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.

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

Transcript

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