharing Ask questions – but why should they tell you? Give information – reciprocity Find superordinate goals – super congruent issues Make offers - packaging
  • 18. Creating Value by…
  • 19. Not what people want, but why they want it … and finding ways to address underlying preferences/priorities that satisfy your own
  • 20. Worksheet 9. Not what people want, but ___________. 10. _____________ & _____________ are two methods of creating more value in the negotiation.
  • 21. 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?
  • 22. Best Alternative to The Negotiated Agreement
  • 23. Why do you need to know your BATNA?
  • 24. 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
  • 25. 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:
  • 26. Term Sheet
  • 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. No More Runway
  • 29. Negotiation… It’s not just for deals:
  • 30. Organizational Change “Negotiated Change” Meeting Agendas Social Situations Social Media Use Decisions
  • 31. You Have to Ask
  • 32. You Have To Understand Other Party’s Needs