4. GENERAL
Negotiation is ...
• ... not capitulation (surrender),
• ... a process, not an outcome,
• ... communication that aims at
reaching agreement.
5. GENERAL
DEFINITION OF NEGOTIATION
… is a direct dialog with one or
more sides aimed at looking for
an agreement.
… is discussion for agreement.
7. GENERAL
Definitions:
– Positions: Stated aim of each side
– Needs: Essential human requirements at the
basis of all negotiations
– Interests: The needs each side must satisfy to
consider negotiation a success
8. CONCEPTS
• Normally we approach negotiation
positionally
• Positions reflect underlying
interests
• Skilled negotiators move from
positions to interests
• Interests reflect true goals
GENERAL
10. STARTING POINT
Position A
(solution that A
wants)
Position B
(solution that B
wants)
Issues Issues
(Topics/areas identified jointly by the sides to be discussed and negotiated)
Interests Interests
Different & competing
Interests
Different &
competing Interests
Common
Interests
Options
Mutually acceptable agreement
based on interests.
GENERAL
12. PRINCIPLES
OF NEGOTIATION
• Refrain from "win-lose“ solution
• Settlement based on principles
• Resolution of arguments with the
agreement of all sides
14. PREPARATION
• Where and with whom the negotiation is to be
held
• Agenda, be prepared to make adjustments
(isolate the real disputes from peripheral issues)
• If possible meet the party/ies separately before the meeting
• Consult experts if necessary and get advice
• Request the party/ies for a suitable time
• Appoint an assistant negotiator and a secretary
• Arrive at the negotiation in good manner
15. PREPARATION
• What do I want to achieve?
• What does my opponent want to achieve?
• In which matters do we share a common
interest?
• What is the minimum result I have to achieve
and how realistic is it?
• What authority I have, to bargain and decide?
Sufficient preparation saves you
from surprises....
16. ACCOMPLISHMENT
• Do not begin immediately, shake
hands, introduce yourself and team
• Exchange polite phrases
• Always accept refreshments if offered
• Try to make your opponent to begin-
start smoothly
17. ACCOMPLISHMENT
• Listening actively with understanding, even if
you do not agree with what is being said.
• Be alert and focused on the person speaking.
• Do not speak to your colleagues when the
other person is speaking.
18. ACCOMPLISHMENT
• Listen and restate in your own words what
another person is saying.
• Be open to hearing the perceptions and needs
of others, even if you disagree with what they are
saying.
• Shift the focus from positions to interests,
encouraging flexibility expressing something in a
different way.
19. ACCOMPLISHMENT
Emphatic Listening (Alert & focused)
Paraphrasing (for clarification)
Communicating openness (How would that
work if …)
Reframing (In other words, you want…)
Non-verbal communication (Body-Language)
Communication Techniques
20. ACCOMPLISHMENT
• Non-verbal acknowledgement that you are
willing to listen
• Non-verbal communication is culture specific
• Observe opponents’ (& yours) body language
Communication Techniques
21. MOST OF COMMUNICATION IS NON-VERBAL
BODY LANGUAGE
Observe body language, it’s
always useful
23. •Body language as important as what is being said
•Words can hide true feelings - body language is
difficult to hide
•We must become masters of controlling our own
body language
BODY LANGUAGE
25. BODY LANGUAGE
1. Close Intimate Zone: 0 - 25 cm.
2. Intimate Zone: 25 - 45 cm.
3. Personal Zone: 45 - 120 cm.
4. Social Zone: 120 - 360 cm.
5. Public Zone: 360 cm. - …
Ref.: Anthropologist Edward T. Hall’s research in American Society.
26. EYE CONTACT
• Eyes are the “windows of the soul”
• Pupils are indicators of mood changes
• Eye contact is a key to honesty
41. ACCOMPLISHMENT
• Talk to leader
• Carefully remind your opponent about
agreements, earlier statements by the
counter part etc.
42. ACCOMPLISHMENT
• Do not give any promises. Be impartial
and correct
• Remember abilities and limitations of
your organization
43. CLOSING
• Close the negotiation by repeating
what have been agreed
• Leave the “open door”
• Request points of the meeting
44. CLOSING
• Request another time for renewed
negotiation
• Set the time and place for continued
negotiation
• Do not forget the closing polite
phrases etc.
45. AN EFFECTIVE
NEGOTIATOR
• Is an effective listener
• “Firm and flexible”
• Separates personalities from the
problems
• Identifies and overcomes assumptions
• Looks for solutions to the “big picture”
46. AN EFFECTIVE
NEGOTIATOR
• Considers facts not presumptions
• Commits the necessary time to the
process
• Commits to an outcome which is
mutually acceptable
• Is imaginative in finding solutions
47. DIFFICULT
NEGOTIATIONS
• Follow your own line, do not react point-
to-point to their arguments
• Ignore all threats, do not take it
personally
• Speak quieter and slower
48. DIFFICULT
NEGOTIATIONS
• Listen to what they say & try to identify their
real needs/wants
• Paraphrase their interests not their points
• Take a break & refreshments
Self control is a basic
requirement....
49. PRIMARY
NEGOTIATOR
The person who conducts the main
negotiation;
– Develops the dialog, conducting it in
accordance with the plans,
– Is the primary person responsible for
establishing a positive relationship with
the other side,
– Utilizes body language to maximum effect
and is focussed to the affect his language
is having on the other side,
50. –Must use communication skills to
maximum effect in order to gather as
much information as possible,
–Makes the offers and counter-offers,
–Must be prepared as a negotiation
tactic.
PRIMARY
NEGOTIATOR
51. SECONDARY
NEGOTIATOR
The person who acts as backup for the
primary negotiator and fulfils secondary
roles;
–Conducts active listening free of
distraction listens for key interests that
may be missed by primary negotiator,
–Tries to ensure that current negotiation
plan is workable,
52. SECONDARY
NEGOTIATOR
–Passes information during the dialog to
the primary negotiator,
–Observes the body language of both
teams,
–Takes notes about the body language
associated with moments of importance
in the negotiation.
53. NOTE-TAKER
The person who takes notes about what has
been said (main points only);
– Prior to beginning of negotiation, his job
should be explained to the other side,
– He may be required to show his notes to
the other side at the end of the negotiation,
– Records key issues,
54. NOTE-TAKER
– Monitors conversation for interests of
the other party and brings those
interests to the attention of the primary
negotiator,
– If necessary, prepares the agreement
to be signed,
– Prepares a summary (as background
for future negotiations).
55. EXPERT/TECHNICIAN
• Depending on the subject, it may be
important to have a subject matter expert
on the team (engineer, lawyer or similar),
• The expert/technician also has to know
the plan for the negotiations so that
he/she can be prepared.
56. • Preparation is the key,
• Use initiative (Try & produce creative solutions),
• Don’t Make Promises,
• Be in Control, Use Self-Restraint,
• Don’t Lie,
• Finish on a Positive Note,
• Record Results.
OVER ALL …
57. “Redlights” “Greenlights”
No preparations Have an agenda or a list
Always identify who is who
No introduction
Wrong approach
Friendly approach
No warm-up
Make eye contact
Don’t make promises
beyond your competence
No notes
Based on precise
recordings
OVER ALL …
