The “Principles” of Negotiation1. Separate the People from the ProblemIdentify key issuesThen on the strategies
The “Principles” of Negotiation2. Attend to the communication issuesa. Acknowledge and manage emotionsb. Avoid the blame gamec. Listend. Use I-messages,
The “Principles” of Negotiation3. Focus on Interests, not Positions Positions: Simple statements about what you want.No reasons, no subtlety, no justification. Just ademand: I want the orange! Interests: The reasons underlying the position—what you really want or need ?—the answer to the question WHY. I need to bake a cake. Im hungry I want to eat the orange.
The “Principles” of Negotiation4. Generate many options & look for Options for MutualGain Brainstorm options by listing all possibilities first, Evaluating options second. Look for ways to meet everyones interests at thesame time.
The “Principles” of Negotiation5. Find Legitimate Criteria to Guide Decisions Whats been done before? Whats “fair”
The “Principles” of Negotiation6. Analyse the Best Alternative to a Negotiated Agreement(BATNA)BATNA = Walk Away Point—when you tell the other person you arenot interested in their offer because you can do better in anotherway.
Why do you care about BATNAs? They tell you what you should agree to What you should walk away from. They also give you negotiating power.
The “Principles” of NegotiationWork with Fair and Realistic CommitmentsIs agreementReasonable?Doable?Face-saving?Practical?
Handling EmotionsEmotionalChallengesAnger/exasperationInsultGuiltFalse flatteryRecommendedResponseAllow ventingDigest for the time beingFocus on key issuesRe-focusTips:•Try to defuse with acknowledgement, empathy, patience,impartiality.•Consider dealing with less emotional issues first•Don’t lose your cool (Act like a swan!).
Are you a Motivated Negotiator?Enthusiasm Confidence EngagedRecognition Accomplishment Pat on the backIntegrity No trickery TrustworthinessSocial Skills Enjoy people Interest in othersTeamwork Better as a team Self-controlCreativity Always looking forways to completethe deal
A Good Negotiator Is..CreativeVersatileMotivatedHas the ability towalk away
Strategy Do not assume what the other party wants-explore andtest Remember that initial offers are generally not accepted Provide room to negotiate Do not be modest in demands. Get all demands of theopposite party on the table before you concede anything Persuade the other side to make the first concession onmajor issues; Making large concessions at an earlystage results in loss of position Make the other party work for every concession.
Strategy Grant concessions over a period of time Get something for every concession Do not be afraid to say NO. Keep a record of concessions made by each side. Put a time limit on important concessions Classify concessions that you can give and those youmust not give. Resist making concessions which are retroactive.