The document discusses effective negotiating strategies. It recommends using principled negotiation, which involves separating people from problems, focusing on interests rather than positions, generating options before deciding, and basing agreements on objective standards. It also discusses common negotiating mistakes made by women, such as not recognizing opportunities to negotiate, difficulty saying no, and negotiating less for themselves. Effective negotiation involves preparation, understanding the process, focusing on objective criteria, and using one's strengths sincerely.
Persuading, influencing and negotiating skillsMohammed Gamal
These skills are important in many jobs, especially areas such as marketing, sales, advertising and buying, but are also valuable in everyday life. You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Stick to Your Guns in Negotiations".
This is a one-day negotiation training that I recently presented to Qwest Communications in Denver, over a two-day period (50 people is the maximum number that exercise-based negotiation training can be effective)
Persuading, influencing and negotiating skillsMohammed Gamal
These skills are important in many jobs, especially areas such as marketing, sales, advertising and buying, but are also valuable in everyday life. You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Stick to Your Guns in Negotiations".
This is a one-day negotiation training that I recently presented to Qwest Communications in Denver, over a two-day period (50 people is the maximum number that exercise-based negotiation training can be effective)
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
Why should you get none of what you want when you can get most of what you want? There is no skill more fundamental to success than the ability to negotiate.
Whether you are negotiating with venture capitalists or for a promotion, negotiation skills are vital to get more of what you want by giving up less than what you want. You will leave this talk with specific operational advice to immediately improve the quality of your professional life.
Learn more about:
» Emotionally connect with opponents for better outcomes for all parties.
» Understand the limits of BATNA as a negotiating technique.
» Transform negotiations from fixed to variable sum gains.
This presentation had been used internally in a Lunch & Learn session at KMS Technology which is one of the types of knowledge sharing at KMS Technology Vietnam (www.kms-technology.com)
Tips on how to approach the process of negotiating with an emphasis on being rational, kind and even tempered. With so many ways to be led astray by ego and emotions during negotiations, this template helps us remember what is important and how to stay cool and focused.
This slide deck is based on the concepts in a great book by William Ury called Getting Past No. If these slides pique your interest, I suggest reading the book; it is well worth your time.
Getting to Yes! Negotiating Agreement Without Giving In - Summary - MemoJustin Fenwick
"Separate the people from the problem."
Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation," finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators.
"Focus on interests, not positions."
"Invent options for mutual gain."
"Insist on using objective criteria."
"Know your BATNA (Best Alternative To Negotiated Agreement)"
Part of the CIBC Presents Entrpreneurship 101 lecture series. For more information including a session webcast, visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/negotiations-11052008.html
The art of effective negotiation; how to build lasting agreements without becoming either a bully or a wimp. The art of negotiation touches every aspect of our lives -- we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business -- we negotiate with our customers, our suppliers and our investors. This lecture, \"Negotiation for Fun and Profit,\" is given by Michael Erdle, managing partner of Deeth Williams Wall. Michael is a specialist in mediation and arbitration and gives a thorough grounding in the basics of negotiating skills.
Case studies focus on issues situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
Negotiations: Separate the People from the ProblemJohn Cousins
This slide deck is based on Chapter 2 of the the great book Getting to Yes: Separate the People from the Problem. Fun images help illustrate the insightful points made throughout this chapter.
Whenever people work together on things of importance, there will be disagreements and conflict. Understanding conflicts and how to work them out is a key responsibility of professionals and leaders. When handled well, conflicts can improve relationships, solve difficult problems, and influence change in organizations.
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
Why should you get none of what you want when you can get most of what you want? There is no skill more fundamental to success than the ability to negotiate.
Whether you are negotiating with venture capitalists or for a promotion, negotiation skills are vital to get more of what you want by giving up less than what you want. You will leave this talk with specific operational advice to immediately improve the quality of your professional life.
Learn more about:
» Emotionally connect with opponents for better outcomes for all parties.
» Understand the limits of BATNA as a negotiating technique.
