Negotation Moves, Turns, and Planning for Implementation
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http://www.43folderstech.net - Prepared from the Lewicki "Negotiation" 6th edition. This presentation describes the major points in sections three, and includes an additional highlight of negotiating with an implementation mindset.
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Negotation Moves, Turns, and Planning for Implementation
- 2. In negotiations the game is never just about the logic.
- 3. In a negotiation the one thing you should always expect … is the unexpected.
- 4. Challenging Your Competence Demeaning Your Ideas Criticizing Your Style Making Threats Appealing to Sympathy / Flattery
- 5. How do we respond? Reacting defensively or ignoring the issue are both instinctive – and ineffective.
- 7. Interrupt the Move Name the Move Question the Conclusion Correct the Position Divert back to the focus
- 8. Restorative Turns work to regain power Participative Turns attempt to establish equity
- 9. Never negotiate with an empty suit … they usually have empty pockets too!
- 10. Bring the real power in Assume it won’t be an issue Boundary definitions External experts and agreements Support the sell And if all else fails ….
- 11. Throw a tantrum!
- 12. Concessions are not birds. No matter how much you loved them, they will never come back. Unless you make them.
- 13. Label Them Demand Reciprocity Add Contingencies Offer Installments
- 14. Remember, you have the ability to shift the balance.
- 16. Deals that look great on paper … but never materialize into effective, value-creating endeavors.
- 17. Contracts are just the beginning of value creation The real challenge is in designing a deal that works in practice • Mergers and acquisitions • outsourcing contracts • Internal projects
- 18. • Focused on agreement only, not business impact • Focused on squeezing out the best deal • Focus on winning outweighs cost of signing a deal that will not work in practice • Focus on concessions instead of deal volume
- 19. Five Approaches: • Start with the End in Mind • Help them prepare too • Treat alignment as a shared responsibility • Send one message • Manage negotiation like a business process
- 20. Imagine the deal 12 months out : • Is the deal working? • What has gone wrong? • What else is missing to accomplish your objectives?
- 21. The product of negotiation isn't a document, but the value produced! If signing the document is your goal, you will fall short of a winning deal.