Negotiation in Practice
Upcoming SlideShare
Loading in...5
×
 

Negotiation in Practice

on

  • 862 views

These are the base slides (no case or exercise answers) for a full day session on negotiation tools and techniques.

These are the base slides (no case or exercise answers) for a full day session on negotiation tools and techniques.

Statistics

Views

Total Views
862
Views on SlideShare
860
Embed Views
2

Actions

Likes
1
Downloads
31
Comments
0

1 Embed 2

http://www.linkedin.com 2

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • 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

Negotiation in Practice Negotiation in Practice Presentation Transcript

  • Negotiation in Practice TerriGriffith #PIM The Plugged-In ManagerThePluggedInManager.com
  • Conflict ManagementBroad Definition…. Broad Use….
  • Worksheet“Describe your last negotiation in outline form”What were the key aspects of the negotiation? TerriGriffith.com/blo
  • Developing a Language
  • Haggle
  • Sides of the table…
  • Negotiation: Deciding what resources parties each willgive and take in an exchange
  • Preparation Leads to Better Deals TerriGriffith.com/blo
  • New Hire1. 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 impasse5. Negotiate Outside of Room6. Record Outcomes on Board
  • Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
  • http://www.flickr.com/photos/toffehoff/244870162
  • Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
  • Worksheet5. __________ only gets you ______ of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
  • Two Tasks1. Getting Information – Not just positions – Underlying preferences, priorities2. Using Information – Not just tug of war – Identifying/creating value
  • Information SharingAsk questions – but why should they tell you?Give information – reciprocityFind superordinate goals – super congruent issuesMake offers - packaging
  • Creating Value by… +Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
  • Creating Value by…
  • Not what people want, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy your own
  • Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
  • Worksheet1. 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? TerriGriffith.com/blo
  • BestAlternative toTheNegotiatedAgreement
  • Why do you need to know your BATNA?
  • Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3 TerriGriffith.com/blo
  • Worksheet3. 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: TerriGriffith.com/blo
  • Second Context:Performance InterviewChris – Brand ManagerLee – Product Manager
  • WorksheetRead your case and determine:Your basic goal in the meetingPlan how to achieve that goal
  • 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?
  • 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?
  • Technology ToolsOrganizational Practice People
  • BATNA & BUILDER TerriGriffith.com/blo
  • Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures, regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
  • Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3 TerriGriffith.com/blo
  • Negotiation…It’s not just for deals:
  • Organizational Change “Negotiated Change” Meeting Agendas Social SituationsSocial Media Use Decisions TerriGriffith.com/blo
  • You Have to Ask TerriGriffith.com/blo