SlideShare a Scribd company logo
1 of 68
Win-Win Negotiation
    Techniques


  José E. Rodríguez Huerta
               (@jrhuerta)
What?

• WIN-WIN NEGOTIATION style
• 5 ESSENTIAL traits OF WIN-WIN
  NEGOTIATORS
• A WIN-WIN NEGOTIATION
• Fit with THE REST OF THE WORLD
• DIRTY TRICKS: BEING PREPARED
What is a negotiatioN?
Who negotiates?
How we think about
  negotiations
POSSIBLE OUTCOMES


WIN – LOSE
PARTIAL WIN/LOSE
LOSE - LOSE
WIN - WIN
So… What’s different?




  Let’s find out!!!
The $1000 Game
• You don’t know each other

• I will give a prize of $1000
  to each of the first two
  people who can persuade
  the person sitting opposite
  to get up come around the
            ,
  table, and stand behind his
  or her chair
The $1000 Game


    THINK FAST!!

You have 30 seconds
The $1000 Game




What was your first instinct?
DECIDED NOT TO PLAY
Option 1

This is the approach of the Avoider

• Avoids confrontation, controversy
  and tense or stressful situations
• Avoids discussion of issues or
  concerns
• Avoids situations with “winners” and
  “losers”
• Puts off negotiation when possible

Can be (surprisingly) very difficult to Negotiate against
Run over and stand
  behind the chair of
 the person opposite
you, trusting that she
  will give you a fair
  share of the $1000
Option 2

 This is the approach of the
 Accommodator

• focuses on preserving the
  relation
• Resolves conflict by solving
  the other party’s problem
• Helps at his own expense
• Tries to win approval
• Follows the other party’s lead
• Emphasizes areas of agreement
Yell to the person sitting
  across from you that he
 should run over and get
   behind your chair and
    that you’ll share the
 money with him if he does
Option 3

 This is the approach of the
 competitor

• self interest and winning even at
  the other party’s expense
• Uses power to effect a more
  favorable outcome
• Exploits weaknesses
• Wears down the other side until it
  gives in
• May use threats, manipulation,
  dishonesty and hardball
If the person across from
 you is offering you $500
 to stand behind her chair,
       take the deal

(even if you made the same offer to him/her)
Option 4

    This is the approach of the
    compromiser

•   Favors fair and balanced
•   “Splits the difference”
•   qui pro quo
•   Seeks solutions in the middle
Suggest to the person
 opposite you that you
 BOTH get up and stand
  behind each other’s
 chair, so you BOTH get
          $1000
Option 5

    This is the approach of the
    Collaborator

•   optimal and mutual interests
•   Deals openly
•   Communicates effectively
•   Builds trust
•   Listens
•   Exchanges ideas AND information
•   Seeks creative solutions
•   Creates value
Negotiation styles


 Most people use a combination of
           these styles.

   be aware of your default style

Be aware of your counterpart's style

          Learn to adapt
Dsitribution of
negotiation styles
Which traits do successful
   negotiators share?
5 ESSENTIAL TRAITS
ASK QUESTIONS
Why ASK QUESTIONS?

•   Build rapport
•   Gain thinking time
•   Control the discussion
•   Clarify understanding
•   Persuade
•   Gather information
•   Focus on common ground
    and solidify the progress
Listen actively
Why Listen actively?

• Detect and focus on flag
  words
• Encourage the
• Paraphrase to clarify
EMPATHISE
Why EMPATHISE?


• Show empathy
• Recognize your
  counterpart’s emotional
  state
Consider And Explain
Why Consider And Explain?


