Enhancing Worker Digital Experience: A Hands-on Workshop for Partners
Negotiation
1. Negotiating
“Negotiating is the art of
reaching an agreement by
resolving differences
through creativity”
2. Negotiating
Process
S t y le
Outcome
Principles
3. Style
„ Style is a
continuum
between two
styles:
ƒ Quick
ƒ Deliberate
ƒ Middle is
compromise
4. Quick Style
„ Negotiate in a hurry
„ Use when you won’t negotiate with
these people again
„ Get the best deal without regard to
the other side’s “win”
5. Deliberate Style
„ Use when long term
relationship likely
„ Involves
cooperation and
relationship
building to reach
agreement
„ Needs much prep,
hard work
„ May move in fits
and starts
6. Outcomes
„ Realistic
ƒ Both sides satisfied, win/win situation
ƒ Usually results from deliberate style
„ Acceptable
ƒ Likely to result from quick style
ƒ Something is better than nothing
ƒ Always ask for a better deal
„ Worst
ƒ When you’re too stubborn to be flexible
ƒ Usually from quick style
7. Outcomes
„ Predetermine the outcomes before
you start negotiations, you have a
better chance of getting a better
result
„ “Think carefully, think creatively,
and think ahead”
8. Principles
„ There are no rules
ƒ Establish an agenda
„ Everything is
negotiable
„ Ask for a better
deal
„ Be creative
„ Learn to say “NO”
yourself
9. Are you a Motivated
Negotiator?
„ Enthusiasm „ Social Skills
ƒ Confidence ƒ Enjoy people
ƒ Engaged ƒ Interest in others
„ Recognition „ Teamwork
ƒ Accomplishment ƒ Better as a team
ƒ Pat on the back ƒ Self-control
„ Integrity „ Creativity
ƒ No trickery ƒ Always looking for
ƒ Trustworthiness ways to complete
the deal
11. Investigate
„ What do you want?
„ What does the
other side need?
„ Decide on style
„ What are the
consequences of
each choice.
12. Presentation
„ Prepare other
side’s case
„ Present the
reasons for your
side better
„ Planning sheet
ƒ Issues involved
ƒ Realistic, possible,
worst
13. “The” Presentation
„ Creative title „ Don’t give
„ Reduce to “must concessions just
know” items to keep things
„ Keywords going
„ Make note of
„ Mini-speeches
concerns and
around keywords
keep going
„ Visuals
14. Bargaining
„ When in doubt,
ask questions!
„ Open questions
„ Reflective
questions
„ Tactics
15. Tactics
„ Use ƒ “You go first”
ƒ Walk out ƒ Bad environment
„ Don’t use ƒ Defer to higher
authority
ƒ Emotional outburst
ƒ Not willing to make
ƒ Argue special case
any changes
ƒ Pretend ignorance
ƒ Silence
ƒ Play for time
ƒ Good guy/bad buy
ƒ Nibble and retreat
16. Agreement
„ Arrangements should be neutral
and comfortable
„ Pay attention to what others say
„ Screen out all visual distractions
„ Ask open ended questions
„ Listen to responses
„ Proactive vs. reactive behavior
17. A Good Negotiator
Is..
„ Creative
„ Versatile
„ Motivated
„ Has the ability
to walk away
