Basic knowledge about negotiation. Some theoretical elements for strategy. How to plan a negotiation meeting.

1. Negotiation:
basic elements
Luigi Rigolio, dic 2015

2. Soft skills: the learning overview
• Effective verbal communication
• Sales skills
• Meeting management
2
• Pub speaking
• The feed-back «culture»
• Negotiation
• Consultancy

3. Negotiation
• The reason why
• Theoretical elements
• Technical elements
• Strategy

4. Negotiation: the reason why
• Everything you want is
owned by somone else
• We are all negotiator

5. Negotiation
• The reason why
• Theoretical elements
• Technical elements
• Strategy

6. 6
Negotiation’s theory:
Walton and Mc Kersie on Distributive Bargaining
The parties bargain over division
of a particular pie, and one
party’s gain is a direct loss for the
opponent.

7. 7
Negotiation’s theory:
Walton and Mc Kersie on Integrative Bargaining
Both sides search for solutions that
would increase the size of the pie.
In game theory models, this
approach is referred to as a
variable-sum game.

8. Fischer, Uri and Patton:
the advices of the pioneers
• Separate the PEOPLE from the Problem
• Focus on INTERESTS, Not Positions
• Invent OPTIONS for Mutual Gain
• Insist on Using Objective CRITERIA

9. Negotiation: the «reciprocity» law
• Be genuine
• Understand your
opponent’s perspective
• It is not all about you

10. Negotiation: relevant informations
• We prefer say «yes»
to those we like
• Norms play to our
sense of order

11. Negotiation
• The reason why
• Theoretical elements
• Technical elements
• Strategy

12. Negotiation: technique is relevant
• Simple techniques help us respond
appropriately when bargaining
• Understand negotiation will improuve
your results

13. Negotiation: communication is a «must to have»
• Effective communication
can help you to get what
you want
• Poor negotiation skills limit your ability to
reach agreement

14. Negotiation: technique
• Prepare your strategy
• Focus on common interests
• Advance their objectives while advance your own
• Let the other party offer first
• Gain committment at closing

15. Negotiation: basic elements for efficacy
• Remain in control

16. Prepare your strategy:
careful planning make you an effective communicator
• Assess your position
• Understand your opponent
• Define your goals

17. Negotiation
• The reason why
• Theoretical elements
• Technical elements
• Strategy

18. Strategy in negotiating:
options
• Compete and dominate
• Collaborate and influence
• Compromise
• Accomodate
• Appeal
• Concede
• Avoid

19. Negotiation: the thief and the avoider
• The Thief assumes that everyone steals
• Avoider don’t want to play

20. Negotiation: the compromiser and the accomodator
• Compromiser will offer to split
• Accomodator hope the others will
share

21. Wrap up
Making the value