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Negotiation best practices .

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  1. 1. Outline
  2. 2. Having a choice ?
  3. 3. What
  4. 4. Why
  5. 5. We all do it ,but doing it right?
  6. 6. Soft Hard Principle-Based Participants are friends. Participants are enemies. Participants are problem-solvers. The goal is agreement. The goal is victory. The goal is a wise outcome reached efficiently. Be soft on the people and the Be hard on the problem and the Be soft on the people, hard on the problem. people. problem.Accept one-sided losses to reach Demand one-sided gains as the price Invent options for mutual gain. agreement. of agreement.Search for the single answer: the Search for the single answer: the Develop multiple options to choose one they will accept. one you will accept. from; decide later. Insist on agreement. Insist on your position. Insist on using objective criteria.
  7. 7. principled negotiation
  8. 8. Separate the People from the Problem
  9. 9. Negotiators are People First
  10. 10. Negotiators are People First• Failing to deal with others sensitivity as human beings can fail negotiation.• Ask yourself every now & then am I paying enough attention to the people’s problem.
  11. 11. Two Interests
  12. 12. Techniques
  13. 13. Techniques
  14. 14. Techniques
  15. 15. Techniques
  16. 16. A rule for conflict“Only one can get angry at a time” …its Ok its his turn .
  17. 17. TechniquesCommunication Problems : • Not talking to each other • Not listening • Misunderstanding
  18. 18. Communication :Listening
  19. 19. Communication : Not listening
  20. 20. Communication : Not listening
  21. 21. Communication : Listening
  22. 22. Communication : Non-Listeners
  23. 23. Communication :Listeners
  24. 24. Communication :Listeners
  25. 25. Communication :Talking
  26. 26. Communication :While talking
  27. 27. Communication: Talking
  28. 28. Communication: Talking
  29. 29. Communication: while Talking
  30. 30. Communication :Misunderstanding
  31. 31. Communication : avoid Misunderstanding
  32. 32. Communication :MisunderstandingExampleyes can not be mistaken…oh yes it can!!!!• yes >> I hear you .• Yes >>yes calm down we ‘ll talk tomorrow• Yes >>I’ll have to go• Yes >> I’ll make it happen.But what about other clues here comes body language.
  33. 33. Communication :Misunderstanding
  34. 34. Communication :avoid Misunderstanding
  35. 35. Body Language
  36. 36. Body Language• But be aware of yourself as well.• Many of the signals sent do not require a deep study of psychology need awareness and readiness to do something regarding the signals .• The more signal you interpret the stronger your position is .
  37. 37. Examples• Laying: avoid eyes ,look downwards touch face around the mouth .• Evaluating :head on one side ,hand to chin.• Negative :head supported heavily with hands indicates boredom or detachment .• Aggressive :hands on hips .• emphasize your size :Hands on the back pushing shoulders up and chest out .
  38. 38. Focus on Interests, not Positions
  39. 39. Talk , make interests come alive• Its your job to make them know how important the thing is to you …you should not hope for much relief if you describe headache as a stomach to your doctor.• Its good while talking about your interests to : – shows openness : ” correct me if Im wrong” – Acknowledge their interests: People listen better if they fell that you have understood them.
  40. 40. Talk , make interests come alive
  41. 41. Options•Generate a variety of possibilities beforedeciding what to do.•In this step time is for parties to to generatealternative candidate solutions.•A Brainstorming to create a mutual gain Win-Win agreement.
  42. 42. Criteria•Insist that the result be based on some objectivestandard.•The final step is to use mutually agreed andobjective criteria ”fair standard ” for evaluatingthe candidate solutions.•Should apply to both sides
  43. 43. What if• What if he don’t want to play ?• Started attacking you : – Never defend :sit back and relax, let them let off steam – Recast: as attack on problem• Attacking your ideas: – dont defend!. – dont ask for acceptance – ask whats wrong with it – turn sides: ask for advice, "what would you do if you were in my side?“..statements generates resistance ,whereas questions generate answer .
  44. 44. What if
  45. 45. Common mistakes
  46. 46. • Learn from doing: Reading a book about tennis will not make you Andre Agassi !
  47. 47. Q&A