» Transform negotiations from fixed to variable sum gains.
This presentation had been used internally in a Lunch & Learn session at KMS Technology which is one of the types of knowledge sharing at KMS Technology Vietnam (www.kms-technology.com)
Tips on how to approach the process of negotiating with an emphasis on being rational, kind and even tempered. With so many ways to be led astray by ego and emotions during negotiations, this template helps us remember what is important and how to stay cool and focused.
This slide deck is based on the concepts in a great book by William Ury called Getting Past No. If these slides pique your interest, I suggest reading the book; it is well worth your time.
Getting to Yes! Negotiating Agreement Without Giving In - Summary - MemoJustin Fenwick
"Separate the people from the problem."
Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation," finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators.
"Focus on interests, not positions."
"Invent options for mutual gain."
"Insist on using objective criteria."
"Know your BATNA (Best Alternative To Negotiated Agreement)"
Part of the CIBC Presents Entrpreneurship 101 lecture series. For more information including a session webcast, visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/negotiations-11052008.html
The art of effective negotiation; how to build lasting agreements without becoming either a bully or a wimp. The art of negotiation touches every aspect of our lives -- we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business -- we negotiate with our customers, our suppliers and our investors. This lecture, \"Negotiation for Fun and Profit,\" is given by Michael Erdle, managing partner of Deeth Williams Wall. Michael is a specialist in mediation and arbitration and gives a thorough grounding in the basics of negotiating skills.
Case studies focus on issues situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
Negotiations: Separate the People from the ProblemJohn Cousins
This slide deck is based on Chapter 2 of the the great book Getting to Yes: Separate the People from the Problem. Fun images help illustrate the insightful points made throughout this chapter.
Whenever people work together on things of importance, there will be disagreements and conflict. Understanding conflicts and how to work them out is a key responsibility of professionals and leaders. When handled well, conflicts can improve relationships, solve difficult problems, and influence change in organizations.
Getting To Yes Negotiating Agreement Without Giving In B.docxgreg1eden90113
Getting To Yes
Negotiating Agreement Without Giving In
By Roger Fisher and William Ury
I. Don’t Bargain Over Positions
• Any method of negotiation may be fairly judged by three criteria:
o It should produce a wise agreement if agreement is possible
o It should be efficient
o And it should not damage the relationship between the parties
• A wise agreement can be defined as one that meets the legitimate
interests of each side to the extent possible, resolves conflicting
interests fairly, is durable and takes community interests into account.
• Arguing over positions is inefficient
o Negotiators tend to lock themselves into their positions. The
more they clarify their position and defend it, the more
committed they are to it. Ego gets involved.
o The more they try to convince the other side of their position,
the more difficult it becomes to compromise.
o Negotiators start by taking an extreme position and taking small
concessions only to keep negotiating going. The same is true
for the other side.
o The more extreme the more drawn out the negotiation
• Being nice is no answer
o Pursuing a soft and friendly form of positional bargaining makes
you vulnerable to someone who plays a hard game of positional
bargaining.
o If your response to sustained, hard positional bargaining is soft
positional bargaining, you will probably lose your shirt.
• There is an alternative – principled negotiation can be boiled
down to four basic points:
o People – separate the people from the problem. The
participants should see themselves as working side by side,
attacking the problem, not each other
o Interests – focus on interests, not positions
o Options – Generate a variety of possibilities for mutual gain
before deciding what to do
o Criteria – Insist that the result be based on some objective
standard
Getting To Yes
Page 2 of 11
Getting To Yes
Page 2 of 11
Getting To Yes
Page 3 of 11
II. Separate the People from the Problem
• Negotiators are people first –
o You are dealing with human beings, not abstract representatives.
They have emotions, deeply held values, and different backgrounds
and viewpoints.
o Be sensitive to the people around you.
• Put yourself in their shoes –
o Seeing the situation as the other side sees it, is one of the most
important skills a negotiator can possess.
o If you want to influence them, you also need to understand
empathetically their point of view.
o Understanding their point of view is not the same as agreeing with
it.
