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Negotiation

ByDavid Bozward

@essatweeting

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Negotiating your first job

ByDavid Bozward

T: @eMotivator W: http://david.bozward.com E: david@bozward.com

What are the key features & benefits of a job?

Write down 10 in groups of three people

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The Sales Process

Starts with Prospecting & Qualifying

Approach

Presentation

Demonstration

Handling Objections

ClosingFollow-Upaction

desire

interest

attention

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The Sales Process

Starts with Prospecting & Qualifying

Send Cover Letter+CV

Presentation

Interview

Handling Objections / offer

ClosingStartaction

desire

interest

attention

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What is it?

Negotiation is the art of reaching an agreement by

resolving differences through creativity using back and

forth communication designed while leaving the

other side intact and positive.

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Or...

YOU should focus on creative

collaboration, rather than traditional

confrontation, or a winner-takes-all

result

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A Good Negotiator Is..

• Creative• Versatile• Motivated • Has the

ability to walk away

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Nonverbal behaviors

• 35% of the message in conversations is conveyed by the spoken word

• The 65% is broken down:– 7% of the meaning is derived from the

words spoken– 38% from paralinguistic channels, that

is, tone of voice, loudness, and other aspects of how things are said

– 55% from facial expressions

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Bargaining

• When in doubt, ask questions!

• Open questions

• Reflective questions

• Tactics

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Preparation

• Know what your interests are and why you value them–What is the issue at hand–What are the ”needs” vs. “wants”– Know the strengths and weaknesses of

your position and self– Self awareness, personality

characteristics, emotional intelligence

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• See things from the other side’s point of view- why they are negotiating?-– Research the interest of the other side– What are their needs (security, autonomy,

recognition)

• Be aware of the unpleasant consequences for both sides if your idea/proposal is not accepted– If you succeed who else might be affected,

harmed, advanced?

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Planning

• Brainstorm all alternatives that could satisfy your needs– Be creative and expand the pie

• Know who is supportive and who is not/less– Does this person has the authority to make

the decision?– Are there any penalties for bluffing?– Are there time limits associated with

negotiations?

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• Imagine how it would feel to achieve your goal

• Role play your opening with a trusted colleague and rehearse the problematic areas– Be the devil’s advocate

• Plan ways to break it/Buy time– “I need to think over what you just said

so can I have a couple of minutes?”

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The meeting process

State the problem/issue

Restate the problem

Present solutions

Identify real needs

Reach Consensus

Decide on best solution

POSITIVEOUTCOME

START

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During

• Bring the list of your main points and a set of questions

• Try not to interrupt; the more they reveal, the more you’ll learn– Re-state as impartially as you can “as I hear it…)

• Stay open to new information• Take notes• Focus on interests. Not people, not Gains• Use objective criteria to make decisions and be

sure the other party does as well• Redirect personal attacks onto the problem at hand

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During

• Listen actively and reflectively– Listen also for what is not said

• Learn from what the other side says– Stay open to new information

• Synthesize the information you hear and use it in you

• Be prepared to walk away if an agreement is not reached.

• Write a email if contract or agreement is required.– (e.g., “If I don’t hear by x, will assume that it stands”)

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Common Errors

• Assuming shared values• Assuming similar communication preferences

– Big picture thinking or detailed analyses?– Stories or facts?– Time to process or get decisions over with?

• Expect reciprocity• Avoiding conflict• Trying to prove how smart or “right” you are

by talking• Not listening carefully

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Employee ConcernsEmployer Concerns

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Thank You

David Bozward

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Summary Worksheet

What are the parties Interests?What is the issue at hand?

What are the wants/ needs?What are the business strengths?

What are the business weaknesses?What are the personal strengths?

What are the personal weaknesses?

What are the consequences?What creative options available?

You Them