• Inmediate rejection is
  insulting
• Build a base from which to
  build from
• Prepare
PREPARE

• Less chance of getting
  surprised
• Reduce risk of deadlock
• Greater flexibility
• Fixed point vs range
Think Creatively
Think Creatively

•   Identify currencies
•   Identify interests
•   Generate options
•   Recognize patterns so you
    can know when to break
    them
Let’S SEE AN EXAMPLE!!
CLASSIC SOLUTIONS
  JENNY CUTS, Jack CHOSES




     50%         50%
ClassIc solutions
     No orange




        0%
UNI-dimentional
 solution space
win-win solution
        Focus on Interests
GIVE JACK THE JUICE, JENNY THE PEALS




 100%                       100%
Multi-dimentional
satisfaction space
John NASH
            (a beautiful mind)




            FIRST PAPER

Without coopeartion competition
 leads to non optimal equilibrium
   (also known as NASH’s equilibrium)
Adam Smith



Competition in a free market
  LEADS to the best possible
           results
John NASH
              (a beautiful mind)




          second PAPER

With coopeartion negotiators
  can find a fair and efficient
   solution by maximizing the
         utility product
 (“UTILITY PRODUCT MAXIMIZATION ALGORITHM”)
UNSOLVED PROBLEMS

Although we know THIS for
  more than half a century
 now The greatesT problem
      ,
  in negotiations and game
   theory continues to be
         unsolved.
HOW TO GET FROM
  COMPetITION
TO COLLABORATION
THE NEGOTIATOR’s DILEMMA

             RULES:

 FORM GROUPS OF 3 PEOPLE
 1 OBSERVER AND 2 PLAYERS
    2 cards each PLAYER
     (CREATE VALUE/CLAIM VALUE)

   MORE POINTS WINS
  OBSERVER TAKES NOTES
THE NEGOTIATOR’s DILEMMA

          RULES:

 CREATE/CREATE = 5pts/5PTS
CREATE/CLAIM = -10PTS/10PTS
 CLAIM/CLAIM = -5PTS/-5PTS
THE NEGOTIATOR’s DILEMMA

     FIRST 4 ROUNDS



     NO TALKING!!!
THE NEGOTIATOR’s DILEMMA




    HOW DID IT GO?
THE NEGOTIATOR’s DILEMMA

    SECOND 4 ROUNDS




     YOU CAN TALK!
THE NEGOTIATOR’s DILEMMA

    SECOND 4 ROUNDS



WHAT HAPPENED THIS TIME?
THE NEGOTIATOR’s DILEMMA

      LAST 2 ROUNDS



       POINTS x2
WHERE THERE ANY
DOMINANT STRATEGIES?
DIRTY TRICKS:

DO WE NEED THEM?
THE FLINCH
RELUCTANCE
The squeeze
Good guy
 bad guy
The competition
AUTHORITY LIMITS
AUTHORITY LIMITS
Rolling concessions
THANK YOU
for PARTICIPATING!


                @jrhuerta

More Related Content

What's hot

Workplace Conflicts
Workplace ConflictsWorkplace Conflicts
Workplace Conflicts
Bill Taylor
 

What's hot (20)

Decision making
Decision makingDecision making
Decision making
 
Negotiation ppt
Negotiation pptNegotiation ppt
Negotiation ppt
 
Mastering negotiation skills pdf
Mastering negotiation skills pdfMastering negotiation skills pdf
Mastering negotiation skills pdf
 
Managing Conflict and Negotiating
Managing Conflict and NegotiatingManaging Conflict and Negotiating
Managing Conflict and Negotiating
 
Effective Negotiation
Effective NegotiationEffective Negotiation
Effective Negotiation
 
What is negotiation
What is negotiationWhat is negotiation
What is negotiation
 
Win win situation
Win win situationWin win situation
Win win situation
 
Risk and negotiation
Risk and negotiationRisk and negotiation
Risk and negotiation
 
Negotiation PowerPoint PPT Content Modern Sample
Negotiation PowerPoint PPT Content Modern SampleNegotiation PowerPoint PPT Content Modern Sample
Negotiation PowerPoint PPT Content Modern Sample
 
Advanced Negotiation Communication & Presentation Skills
Advanced Negotiation Communication & Presentation Skills Advanced Negotiation Communication & Presentation Skills
Advanced Negotiation Communication & Presentation Skills
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
Workplace Conflicts
Workplace ConflictsWorkplace Conflicts
Workplace Conflicts
 
