Negotiation Skills

1. Negotiation Skills
Deutsche Bank
Robert Anderson
McDonald Anderson

2. Definition
Negotiation is…
the process of back-and-forth communication between
parties aimed at reaching agreement where some needs are
shared and some are opposed
McDonald Anderson

3. Workshop Objectives
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Identify five negotiating styles and know when to use them
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Distinguish between competitive and collaborative strategies
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Use a five-step approach to plan and conduct a collaborative
negotiation
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Use listening techniques to promote cooperation, resolve
conflicts and for creative problem solving
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Handle situations where other sides refuses to negotiate or
creates obstacles to mutual understanding

Gain greater confidence in your ability to negotiate
McDonald Anderson

4. Agenda
AM
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PM
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Introduction
Benchmark Negotiation
Styles of Negotiation
Negotiation Steps
Communication Techniques
Listening for Needs
Difficult Negotiations
Negotiation Phases
Summary & Wrap Up
McDonald Anderson

5. Guidelines
 Participate
 Be open
 Give feedback
 Respect confidentiality
 Smart phones off; step outside
 Have fun!
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6. Introductions
 Name/area
 Length of time at Deutsche Bank
 Types of negotiations you conduct:
Clients? Vendors? Colleagues?
Other?
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7. Benchmark Negotiation
A New Database for Research
Research
vs.
Technology
Plan negotiation:
Conduct negotiation:
Compete
Collaborate
10 minutes
5 minutes
5 minutes
McDonald Anderson

8. Concern for Your Needs
Negotiating Styles
Collaboration
Competition
Compromise
Avoidance
Accommodation
Concern for Other’s Needs
McDonald Anderson

9. Negotiating Styles: Pros & Cons
Pros
Cons
Avoiding
Stays away from conflict
Accommodating
Goes along with what the other side wants
Compromising
When is it okay to use?
Splits the difference so both sides gets part of what
they want
Competing
Tries to get it all
Collaborating
Tries to find the maximum gain for both sides
McDonald Anderson

10. Five Steps for Collaborative Negotiations
1. State positions
Your Position
Their Position
Needs
Needs
2. Identify Needs
3. Reframe (How can we meet the priority needs of both
sides?)
4. Discuss Options
5. Reach Agreement
BATNA
BATNA
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11. Identifying Needs
Position
Position
Underlying
Underlying
Needs
Needs
How can we satisfy the priorities and needs
for both A and B?
Reframe
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12. Needs, Reframe, Options
Practice
Alan (consultant)
Position
Jennifer (company employee)
“I will be available to answer questions by
telephone during the system installation.”
“I expect you to be on site to answer questions
during the four weeks of system installation.”
Needs
Reframe
Options
Directions:
1. List the needs of each negotiator.
2. Write a reframe.
3. List options that will help them meet needs. Be
creative: list as many as possible without judging
them.
4. Suggest a possible agreement that will meet the
needs of both negotiators.
Agreement
McDonald Anderson

13. Agenda
AM




PM





Introduction
Benchmark Negotiation
Styles of Negotiation
Negotiation Steps
Communication Techniques
Listening for Needs
Difficult Negotiations
Negotiation Phases
Summary & Wrap Up
McDonald Anderson

14. Communication Skills
1. Build common ground
2. Active Listening
We both want to make sure the project is successful.
We are both equally concerned about …
I really appreciate your work on …
Clearly, this is a high priority for both of us.
Building on the success of our last project…
Ask open-ended questions
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Tell me more about ...
What are your reasons for wanting that ... ?
From your point of view, what would make this work?
How do you see it from your perspective?
What are your concerns about ... ?
Restate what the other party shared
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You think ...
Your main priority is ...
You would prefer ...
You would feel a lot better if ....
You are not convinced that ...
3. Informing
My main priority is …
I think/feel/need …
What’s important to me is …
My concern is …
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15. Listening for Needs
Open-ended
questions
Active
Listening
Restatement
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16. Listening for Needs
Team Leader
Plan your:
 Position
 Needs
 Attacks
Team Member
10 minutes
Round 1: Team Leader — skilled
Team Member — unskilled
Round 2: Team Leader — unskilled
Team Member — skilled
McDonald Anderson

17. Dealing with Difficult Negotiators
Useful Questions
Why?
Why not?
What do you recommend?
What if?
What makes that fair?
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18. Assertive Model
Describe
The situation or behavior of the person
Express
Your strategic feelings about the situation
Specify
The behavior you would prefer from them
Inform
The positive or negative consequences
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19. Assertive Model
Describe
I noticed that …
Express
I feel…
Specify
I would prefer for you to…
Inform
If you do…
If you do not…
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20. Assertive Techniques
Stay calm
Listen
Repeat the request
Use fogging
Find a win-win solution
McDonald Anderson

21. Negotiation Phases
1. Opening
Key Elements
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Climate
Relationship
Getting down to business
2. Discussion
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Positions
Needs
Reframing
Options
Agreement
Implementing the agreement
3. Follow Up
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Monitoring
Returning to the table
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22. Action Plan
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