• Address the other side’s concerns
o It is common in negotiation to treat as “unimportant” those
concerns of the other side perceived as not standing in the way of
an agreement.
o To the contrary, communicating loudly and convincingly things you
are willing to say that they would like to hear can be one of the
best investments you as a negotiator can make.
III. Focus on Interests, Not Positio.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
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1. Negotiating Wisely for a Positive Outcome
By Chelse Benham
“Character may almost be called the most effective means of persuasion.” –
Aristotle
Learning to negotiate is an empowering ability. Decisive and expedient
exchanges between people can be elevated to an art form when you acquire
persuasive negotiating skills. Effective negotiating enables you to shape
situations to ensure that your needs are satisfied. Once you master the art of
negotiating, you soon recognize that the only real limits to what you can achieve
are those you place on yourself.
“Power to persuade comes from coolly, dispassionately and methodically looking
at both sides. However, people who come across as too cold don’t persuade.
The key ingredient to good communicating is being sincere. Believe in what you
are saying and others will listen. Control how you say it and you’ll be able to
influence others,” said Theresa Norman, lecturer in the Department of History
and Philosophy at The University of Texas-Pan American.
“Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher,
William Ury and Bruce Patton advance a negotiating method that creates a win-
win situation. The authors identify three strategies of negotiating, however these
strategies are not all equal and some provoke unwise agreements in their wake.
According to the authors, there is “positional bargaining” that comes in two
flavors: soft or hard. These first two are very different from one another and often
lead to a “win-loose” situation where parties may feel unsatisfied upon the closing
of an agreement reached. This is especially true if one party approaches the
situation from a soft position whilst the other comes from it using hard positioning
techniques. The following items illustrate the differences between the two:
Soft Hard
Participants are friends. Participants are adversaries.
The goal is agreement. The goal is victory.
Participants make concessions to cultivate Participants demand concessions as
the relationship. a condition of the relationship.
The philosophy is to be soft on the people. The philosophy is to be hard on the
people.
Trust others. Distrust others.
Change your position easily. Dig into your position.
Make offers. Make threats.
Disclose your bottom line. Mislead as to your bottom line.
Accept one-sided losses to reach Demand one-sided gains as the
agreement. price of agreement.
Insist on agreement. Insist on your position.
2. Yield to pressure. Apply pressure.
Needless to say, soft and hard bargaining can be detrimental. Fisher, Ury and
Patton advise the use of “principled negotiating” as a productive means of
reaching a win-win solution in any negotiating situation.
The principled negotiating method was developed at the Harvard Negotiating
Project by Fisher and Ury. In essence, the method calls for negotiators to be
problem-solvers with a goal of reaching a wise agreement efficiently and
amicably. It has four basic points:
1. People: separate the people from the problem.
2. Interests: focus on interests, not positions.
3. Options: generate a variety of possibilities before deciding what to do.
4. Criteria: insist that the result be based on some objective standard.
Helpful explanations of these four foundations are found at
www.1000ventures.com
The first point recognizes that positions become identified with egos. The
negotiators need to work side-by-side and resolve issues together,
attacking the problem rather than each other.
The second point is meant to avoid focusing on stated positions. Looking
at the interests of the parties and their overall objectives, rather than at a
series of positions makes it easier to reach compromises.
The third point is aimed at avoiding decisions made under pressure or in
the presence of an adversarial negotiator. Such conditions tend to narrow
vision. Instead, negotiators from both sides should take time together to
think up a wide range of solutions that advance shared interests and/or
reconcile differing interests and then, later, jointly choose one.
The forth point has to do with situations in which the interests are directly
opposed to each other. In such situations, the parties should try to reach
results based on standards independent of each party. Some fair
standard and objective criteria such as market value, a national pay
scale, custom, law or expert opinion will serve this purpose.