Negotiations Tactics & Techniques
Negotiations Tactics & TechniquesNegotiations Tactics & Techniques
Negotiations Tactics & Techniques
 
The features of a good negotiator 8203
The features of a good negotiator 8203The features of a good negotiator 8203
The features of a good negotiator 8203
 
Win win situation
Win win situationWin win situation
Win win situation
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
Negotiation strategy and tactics
Negotiation strategy and tacticsNegotiation strategy and tactics
Negotiation strategy and tactics
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
Negotiation Skills (Comprehensive) PowerPoint Presentation 150 slides with 9 ...
Negotiation Skills (Comprehensive) PowerPoint Presentation 150 slides with 9 ...Negotiation Skills (Comprehensive) PowerPoint Presentation 150 slides with 9 ...
Negotiation Skills (Comprehensive) PowerPoint Presentation 150 slides with 9 ...
 

Viewers also liked

CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
Jose E. Rodriguez Huerta
 
Principios SOLID de Diseño Orientado a Objetos
Principios SOLID de Diseño Orientado a ObjetosPrincipios SOLID de Diseño Orientado a Objetos
Principios SOLID de Diseño Orientado a Objetos
Jose E. Rodriguez Huerta
 
Motivation and emotion
Motivation and emotionMotivation and emotion
Motivation and emotion
Suraj Ayya
 

Viewers also liked (20)

Win Win Negotiations
Win Win NegotiationsWin Win Negotiations
Win Win Negotiations
 
Habit #4 - Think Win-Win
Habit #4  - Think Win-WinHabit #4  - Think Win-Win
Habit #4 - Think Win-Win
 
TDD: ¿Cómo escribir código testeable?
TDD: ¿Cómo escribir código testeable?TDD: ¿Cómo escribir código testeable?
TDD: ¿Cómo escribir código testeable?
 
Tdd like beethoven
Tdd like beethovenTdd like beethoven
Tdd like beethoven
 
The good the bad and the ugly - dirty tricks in negotiation. Selling Interac...
The good the bad and the ugly -  dirty tricks in negotiation. Selling Interac...The good the bad and the ugly -  dirty tricks in negotiation. Selling Interac...
The good the bad and the ugly - dirty tricks in negotiation. Selling Interac...
 
CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
CAS2013 - ¿Cómo evitar que se vaya al carajo tu implantación de agile?
 
5 quick steps to win win negotiation
5 quick steps to win win negotiation5 quick steps to win win negotiation
5 quick steps to win win negotiation
 
Principios SOLID de Diseño Orientado a Objetos
Principios SOLID de Diseño Orientado a ObjetosPrincipios SOLID de Diseño Orientado a Objetos
Principios SOLID de Diseño Orientado a Objetos
 
You can negotiate anything
You can negotiate anythingYou can negotiate anything
You can negotiate anything
 
Strategy dilemmas
Strategy dilemmasStrategy dilemmas
Strategy dilemmas
 
Win win attitude
Win win attitudeWin win attitude
Win win attitude
 
Secrets Of Power Negotiating
Secrets Of Power NegotiatingSecrets Of Power Negotiating
Secrets Of Power Negotiating
 
Motivation and emotion
Motivation and emotionMotivation and emotion
Motivation and emotion
 
How to Negotiate Anything, Anywhere Helena, MT
How to Negotiate Anything, Anywhere  Helena, MTHow to Negotiate Anything, Anywhere  Helena, MT
How to Negotiate Anything, Anywhere Helena, MT
 
La muerte del silo - CAS2016
La muerte del silo - CAS2016La muerte del silo - CAS2016
La muerte del silo - CAS2016
 
Macrosolutions Training: Negotiation Techniques for Project Managers
Macrosolutions Training: Negotiation Techniques for Project ManagersMacrosolutions Training: Negotiation Techniques for Project Managers
Macrosolutions Training: Negotiation Techniques for Project Managers
 
You can Negotiate Anything
You can Negotiate AnythingYou can Negotiate Anything
You can Negotiate Anything
 
