Negotiating involves resolving differences through creativity to reach agreement. There are different negotiating styles - quick, deliberate, and a compromise middle style. The outcome can be realistic (win-win), acceptable, or worst case. Principles include establishing an agenda, recognizing everything is negotiable, and learning to say no. The negotiating process involves investigating interests, presenting positions creatively, bargaining tactfully, and reaching agreement attentively. Good negotiators are creative, versatile, motivated individuals able to walk away when needed.

1. Negotiating
“Negotiating is the art of
reaching an agreement by
resolving differences
through creativity”

2. Negotiating
Process
S t y le
Outcome
Principles

3. Style
„ Style is a
continuum
between two
styles:
ƒ Quick
ƒ Deliberate
ƒ Middle is
compromise

4. Quick Style
„ Negotiate in a hurry
„ Use when you won’t negotiate with
these people again
„ Get the best deal without regard to
the other side’s “win”

5. Deliberate Style
„ Use when long term
relationship likely
„ Involves
cooperation and
relationship
building to reach
agreement
„ Needs much prep,
hard work
„ May move in fits
and starts

6. Outcomes
„ Realistic
ƒ Both sides satisfied, win/win situation
ƒ Usually results from deliberate style
„ Acceptable
ƒ Likely to result from quick style
ƒ Something is better than nothing
ƒ Always ask for a better deal
„ Worst
ƒ When you’re too stubborn to be flexible
ƒ Usually from quick style

7. Outcomes
„ Predetermine the outcomes before
you start negotiations, you have a
better chance of getting a better
result
„ “Think carefully, think creatively,
and think ahead”

8. Principles
„ There are no rules
ƒ Establish an agenda
„ Everything is
negotiable
„ Ask for a better
deal
„ Be creative
„ Learn to say “NO”
yourself

9. Are you a Motivated
Negotiator?
„ Enthusiasm „ Social Skills
ƒ Confidence ƒ Enjoy people
ƒ Engaged ƒ Interest in others
„ Recognition „ Teamwork
ƒ Accomplishment ƒ Better as a team
ƒ Pat on the back ƒ Self-control
„ Integrity „ Creativity
ƒ No trickery ƒ Always looking for
ƒ Trustworthiness ways to complete
the deal

10. Negotiation Model
„ Investigate
„ Presentation
„ Bargaining
„ Agreement

11. Investigate
„ What do you want?
„ What does the
other side need?
„ Decide on style
„ What are the
consequences of
each choice.

12. Presentation
„ Prepare other
side’s case
„ Present the
reasons for your
side better
„ Planning sheet
ƒ Issues involved
ƒ Realistic, possible,
worst

13. “The” Presentation
„ Creative title „ Don’t give
„ Reduce to “must concessions just
know” items to keep things
„ Keywords going
„ Make note of
„ Mini-speeches
concerns and
around keywords
keep going
„ Visuals

14. Bargaining
„ When in doubt,
ask questions!
„ Open questions
„ Reflective
questions
„ Tactics

15. Tactics
„ Use ƒ “You go first”
ƒ Walk out ƒ Bad environment
„ Don’t use ƒ Defer to higher
authority
ƒ Emotional outburst
ƒ Not willing to make
ƒ Argue special case
any changes
ƒ Pretend ignorance
ƒ Silence
ƒ Play for time
ƒ Good guy/bad buy
ƒ Nibble and retreat

16. Agreement
„ Arrangements should be neutral
and comfortable
„ Pay attention to what others say
„ Screen out all visual distractions
„ Ask open ended questions
„ Listen to responses
„ Proactive vs. reactive behavior

17. A Good Negotiator
Is..
„ Creative
„ Versatile
„ Motivated
„ Has the ability
to walk away