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Negotiation
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- 2. Flow What’s Negotiation? NegotiatingProcess Style Principles Negotiation Model Experiences sharing Conclusion
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- 4. Negotiating “Negotiating is theart of reaching an agreement by resolving differences through creativity”
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- 6. Style Style is a continuum betweentwo styles: Quick Deliberate Middle is compromise
- 7. Quick Style Negotiate ina hurry Use when you won’t negotiate with these people again Get the best deal without regard to the other side’s “win”
- 8. Deliberate Style Use whenlong term relationship likely Involves cooperation and relationship building to reach agreement Needs much prep, hard work May move in fits and starts
- 9. Outcomes Realistic Both sides satisfied,win/win situation Usually results from deliberate style Acceptable Likely to result from quick style Something is better than nothing Always ask for a better deal Worst When you’re too stubborn to be flexible Usually from quick style
- 10. Outcomes Predetermine the outcomesbefore you start negotiations, you have a better chance of getting a better result “Think carefully, think creatively, and think ahead”
- 11. Principles There are norules Establish an agenda Everything is negotiable Ask for a better deal Be creative Learn to say “NO”
- 12. Are you aMotivated Negotiator? Enthusiasm Confidence Engaged Recognition Accomplishment Pat on the back Integrity No trickery Trustworthiness Social Skills Enjoy people Interest in others Teamwork Better as a team Self-control Creativity Always looking for ways to complete the deal
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- 14. Investigate What do youwant? What does the other side need? Decide on style What are the consequences of each choice.
- 15. Presentation Prepare other side’s case Presentthe reasons for your side better Planning sheet Issues involved Realistic, possible, worst
- 16. “The” Presentation Creative title Reduceto “must know” items Keywords Mini-speeches around keywords Visuals Don’t give concessions just to keep things going Make note of concerns and keep going
- 17. Bargaining When in doubt, askquestions! Open questions Reflective questions Tactics
- 18. Tactics Use Walk out Don’t use Emotionaloutburst Argue special case Pretend ignorance Play for time Nibble and retreat “You go first” Bad environment Defer to higher authority Not willing to make any changes Silence Good guy/bad buy
- 19. Agreement Arrangements should beneutral and comfortable Pay attention to what others say Screen out all visual distractions Ask open ended questions Listen to responses Proactive vs. reactive behavior
- 20. A Good NegotiatorIs.. Creative Versatile Motivated Has the ability to walk away
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