Week 5 Presentation
Week 5 PresentationWeek 5 Presentation
Week 5 Presentation
 
Developing leadership in the agile organization
Developing leadership in the agile organizationDeveloping leadership in the agile organization
Developing leadership in the agile organization
 
Negotiation sessions final
Negotiation sessions finalNegotiation sessions final
Negotiation sessions final
 

Similar to Win win negotiation techniques

Everything You Ever Wanted To Know About Negotiation
Everything You Ever Wanted To Know About NegotiationEverything You Ever Wanted To Know About Negotiation
Everything You Ever Wanted To Know About Negotiation
Mark Toth
 
Negotiation Skills
Negotiation Skills Negotiation Skills
Negotiation Skills
yazoun84
 

Similar to Win win negotiation techniques (20)

Everything You Ever Wanted To Know About Negotiation
Everything You Ever Wanted To Know About NegotiationEverything You Ever Wanted To Know About Negotiation
Everything You Ever Wanted To Know About Negotiation
 
SISCo Study Tour Mutual Gains Approach 27 10-10
SISCo Study Tour Mutual Gains Approach 27 10-10SISCo Study Tour Mutual Gains Approach 27 10-10
SISCo Study Tour Mutual Gains Approach 27 10-10
 
Conflict management
Conflict managementConflict management
Conflict management
 
Negotiation Skills
Negotiation Skills Negotiation Skills
Negotiation Skills
 
Jeffjochum.com take a giant step
Jeffjochum.com take a giant stepJeffjochum.com take a giant step
Jeffjochum.com take a giant step
 
Negotiating and conflict management
Negotiating and conflict managementNegotiating and conflict management
Negotiating and conflict management
 
Fundaments of Negotiating
Fundaments of Negotiating Fundaments of Negotiating
Fundaments of Negotiating
 
Fundamentals of Negotiating
Fundamentals of NegotiatingFundamentals of Negotiating
Fundamentals of Negotiating
 
Negotiate For Your Life
Negotiate For Your LifeNegotiate For Your Life
Negotiate For Your Life
 
Negotiating | A Practical and Principled Approach
Negotiating | A Practical and Principled ApproachNegotiating | A Practical and Principled Approach
Negotiating | A Practical and Principled Approach
 
The art and skill of negotiation
The art and skill of negotiationThe art and skill of negotiation
The art and skill of negotiation
 
Negotiating: A Practcal Approach
Negotiating: A Practcal ApproachNegotiating: A Practcal Approach
Negotiating: A Practcal Approach
 
Negotiate #LIKEABOSS
Negotiate #LIKEABOSS Negotiate #LIKEABOSS
Negotiate #LIKEABOSS
 
# 3 Team Work for Negotiation.ppt
# 3 Team Work for Negotiation.ppt# 3 Team Work for Negotiation.ppt
# 3 Team Work for Negotiation.ppt
 
Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015
Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015
Negotiation - Buyer Vs: Seller The Power Series Business Breakfast August 2015
 
Conflict Management Kn
Conflict Management  KnConflict Management  Kn
Conflict Management Kn
 
Conflict mgmt workshop
Conflict mgmt  workshopConflict mgmt  workshop
Conflict mgmt workshop
 
The Art of Negotiation
The Art of NegotiationThe Art of Negotiation
The Art of Negotiation
 
Strategies for workplace dispute resolution
Strategies for workplace dispute resolutionStrategies for workplace dispute resolution
Strategies for workplace dispute resolution
 
2
22
2
 

Recently uploaded

Recently uploaded (20)

Connecting the Dots in Product Design at KAYAK
Connecting the Dots in Product Design at KAYAKConnecting the Dots in Product Design at KAYAK
Connecting the Dots in Product Design at KAYAK
 
THE BEST IPTV in GERMANY for 2024: IPTVreel
THE BEST IPTV in  GERMANY for 2024: IPTVreelTHE BEST IPTV in  GERMANY for 2024: IPTVreel
THE BEST IPTV in GERMANY for 2024: IPTVreel
 
