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The Skilled Negotiator


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The Skilled Negotiator

  1. 1. Lisa Chow Contracts, Procurement, and Negotiation for Project Managers NYU Fall 2014
  2. 2. Be versatile
  3. 3. Assess interests, concerns, and emotions prior to and during negotiation
  4. 4. Set an agenda • Setting an agenda is a negotiation in and of itself. • Process guidelines include: – Who will start – Order of topics to be addressed – Time to be allocated to each topic – Issues that should not be addressed during the negotiation
  5. 5. Identify primary claims
  6. 6. Try all possible options
  7. 7. Find out your negotiation styles
  8. 8. Prioritize and negotiate issues
  9. 9. Persuasion strategies • Framing • ACE Model – Appropriateness – Consistency – Effectiveness
  10. 10. Losing or Saving Face • Face - “the positive social value a person effectively claims for himself [or herself] by the line others assume he [or she] has taken during a particular encounter.” • Whenever possible, negotiators should try to maintain the other side’s face. • The fear of losing face can be used as a strategy – can be risky.
  11. 11. Power is negotiable • Static indicators of power: rank, gender, age, reputation, status, intelligence, reputation, appearance, physical size • Respect > authority • Perception of power • Credibility • Use the power of who you know
  12. 12. Dealing with deception
  13. 13. In general, skilled negotiators are… • More observant • More versatile • Confident but not arrogant • Life-long learners • Experimenters
  14. 14. “In business and in life, you don’t get what you deserve, you get what you negotiate.” - Chester L. Karrass