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?   ...
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   (pic...
Types of IssuesDistributive   Different Preferences   Same ValuesCongruent   Same PreferencesIntegrative   Different Prefe...
http://www.flickr.com/photos/toffehoff/244870162
Strategies                               Collaborate/              Accommodate                               IntegrateWhat...
Worksheet5. __________ only gets you ______   of what you want.6. __________ issues are where ____________.7. __________ i...
Two Tasks1. Getting Information  – Not just positions  – Underlying preferences, priorities2. Using Information  – Not jus...
Information SharingAsk questions – but why should they tell you?Give information – reciprocityFind superordinate goals – s...
Creating Value by…                                                       +Image (CC) Brian Solis, www.briansolis.com and b...
Creating Value by…
Not what people want, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy you...
Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two  methods of creating more valu...
Worksheet1. Preparation for negotiation is trivial or   involved?2. What three kinds of information do you need   to brain...
BestAlternative toTheNegotiatedAgreement
Why do you need to know     your BATNA?
Preparation            Stakeholder1   Stakeholder2   Stakeholder3    Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2O...
Worksheet3. When you have time, what is the agenda for   your first negotiation meeting?4. Describe at least two tactics f...
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?• Wh...
WorksheetWhat can you take away regarding alternativepoints of view?What about long versus short term goals and howyou val...
Technology ToolsOrganizational Practice       People
BATNA & BUILDER                  TerriGriffith.com/blo
Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures,  regulations)Dynamics ...
Preparation            Stakeholder1   Stakeholder2   Stakeholder3    Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2O...
Negotiation…It’s not just for deals:
Organizational Change  “Negotiated Change”    Meeting Agendas     Social SituationsSocial Media Use Decisions             ...
You Have to Ask                  TerriGriffith.com/blo
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
Negotiation in Practice
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Negotiation in Practice

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

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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
  • Negotiation in Practice

    1. 1. Negotiation in Practice TerriGriffith #PIM The Plugged-In ManagerThePluggedInManager.com
    2. 2. Conflict ManagementBroad Definition…. Broad Use….
    3. 3. Worksheet“Describe your last negotiation in outline form”What were the key aspects of the negotiation? TerriGriffith.com/blo
    4. 4. Developing a Language
    5. 5. Haggle
    6. 6. Sides of the table…
    7. 7. Negotiation: Deciding what resources parties each willgive and take in an exchange
    8. 8. Preparation Leads to Better Deals TerriGriffith.com/blo
    9. 9. 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
    10. 10. Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
    11. 11. http://www.flickr.com/photos/toffehoff/244870162
    12. 12. Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
    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 tell you?Give information – reciprocityFind superordinate goals – super congruent issuesMake 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, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy your own
    19. 19. Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
    20. 20. 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
    21. 21. BestAlternative toTheNegotiatedAgreement
    22. 22. Why do you need to know your BATNA?
    23. 23. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3 TerriGriffith.com/blo
    24. 24. 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
    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 Practice People
    30. 30. BATNA & BUILDER TerriGriffith.com/blo
    31. 31. Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures, regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
    32. 32. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3 TerriGriffith.com/blo
    33. 33. Negotiation…It’s not just for deals:
    34. 34. Organizational Change “Negotiated Change” Meeting Agendas Social SituationsSocial Media Use Decisions TerriGriffith.com/blo
    35. 35. You Have to Ask TerriGriffith.com/blo
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