Effective Negotiations
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How to prepare for winning negotiations and some pitfalls to avoid. Simple and concise - this presentation required a ton of handout material and subsequent question and answer periods.
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Negotiation
Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.
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Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
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The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
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The document discusses various soft skills that are important for career success such as communication skills, teamwork, leadership, stress management and more. It defines soft skills as personality traits, attitudes and behaviors rather than technical or formal knowledge. Effective communication skills are emphasized as the cornerstone of soft skills, including both verbal and written communication abilities as well as body language awareness. The document stresses the importance of soft skills for handling interpersonal relationships, decision making, and professional development.
Negotiation skills
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
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Effective Negotiations
- 1. Effective Negotiations Planning for Successful Outcomes
- 2. Negotiation The process of reaching a mutually acceptable agreement.
- 3. Determiners of Success Proper Preparation.
- 4. Clarify Interests Positions Issues Motivators Yours & Theirs clear
- 5. Planning Who should go? Who has authority? Is the agenda clear? Are our goals defined? Information to/not to disclose?
- 6. BATNA Best Alternative To a Negotiated Agreement What you would most prefer to do if you and the other party are not able to reach a deal. Can I make do with a normal commode?
- 7. Create Options Options & Ideas Viable? Add Value? Satisfy Interests?
- 9. Measure Success How will we know if we were successful?
- 10. Tips & Tools
- 11. Keep Emotions Out! “ Keep those with emotional ties to the outcome out of the negotiation. With proper planning a negotiator will know the BATNA anyways… “
- 12. Don’t Let Time Run You
- 13. Be here now. Not somewhere else.
- 15. Traps to Avoid. Keep Biases at Home – The “other side” is not the enemy.
- 16. Traps to Avoid. Confusing the deal with the relationship.
- 17. Traps to Avoid. Reluctance to propose ideas when at an impasse.
- 18. Traps to Avoid. Lack of clarity on dealing with surprises the ink has dried. before
- 19. Traps to Avoid. He said “yes”, but does he really mean “no”? ? Why won’t he look me in the eyes? He said “no”, but does he really mean “yes”? When does “no” mean “no”? Cultural Differences.
- 20. Effective Negotiations Excellent Resources “Negotiate This!” – Herb Cohen “The Art of Possibility” – Ben Zanders “Getting to Yes” – Roger Fisher and William L. Ury
- 21. ?
- 22. 411 I am a supply chain professional with global experience in logistics, procurement, LEAN and warehouse management. I also enjoy designing and presenting world class, memorable presentations that my audience will never forget. These slides are just a sample of what I do. Let me know if I can help you out. If you are in the Calgary, Canada or Hiroshima, Japan areas let me know and let me show you how you can create your own story!! 日本語も話せます。 Brent Hughes ブレント ヒューズ P: +1.403.988.6305 http://ca.linkedin.com/in/brenthughes
Editor's Notes
- Deal breakers?A toilet is still a toilet…