AN INITIATION TO NEGOTIATION TECHNIQUES

FOR BUSINESS ANALYSTS

IIBA Ottawa-Outaouais

Chapter Meeting

September 20 2016

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Let’s Make a Deal!

Used Car for Sale

• Toyota Matrix 2014

• 60,000 km

• Includes snow tires

• Great condition

• Asking price $ 10,000.00

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What Are Your Thoughts?

What Are Your Thoughts?

• Is this a good deal?

• Could I have done better?

• What is wrong with this car?

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Aim of this session

• The key to successful negotiations

• Review a typical negotiation process

• Describe the qualities of successful

negotiators and the strategies they use

• Discuss the agreements business analysts

are required to negotiate and how to

achieve a profitable outcome for your

organization and the client.

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DISCUSSION

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Questions to Consider

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• What are the features of typical

negotiations business analysts have to

face?

• How do they take place?

• What do you find challenging?

THE NEGOTIATION PROCESS

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Negotiation Process

Preparation

Introductions - Rapport Building

Exploration - Listing of Issues

Bargaining - Agreements On Position

Closure - Summarize and Confirm

Agreement

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Important Factor to Consider for

Successful Negotiation

• What do I feel I could I have done better?

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Your All-Important BATNA

• Best

• Alternative

• To

• A

• Negotiated

• Agreement

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Types of Negotiations

1. Face-to-Face

2. Virtual (E-negotiations)

• Phone

• Teleconference

• E-mail

3. Bi-lateral

4. Multilateral

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How Shall We Meet?

Advantages Disadvantages

Face-to-Face Better reading of the other partyAdvantage of real time

Takes time Parties are not always physically available

Virtual(E-negotiations)

QuickerAdvantage is for the caller-organizer

Cannot read body languageDifficulty in getting the other party fully engaged

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Type of Negotiators:

The Competitive – “Let’s Make a Deal!”

Style Tactics they are like to use Concession patterns

- Conflict is OK!- Hard Charging-Like to lead the discussion-Will place the other party on the defensive-Enjoy this like a game

- Uproar- Bad cop-bad cop- Emotions- Hi ball or low ball- Surprise- Back pedal

-Few and smallish- As a condition to keep the relation going

Outcome: I win-you loose or loose-loose “Off to the next deal!”

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Type Of Negotiators:

The Soft Heart - “I Am Sorry”

Style Strategies Concession patterns

- Conflict is bad…- Soft approach- Likely to keep

negotiations short because they are not comfortable

- Trying to accommodate the other party

- Tell you a sad story- Make you feel guilty- Ingratiate- Flatter

- Few and large - As a condition of

preserving the relationship

- Outcome: I loose- you win “I am so glad this is over”

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Type of Negotiators:

The Mr. Spock - “No Emotions Please”

Style Strategies? Games theyuse

Concession patterns

- Conflict is irrational- Cautious and analytical

attitude- Lots of questions- Please keep emotions

out of it!- Facts and logic

- Reason with the other party

- Lecture- Blizzard- Focus on principles- Entrenchment

- Few and small- Based on logic

- Outcome: I win-you lose because I had a better plan: “I got them!”

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Take Aways

• Negotiation is a life skill

• Business analysts negotiate a variety of issues

at any time, with various stakeholders and not

necessarily face-to-face

• Negotiation dynamics are largely influenced by

personality and negotiation style

• Practice and training can improve your personal

negotiation style.

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QUESTIONS?

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THANK YOU!

C

Learning for Performance™

Algonquin College

Corporate Training Centre

340 Albert Street, 11th Floor

Constitution Square

Ottawa, Ontario K1R 7Y6

Telephone: (613) 727-7729

training@algonquincollege.com

www.algonquincollege.com/corporate