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Honing Your Workplace Negotiation Skills


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(Co-presented with Jack Molisani) Negotiation. Just saying the word makes many people quake in terror or withdraw in discomfort because it feels adversarial to them. But, change the word to collaboration and people smile and lean in to hear more. And yet, that is what negotiation really is-collaborative problemsolving. You have something someone else needs and they have something you need. Identifying how each person can get their needs
met in a way that satisfies both parties is the core of what negotiation is all about. In this energetic workshop, we will change the way you look at negotiation, give you some tools that you can use immediately, and opportunities to practice your new skills.

At this workshop, you will gain the following:
• Understanding of how to negotiate and when
• Techniques for effectively negotiating
• Practice in these types of negotiations:
-- Salary
-- Vendor
-- Client

Published in: Business
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Honing Your Workplace Negotiation Skills

  1. 1. @kitcomgenesis #LavaCon Honing Your Workplace Negotiation Skills Jack Molisani, ProSpring Technical Staffing Kit Brown-Hoekstra, Comgenesis, LLC @jackmolisani #LavaCon
  2. 2. About the Speakers @kitcomgenesis #LavaCon@jackmolisani #LavaCon • President, ProSpring Technical Staffing • Executive Director, Lavacon • STC Fellow • Author, Be the Captain of Your Career • Former Air Force Officer • 30+ years of experience • Background in computer forensics • Foodie and awesome cook • Principal, Comgenesis, LLC • STC Fellow and Immediate Past President • Co-author of book on managing virtual teams • 25+ years of experience • Background in life sciences and localization • Blog: • Traveler, animal lover, outdoors enthusiast
  3. 3. About You • Favorite quote (movie, book, etc.)? • What type of negotiation do you engage in most frequently at work? • What is one thing you want to learn during the workshop? • How do you feel when you think about negotiation? @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  4. 4. Agenda Time Topic 800 – 815 Introductions 815 – 830 Definitions 830 – 1000 Do Your Research • Position vs Interest • Options • BATNA • Objective Standards 1000 – 1015 BREAK 1015 – 1030 Discussion 1030 – 1100 Package the Proposal 1100-1145 Ready, Set, Negotiate 1145-1200 Wrap-Up @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  5. 5. Latin negotiatio < Latin negotiatio (“the carrying on of business, a wholesale business”) < negotiari (“to carry on business”)
  6. 6. • To attempt to come to an agreement on something through discussion and compromise ( • The process of achieving agreement through discussion ( • Conferring, discussing, or bargaining to reach agreement (Websters)
  7. 7. Negotiation is the art of giving up as little of what you have in order to get what you want. --From Getting to Yes: Negotiating Agreement without Giving In
  8. 8. @kitcomgenesis #LavaCon Collaborative Problem-Solving @jackmolisani #LavaCon
  9. 9. Principled Negotiation Aspect Actions People Separate people from the problem Interests Focus on interests, not positions Options Invent multiple options looking for mutual gains before deciding what to do Criteria Insist that the result be based on some objective standard @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  10. 10. Basics • One negotiates to get to a common agreement • Either Win-Win or Lose-Lose – A sale: The buyer got the product (or service) they wanted at a price they could afford, the seller still made a profit – A war: Split the territory in dispute. Neither side is happy, but it’s better than fighting
  11. 11. Criteria for Successful Negotiation • Wise Agreement – Conflicts resolved – Fair – Durable – Community interests considered • Efficient • Improved (or at least no harm to) relationship
  12. 12. Find Your People & Negotiate with Them
  13. 13. @kitcomgenesis #LavaCon@jackmolisani #LavaCon Image: jscreationzs / Look for Areas of Agreement
  14. 14. @kitcomgenesis #LavaCon@jackmolisani #LavaCon Do Your Research
  15. 15. Do Your Research • Do your homework • Find out what the going rate is on the market (buying or selling) • Set your success criteria: what’s great, what’s acceptable, when to walk away • Build rapport
  16. 16. How Big Is Your Pie? @kitcomgenesis #LavaCon@jackmolisani #LavaCon Photo:
  17. 17. Is It the Right Pie? @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  18. 18. Size of the Pie Net Benefit minus the share each party could achieve on their own = size of pie Example Net Benefit = $100 Party A = $15 Party B = $45 $40 @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  19. 19. Can You Make the Pie Bigger? @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  20. 20. Do You Have the Right Ingredients? @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  21. 21. Does Everyone Want the Same Parts? @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  22. 22. Positions 2009 Copenhagen, Jack Challem
  23. 23. Interests @kitcomgenesis #LavaCon@jackmolisani #LavaCon Maslow’s Hierarchy of Needs