AI revolution and Salesforce, Jiří Karpíšek
AI revolution and Salesforce, Jiří KarpíšekAI revolution and Salesforce, Jiří Karpíšek
AI revolution and Salesforce, Jiří Karpíšek
 
Intro in Product Management - Коротко про професію продакт менеджера
Intro in Product Management - Коротко про професію продакт менеджераIntro in Product Management - Коротко про професію продакт менеджера
Intro in Product Management - Коротко про професію продакт менеджера
 
Buy Epson EcoTank L3210 Colour Printer Online.pdf
Buy Epson EcoTank L3210 Colour Printer Online.pdfBuy Epson EcoTank L3210 Colour Printer Online.pdf
Buy Epson EcoTank L3210 Colour Printer Online.pdf
 
Buy Epson EcoTank L3210 Colour Printer Online.pptx
Buy Epson EcoTank L3210 Colour Printer Online.pptxBuy Epson EcoTank L3210 Colour Printer Online.pptx
Buy Epson EcoTank L3210 Colour Printer Online.pptx
 
Speed Wins: From Kafka to APIs in Minutes
Speed Wins: From Kafka to APIs in MinutesSpeed Wins: From Kafka to APIs in Minutes
Speed Wins: From Kafka to APIs in Minutes
 
IoT Analytics Company Presentation May 2024
IoT Analytics Company Presentation May 2024IoT Analytics Company Presentation May 2024
IoT Analytics Company Presentation May 2024
 
Strategic AI Integration in Engineering Teams
Strategic AI Integration in Engineering TeamsStrategic AI Integration in Engineering Teams
Strategic AI Integration in Engineering Teams
 
The UX of Automation by AJ King, Senior UX Researcher, Ocado
The UX of Automation by AJ King, Senior UX Researcher, OcadoThe UX of Automation by AJ King, Senior UX Researcher, Ocado
The UX of Automation by AJ King, Senior UX Researcher, Ocado
 
Enterprise Knowledge Graphs - Data Summit 2024
Enterprise Knowledge Graphs - Data Summit 2024Enterprise Knowledge Graphs - Data Summit 2024
Enterprise Knowledge Graphs - Data Summit 2024
 
What's New in Teams Calling, Meetings and Devices April 2024
What's New in Teams Calling, Meetings and Devices April 2024What's New in Teams Calling, Meetings and Devices April 2024
What's New in Teams Calling, Meetings and Devices April 2024
 
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdfThe Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
 
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
 
Powerful Start- the Key to Project Success, Barbara Laskowska
Powerful Start- the Key to Project Success, Barbara LaskowskaPowerful Start- the Key to Project Success, Barbara Laskowska
Powerful Start- the Key to Project Success, Barbara Laskowska
 
FDO for Camera, Sensor and Networking Device – Commercial Solutions from VinC...
FDO for Camera, Sensor and Networking Device – Commercial Solutions from VinC...FDO for Camera, Sensor and Networking Device – Commercial Solutions from VinC...
FDO for Camera, Sensor and Networking Device – Commercial Solutions from VinC...
 
A Business-Centric Approach to Design System Strategy
A Business-Centric Approach to Design System StrategyA Business-Centric Approach to Design System Strategy
A Business-Centric Approach to Design System Strategy
 
ASRock Industrial FDO Solutions in Action for Industrial Edge AI _ Kenny at A...
ASRock Industrial FDO Solutions in Action for Industrial Edge AI _ Kenny at A...ASRock Industrial FDO Solutions in Action for Industrial Edge AI _ Kenny at A...
ASRock Industrial FDO Solutions in Action for Industrial Edge AI _ Kenny at A...
 
UiPath Test Automation using UiPath Test Suite series, part 1
UiPath Test Automation using UiPath Test Suite series, part 1UiPath Test Automation using UiPath Test Suite series, part 1
UiPath Test Automation using UiPath Test Suite series, part 1
 
Agentic RAG What it is its types applications and implementation.pdf
Agentic RAG What it is its types applications and implementation.pdfAgentic RAG What it is its types applications and implementation.pdf
Agentic RAG What it is its types applications and implementation.pdf
 

Win win negotiation techniques