Win win negotiation techniques

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Win win negotiation techniques

  1. 1. Win-Win Negotiation Techniques José E. Rodríguez Huerta (@jrhuerta)
  2. 2. What?• WIN-WIN NEGOTIATION style• 5 ESSENTIAL traits OF WIN-WIN NEGOTIATORS• A WIN-WIN NEGOTIATION• Fit with THE REST OF THE WORLD• DIRTY TRICKS: BEING PREPARED
  3. 3. What is a negotiatioN?
  4. 4. Who negotiates?
  5. 5. How we think about negotiations
  6. 6. POSSIBLE OUTCOMESWIN – LOSEPARTIAL WIN/LOSELOSE - LOSEWIN - WIN
  7. 7. So… What’s different? Let’s find out!!!
  8. 8. The $1000 Game• You don’t know each other• I will give a prize of $1000 to each of the first two people who can persuade the person sitting opposite to get up come around the , table, and stand behind his or her chair
  9. 9. The $1000 Game THINK FAST!!You have 30 seconds
  10. 10. The $1000 GameWhat was your first instinct?
  11. 11. DECIDED NOT TO PLAY
  12. 12. Option 1This is the approach of the Avoider• Avoids confrontation, controversy and tense or stressful situations• Avoids discussion of issues or concerns• Avoids situations with “winners” and “losers”• Puts off negotiation when possibleCan be (surprisingly) very difficult to Negotiate against
  13. 13. Run over and stand behind the chair of the person oppositeyou, trusting that she will give you a fair share of the $1000
  14. 14. Option 2 This is the approach of the Accommodator• focuses on preserving the relation• Resolves conflict by solving the other party’s problem• Helps at his own expense• Tries to win approval• Follows the other party’s lead• Emphasizes areas of agreement
  15. 15. Yell to the person sitting across from you that he should run over and get behind your chair and that you’ll share the money with him if he does
  16. 16. Option 3 This is the approach of the competitor• self interest and winning even at the other party’s expense• Uses power to effect a more favorable outcome• Exploits weaknesses• Wears down the other side until it gives in• May use threats, manipulation, dishonesty and hardball
  17. 17. If the person across from you is offering you $500 to stand behind her chair, take the deal(even if you made the same offer to him/her)
  18. 18. Option 4 This is the approach of the compromiser• Favors fair and balanced• “Splits the difference”• qui pro quo• Seeks solutions in the middle
  19. 19. Suggest to the person opposite you that you BOTH get up and stand behind each other’s chair, so you BOTH get $1000
  20. 20. Option 5 This is the approach of the Collaborator• optimal and mutual interests• Deals openly• Communicates effectively• Builds trust• Listens• Exchanges ideas AND information• Seeks creative solutions• Creates value
  21. 21. Negotiation styles Most people use a combination of these styles. be aware of your default styleBe aware of your counterparts style Learn to adapt
  22. 22. Dsitribution ofnegotiation styles
  23. 23. Which traits do successful negotiators share?
  24. 24. 5 ESSENTIAL TRAITS
  25. 25. ASK QUESTIONS
  26. 26. Why ASK QUESTIONS?• Build rapport• Gain thinking time• Control the discussion• Clarify understanding• Persuade• Gather information• Focus on common ground and solidify the progress
  27. 27. Listen actively
  28. 28. Why Listen actively?• Detect and focus on flag words• Encourage the• Paraphrase to clarify
  29. 29. EMPATHISE
  30. 30. Why EMPATHISE?• Show empathy• Recognize your counterpart’s emotional state
  31. 31. Consider And Explain
  32. 32. Why Consider And Explain?• Inmediate rejection is insulting• Build a base from which to build from• Prepare
  33. 33. PREPARE• Less chance of getting surprised• Reduce risk of deadlock• Greater flexibility• Fixed point vs range
  34. 34. Think Creatively
  35. 35. Think Creatively• Identify currencies• Identify interests• Generate options• Recognize patterns so you can know when to break them
  36. 36. Let’S SEE AN EXAMPLE!!
  37. 37. CLASSIC SOLUTIONS JENNY CUTS, Jack CHOSES 50% 50%
  38. 38. ClassIc solutions No orange 0%
  39. 39. UNI-dimentional solution space
  40. 40. win-win solution Focus on InterestsGIVE JACK THE JUICE, JENNY THE PEALS 100% 100%
  41. 41. Multi-dimentionalsatisfaction space
  42. 42. John NASH (a beautiful mind) FIRST PAPERWithout coopeartion competition leads to non optimal equilibrium (also known as NASH’s equilibrium)
  43. 43. Adam SmithCompetition in a free market LEADS to the best possible results
  44. 44. John NASH (a beautiful mind) second PAPERWith coopeartion negotiators can find a fair and efficient solution by maximizing the utility product (“UTILITY PRODUCT MAXIMIZATION ALGORITHM”)
  45. 45. UNSOLVED PROBLEMSAlthough we know THIS for more than half a century now The greatesT problem , in negotiations and game theory continues to be unsolved.
  46. 46. HOW TO GET FROM COMPetITION
  47. 47. TO COLLABORATION
  48. 48. THE NEGOTIATOR’s DILEMMA RULES: FORM GROUPS OF 3 PEOPLE 1 OBSERVER AND 2 PLAYERS 2 cards each PLAYER (CREATE VALUE/CLAIM VALUE) MORE POINTS WINS OBSERVER TAKES NOTES
  49. 49. THE NEGOTIATOR’s DILEMMA RULES: CREATE/CREATE = 5pts/5PTSCREATE/CLAIM = -10PTS/10PTS CLAIM/CLAIM = -5PTS/-5PTS
  50. 50. THE NEGOTIATOR’s DILEMMA FIRST 4 ROUNDS NO TALKING!!!
  51. 51. THE NEGOTIATOR’s DILEMMA HOW DID IT GO?
  52. 52. THE NEGOTIATOR’s DILEMMA SECOND 4 ROUNDS YOU CAN TALK!
  53. 53. THE NEGOTIATOR’s DILEMMA SECOND 4 ROUNDSWHAT HAPPENED THIS TIME?
  54. 54. THE NEGOTIATOR’s DILEMMA LAST 2 ROUNDS POINTS x2
  55. 55. WHERE THERE ANYDOMINANT STRATEGIES?
  56. 56. DIRTY TRICKS:DO WE NEED THEM?
  57. 57. THE FLINCH
  58. 58. RELUCTANCE
  59. 59. The squeeze
  60. 60. Good guy bad guy
  61. 61. The competition
  62. 62. AUTHORITY LIMITS
  63. 63. AUTHORITY LIMITS
  64. 64. Rolling concessions
  65. 65. THANK YOUfor PARTICIPATING! @jrhuerta

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