  24. 24. @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  25. 25. How Do We Reframe the Questions? Original 1. How do we cut costs? 2. How do we fix the communication issues? 3. How do we make customer- focused decisions? 4. We don’t have enough time to do our work. 5. We’re presenting it wrong. Appreciative 1. How do we build efficient systems? 2. How do we facilitate communication? 3. How can we create success for our customers? 4. We want to create a flexible, agile work environment. 5. We can create great presentations.
  26. 26. Exercise
  27. 27. @kitcomgenesis #LavaCon@jackmolisani #LavaCon Photo: Develop Multiple Paths & Options
  28. 28. @kitcomgenesis #LavaCon@jackmolisani #LavaCon The Lesson of the Kobeyashi Maru
  29. 29. BATNA Best Alternative To Negotiated Agreement @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  30. 30. BREAK 30
  31. 31. Use Objective Standards @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  32. 32. @kitcomgenesis #LavaCon@jackmolisani #LavaCon Discussion
  33. 33. @kitcomgenesis #LavaCon Packaging @jackmolisani #LavaCon
  34. 34. Negotiating: Give and Take • Most people consider making and receiving concessions as part of the negotiation process • Some people would rather say, “Just give me your best offer” and take it or leave it. • But most people expect you to give up something, or they won’t feel you are negotiating in good faith.
  35. 35. Negotiating: Give and Take • So add things to your “wish list” that you are willing to negotiate away. • That way you can make concessions while still preserving what’s important to you. • What do you think would happen if you asked for only the exact things you want? • Plus, they might just say “OK” and give you everything you asked for!
  36. 36. Keep Your Options Open • Part of your homework can include getting bids/offers/estimates from other parties • You can then say, “XYZ offered me _____, can you match that?” • That can be used as a good closing technique. • It is easy to walk away from a negotiation if you have a better offer elsewhere.
  37. 37. @kitcomgenesis #LavaCon@jackmolisani #LavaCon Discussion
  38. 38. Ready, Set, Negotiate @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  39. 39. Opening Offers: Theirs • When possible, let the other side make the opening offer. • That is the first insight you get into what they have in mind as a fair price. • This lets you know if the deal is even worth pursuing.
  40. 40. Opening Offers: Theirs • Warning: People who try to talk you down to some ridiculous price saying “you’ll make it up in volume” or “I can pay you more on the next job” are not Your People!
  41. 41. Opening Offers: Yours • There will be times when you will have to make the opening offer, such as stating your bill rate or salary expectations in an interview. • I have a rule of thumb: The better the interview went, the higher the number I quote when they ask for my bill rate.
  42. 42. Opening Offers: Yours • However, I always add a qualifier in case I needed to backpedal. • I say, “My normal bill rate is $xx/hr…” and then watch their reaction.
  43. 43. Opening Offers: Yours • If they accept my rate without hesitation, I make a mental note to raise my rates! • But if they react negatively, I can quickly add, “…but I’m flexible given that this is a long-term contract [given the state of the economy, etc.].”
  44. 44. Opening Offers: Yours • If they react negatively and I have to backpedal, I also add, “What bill rate did you have in mind…?” • I have found that even when people say they didn’t have a bill rate in mind, they really did. They just didn’t want to tell me until they heard what I was going to say first.
  45. 45. Opening Offers: Yours • Perhaps the number with which you opened was out of range for a Technical Writer but might be in range for a Senior Technical Writer. • In that case you are now negotiating seniority and title, not just salary!
  46. 46. Handling Objections • Be able to defend your numbers: – What value do you add? – Have you saved your company money? – Have you made your company money? – Increased customer satisfaction? – Why should a company pay you what you want? – The employer’s viewpoint: WIIFM?
  47. 47. • Negotiation is the art of giving up as little of what you have in order to get what you want. • Take time to build rapport with the other party. • Decide before you start what you want, what you are willing to give up, and when to walk away. Ready, Set, Negotiate
  48. 48. • When possible let the other party make the opening offer. • Be able to defend your numbers and estimates. • When possible, negotiate project scope, not your bill rate. • Go for a Win-Win agreement. Ready, Set, Negotiate
  49. 49. • Remember to ask questions in a negotiations (including interviews). • You cannot address their concerns unless you know what they are. • Find and negotiate with Your People. Ready, Set, Negotiate
  50. 50. Exercise
  51. 51. Resources • Campbell, Chellie. 2006 Zero to Zillionaire: 8 Foolproof Steps to Financial Peace of Mind. ISBN-13: 978-1402206191 • Fisher, R and Ury, W. 2011. Getting to Yes: Negotiating Agreement without Giving In. New York: Penguin Press. ISBN: 978-0-14-311875-6 • Reilly, Leo. 1997 How to Outnegotiate Anyone. ASIN: B005N9G5CK • • history-opm/400835/ • • • Coursera course on negotiation: • effectiveness/ @kitcomgenesis #LavaCon@jackmolisani #LavaCon
  52. 52. Contact Info @kitcomgenesis #LavaCon@jackmolisani #LavaCon • • • • Twitter: @JackMolisani • • • Blog: • Twitter: @kitcomgenesis