Negotiation

Program Objectives (1 of 2)

Understand what negotiations are all about.

Choose a strategy to effectively negotiate.

Learn the range of negotiation approaches and their results based on your interactions.

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Program Objectives (2 of 2)

Plan for a negotiation session.

Use communication techniques to avert potential conflicts.

Practice your general negotiation techniques.

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A Challenge

Please Write a One Sentence Definition of

N E G O T I A T I O N.

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Definition (1 of 2)

Negotiation is getting what you want from the other person -- no matter what.

We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.

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Definition (2 of 2)

Negotiation is an attempted trade-off between getting what you want and getting along with people.

Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.

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Negotiation Questions

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Negotiation Questions

What aspects of the negotiation will indicate it is proceeding well or poorly?

What will tell you that it is time to caucus?

What signs will you use to decide when a change in negotiators is necessary?

What constitutes a "successful" negotiation?

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Negotiation -- Remember

“Two elements are essential: Reasonableness and Flexibility.”

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The Basic Components

1. Preparation

2. Objectivity

3. Strategy

4. Technique

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Basic Components (1 of 2)

1. Preparation: – Prepare for negotiation if you want to

succeed.

2. Objectivity:– Assess your strengths, weaknesses,

and goals. Successful negotiators make a point to "accentuate the positive."

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Basic Components (2 of 2)

3. Strategy:– Plan a realistic course of action based

on sound preparation and objective appraisal of resources.

4. Technique:– Combine a wide range of skills; draw

on experience and self-discipline.

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Identifying The Issues (1 of 3)

Factors To Consider:

The Facts.

The Problem.

The Result.

The Reason.

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Identifying The Issues (2 of 3)

Determine the extent of each difference by asking: "What am I willing to do to reach agreement and what can I realistically expect from my opponent?"

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How To Assemble Data (1 of 4)

1. Prepare a written statement of your understanding of the facts that relate to each segment of the business to be discussed.

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The 5 Negotiating Approaches

Approach Description Adage

ForcingHard-nosed, conflictive,

confrontational.

Put your foot down where you mean to stand.

CompromisingSplitting the

difference, sharing, trading.

You have to givesome to get

some.

AvoidingLosing/leaving

withdrawing.Let sleeping dogs

lie.

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Style Pros and Cons (5 of 5)

Style Advantages Disadvantages

Collaborating Both sides can win. Can be extremely time-consuming.

Personal relationships can be

improved rather than harmed.

Negotiators with a forcing style may

interpret this approach as a

weakness.

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When Using Questions

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Third Party Intervention

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Physical Setting

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Appearance

and Mannerisms

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What is your What is your next step?next step?

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Download “Negotiation” PowerPoint presentation

at ReadySetPresent.com

121 slides include: basic components of negotiation, questions to ask, identifying the

issues, assembling the facts, negotiation success strategies, techniques, and tactics,

pros and cons of various negotiation approaches, 22 characteristics of effective

negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's

and more.

Royalty Free – Use Them Over and Over Again.

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