Following the thought that not all negotiating styles are created equal, the same
can be said of the people negotiating. Specifically, women on average are less
adroit at negotiating than men. According to Juliet Nierenberg, president of the
Negotiation Institute in New York and co-author of “Women and the Art of
Negotiating,” in an interview on www.negotiation.com women are at a
disadvantage because they have less experience in the negotiating process.
Riley Bowles, author of “Negotiating Challenges for Women Leaders” at
PriceWaterhouseCoopers.com believes women walk into a negotiation with lower
3. expectations than men. This pervasive social psychological phenomenon is
called the “entitlement effect.” The entitlement effect is linked to perceived
“deservedness.” The effect postulates that women perceive that they deserve
less than men.
According to Bowles, women don’t want to be viewed as too aggressive. This is
seen as a negative quality. However, Bowles contends that a negative perception
is generated if you don't negotiate. If you don't negotiate for your salary, writes
Bowles, they walk away happy that they paid you less but wonder why they hired
you.
“Four Negotiating Mistakes That Women Often Make” by Lee and Jessica Miller
found at CareerJournal.com identify problems women face when negotiating.
They are:
Adopting a negotiating style that doesn't reflect who you are. For
many women, they avoid negotiating or think they don't have an aptitude
for it. How you negotiate needs to reflect who you are. You must be
authentic or you'll lose all credibility. People see through you if you try to
be something you aren't. Don’t walk in tough, if in reality, you are gentle.
Being mild mannered and negotiating effectively are not mutually
exclusive.
Not seeing a situation as an opportunity to negotiate. Women typically
don't recognize that opportunities to negotiate exist in almost every
interaction. They look at situations in terms of decisions that have to be
made, rather than opportunities to negotiate. Often this is because women
fail to realize that they don't have to simply accept or reject what's being
offered. Rather they have the option of asking for something different.
If you assume everything is negotiable, you'll find that it's true. Successful
women recognize that almost everything is negotiable. You decide what's
worth negotiating.
Furthermore, one of the strengths women bring to negotiating is their
ability to develop relationships. Used properly, relationships can facilitate
effective negotiating. It's always harder for someone to say no if they know
and like you.
By the same token, women sometimes don't ask for things they want, out
of fear of damaging the relationship. This fear can hold women back and
keep them from getting what they would like. We call this the "empathy
trap." To avoid it, realize it never hurts to ask. While you may not get
everything you ask for, you'll be amazed at how often you get most of
what you want. Remember, you can't get something if you don't ask for it.
4. Not being willing to say no. Women often have difficulty saying no
particularly when they're dealing with someone they care about. Because
women place a high value on relationships, they're more hesitant about
saying no. They want to keep everyone happy.
Interestingly, “no” is the most powerful word in negotiating. Sometimes it's
necessary to say no before you can get to yes. Successful negotiators
have learned when and how to say no.
You don't have to say no loudly or aggressively. If, however, an offer is
less than you think it should be, you need to point that out politely but
firmly. If the other party can't or won't improve the offer, you need to be
willing to walk away. Knowing your bottom line and being willing to say no
to something that doesn't meet your needs often results in the other party
finding a way to satisfy your needs.
Not negotiating well when it's for you. Both men and women find it
difficult to negotiate for themselves, but women often have a harder time.
Many women were raised to believe that it's selfish to ask for things for
themselves. If you do your homework, you'll know what's fair and
reasonable to request. Don't settle for less.
“Research is the most important piece of advice I can tell someone about the
salary process. They can find out what to expect to be paid by a number of
sources like the Census Bureau,” Lourdes Servantes, placement specialist in the
Career Placement Services Office at UTPA, said. “Interested people can log onto
www.panam.edu and go to the personnel site and find classification and pay
scale for just about any job that they are interested in.”
Empower yourself by learning, understanding and becoming familiar with the
negotiating process. Remember to focus on the merits of an issue set forth by
objective standards. Remain calm, collected and alert. Use sincerity and play to
your strengths. Self-control and relaxed composure are not diametrically
opposed to one another. You don’t have to appear severe to be believed.
Remember, “It's easier to catch flies with honey than with vinegar.”