This document discusses win-win negotiation techniques. It outlines 5 essential traits of win-win negotiators: asking questions, listening actively, empathizing, considering and explaining different perspectives, and thinking creatively. The document provides an example negotiation scenario involving dividing orange slices and juice between two people to illustrate finding solutions that satisfy both parties' interests. It also discusses the negotiator's dilemma game and how cooperation versus competition can affect outcomes.

1. Win-Win Negotiation
Techniques
José E. Rodríguez Huerta
(@jrhuerta)

2. 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

3. What is a negotiatioN?

4. Who negotiates?

5. How we think about
negotiations

6. POSSIBLE OUTCOMES
WIN – LOSE
PARTIAL WIN/LOSE
LOSE - LOSE
WIN - WIN

7. So… What’s different?
Let’s find out!!!

9. 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

10. The $1000 Game
THINK FAST!!
You have 30 seconds

11. The $1000 Game
What was your first instinct?

12. DECIDED NOT TO PLAY

13. 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

14. Run over and stand
behind the chair of
the person opposite
you, trusting that she
will give you a fair
share of the $1000

15. 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

16. 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

17. 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

18. 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)

19. Option 4
This is the approach of the
compromiser
• Favors fair and balanced
• “Splits the difference”
• qui pro quo
• Seeks solutions in the middle

20. Suggest to the person
opposite you that you
BOTH get up and stand
behind each other’s
chair, so you BOTH get
$1000

21. 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

22. 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

23. Dsitribution of
negotiation styles

24. Which traits do successful
negotiators share?

25. 5 ESSENTIAL TRAITS

26. ASK QUESTIONS

27. Why ASK QUESTIONS?
• Build rapport
• Gain thinking time
• Control the discussion
• Clarify understanding
• Persuade
• Gather information
• Focus on common ground
and solidify the progress

28. Listen actively

29. Why Listen actively?
• Detect and focus on flag
words
• Encourage the
• Paraphrase to clarify

30. EMPATHISE

31. Why EMPATHISE?
• Show empathy
• Recognize your
counterpart’s emotional
state

32. Consider And Explain

33. Why Consider And Explain?
• Inmediate rejection is
insulting
• Build a base from which to
build from
• Prepare

34. PREPARE
• Less chance of getting
surprised
• Reduce risk of deadlock
• Greater flexibility
• Fixed point vs range

35. Think Creatively

36. Think Creatively
• Identify currencies
• Identify interests
• Generate options
• Recognize patterns so you
can know when to break
them

37. Let’S SEE AN EXAMPLE!!

39. CLASSIC SOLUTIONS
JENNY CUTS, Jack CHOSES
50% 50%

40. ClassIc solutions
No orange
0%

41. UNI-dimentional
solution space

42. win-win solution
Focus on Interests
GIVE JACK THE JUICE, JENNY THE PEALS
100% 100%

43. Multi-dimentional
satisfaction space

45. John NASH
(a beautiful mind)
FIRST PAPER
Without coopeartion competition
leads to non optimal equilibrium
(also known as NASH’s equilibrium)

46. Adam Smith
Competition in a free market
LEADS to the best possible
results

47. 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”)

48. 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.

49. HOW TO GET FROM
COMPetITION

50. TO COLLABORATION

51. 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

52. THE NEGOTIATOR’s DILEMMA
RULES:
CREATE/CREATE = 5pts/5PTS
CREATE/CLAIM = -10PTS/10PTS
CLAIM/CLAIM = -5PTS/-5PTS

53. THE NEGOTIATOR’s DILEMMA
FIRST 4 ROUNDS
NO TALKING!!!

54. THE NEGOTIATOR’s DILEMMA
HOW DID IT GO?

55. THE NEGOTIATOR’s DILEMMA
SECOND 4 ROUNDS
YOU CAN TALK!

56. THE NEGOTIATOR’s DILEMMA
SECOND 4 ROUNDS
WHAT HAPPENED THIS TIME?

57. THE NEGOTIATOR’s DILEMMA
LAST 2 ROUNDS
POINTS x2

58. WHERE THERE ANY
DOMINANT STRATEGIES?

59. DIRTY TRICKS:
DO WE NEED THEM?

60. THE FLINCH

61. RELUCTANCE

62. The squeeze

63. Good guy
bad guy

64. The competition

65. AUTHORITY LIMITS

66. AUTHORITY LIMITS

67. Rolling concessions

68. THANK YOU
for PARTICIPATING!
@jrhuerta