Negotiation in Practice: CSJ


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Slides for full day negotiation workshop: 3 exercises

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  • Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
  • Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
  • We bring an image
  • PackagingAdding IssuesFractioningBe creative
  • PackagingAdding IssuesFractioningBe creative
  • Negotiation in Practice: CSJ

    1. 1. Negotiation in Practice TerriGriffith #PIM The Plugged-In
    2. 2. Conflict ManagementBroad Definition…. Broad Use….
    3. 3. Worksheet“Describe your last negotiation in outline form”What were the key aspects of the negotiation?
    4. 4. Developing a Language
    5. 5. Haggle
    6. 6. Sides of the table…
    7. 7. Renege
    8. 8. Impasse
    9. 9. Shake On It
    10. 10. Negotiation: Deciding what resources parties each willgive and take in an exchange
    11. 11. Preparation Leads to Better Deals
    12. 12. Job Applicant Negotiation1. Familiarize yourself with your role & the situation (5 min)2. Decide what you would like to accomplish (pick a goal, 2 min)3. Decide how you would like to accomplish it (brainstorm tactics, 3 min)4. Agreement on all issues, or impasse5. Negotiate Outside of Room6. Record Outcomes on Board
    13. 13. Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
    14. 14.
    15. 15. Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
    16. 16. Worksheet5. __________ only gets you ______ of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
    17. 17. Two Tasks1. Getting Information – Not just positions – Underlying preferences, priorities2. Using Information – Not just tug of war – Identifying/creating value
    18. 18. Information SharingAsk questions – but why should they tell you?Give information – reciprocityFind superordinate goals – super congruent issuesMake offers - packaging
    19. 19. Creating Value by… +Image (CC) Brian Solis, and
    20. 20. Creating Value by…
    21. 21. Not what people want, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy your own
    22. 22. Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
    23. 23. Worksheet1. Preparation for negotiation is trivial or involved?2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
    24. 24. BestAlternative toTheNegotiatedAgreement
    25. 25. Why do you need to know your BATNA?
    26. 26. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
    27. 27. Worksheet3. When you have time, what is the agenda for your first negotiation meeting?4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
    28. 28. Second Context:Performance InterviewChris – Brand ManagerLee – Product Manager
    29. 29. WorksheetRead your case and determine:Your basic goal in the meetingPlan how to achieve that goal
    30. 30. Be Strategic In Your Preparation• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues & outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
    31. 31. After Action ReviewWhat can you take away regarding alternativepoints of view?What about long versus short term goals and howyou value them?BATNA? Other preparation that would have beenuseful?
    32. 32. Lever-Pull.htm
    33. 33. Technology ToolsOrganizational Practice People
    34. 34. BATNA & BUILDER
    35. 35. Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures, regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
    36. 36. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
    37. 37. Negotiation…It’s not just for deals:
    38. 38. Organizational Change “Negotiated Change” Meeting Agendas Social SituationsSocial Media Use Decisions
    39. 39. You Have to Ask
    40. 40.
    41. 41. Negotiation in Practice TerriGriffith #PIM The Plugged-In