Everything You Ever Wanted To Know About Negotiation
-
date post
15-Sep-2014 -
Category
Business
-
view
523 -
download
0
description
Transcript of Everything You Ever Wanted To Know About Negotiation
April 7, 2023
withMark TothChief Legal OfficerNorth America
withMark TothChief Legal Officer
North America
Everything you ever wanted to know about negotiation
(in 60 minutes or less)
General Information• Share the webinar• Votes (polling questions)• Rate (before you leave)• Attachments (download)
Audio Problems?The audio for this event is streaming
to your computer. If you can’t hear through your computer speakers:
US Dial-in Number: 1.877.809.7263Passcode: 779 175 05#
Earning HRCI CreditTo receive 1 HRCI for this webinar, participants must attend the webinar in its entirety(one person per computer).
April 7, 2023
withMark TothChief Legal OfficerNorth America
withMark TothChief Legal Officer
North America
Everything you ever wanted to know about negotiation
(in 60 minutes or less)
6
$856,972,641,328 of Negotiation Training
YOU on Negotiation
How to FAIL MISERABLY at Negotiation
How to SUCCEED WILDLY at Negotiation
Negotiation SING-A-LONG
Valuable PRIZES and Much Much More
Official DisclaimerThe presentation you are about to witness is intended as
general commentary only and should not be relied upon or construed as legal advice. The views expressed are solely
those of the presenter and not of ManpowerGroup.
Failure to stay awake for the entirety of this presentation could result in long-lasting side-effects, including but not limited to negotiation anxiety, terrible deals, workplace discord, parenting problems, marital difficulties and/or
potential international geopolitical military conflagration.
Please consult with your own HR and Legal departments before making any major policy and/or procedure changes.
You have been warned.
Tweet along: #mpwebinar
Follow Mark on Twitter: @manpowerblawg
Visit Mark’s Blawg:marktoth.com
Find us on Facebook: facebook.com/manpowerUS
9
Best Negotiation Training Ever
YOU On Negotiation
11
On a scale of 1 (absolutely fear) to 10 (absolutely enjoy), how do you feel about negotiating?Question
1 2 3 4 5 6 7 8 9 10
Fear and loathing Neutral Love it
1% 3% 9% 9% 17% 15% 19% 13% 7% 6%
12
In general, the result of a negotiation is …Question
Both Sides Win
One Side Wins
Both Sides Lose
79%
13%
8%
0 10 20 30 40 50 60 70 80 90
13
Before I enter into a negotiation, I prepare my negotiation strategy, study the other side’s motivations, map out potential gives and takes, determine my bottom line and get ready to walk away if necessary.
Question
Always
Usually
Sometimes
Rarely
Never
17%
41%
26%
13%
3%
0 10 20 30 40 50
14
If you could share ONE negotiation tipwith the world, what would it be?Question
Virtually every tip has been incorporated into today’s presentation.
How To LOSEEvery Negotiation
Tweet-o-Rama@manpowerblawg
Who said it?Let us never negotiate out of fear. But let us never fear to negotiate.
17
Negotiation Failure Factors
Fear
Greed
PrideEmotion
Myopia
Unarmed
BADDEALS
18Image Credit: Bocman1973 / Shutterstock.com
Never Ever Fall in Love With A Deal
Tweet-o-RamaWho said it?
Let us never negotiate out of fear. But let us never fear to negotiate.
John F. Kennedy
PREPARE To NegotiateOr Prepare To Lose
21
Pre-Negotiation Checklist: YOU
Sources: Getting to Yes by Roger Fisher & William Ury;
Negotiation by Richard Luecke
What type of negotiation is this? Who’s our lead negotiator and negotiation team? What’s the best possible result? The worst? What must we get? What would we like to get? What would we be willing to trade off? What’s our zone of possible agreement (ZOPA)? What’s our bottom line? How will we measure and ensure success? What post-deal challenges do we anticipate? What’s our best alternative to a negotiated agreement (BATNA)?
22
Pre-Negotiation Checklist: THEM
Sources: Getting to Yes by Roger Fisher & William Ury;
Negotiation by Richard Luecke
What do know about them? What else do we need to know? What are their key motivators? Who’s their lead negotiator and negotiation team? What’s their best possible result? Their worst? What must they get? What would they like to get? What would they be willing to trade off? What’s their zone of possible agreement (ZOPA)? What’s their bottom line? What’s their best alternative to a negotiated agreement (BATNA)?
Agree or disagree?You must never try to take all the
money that’s in a deal. Let the other fellow make some money too,
because if you have a reputation for always taking all the money,you won’t have many deals.
Text-o-RamaWho said it?
414.751.0126
Your first name + answer
The TWONegotiation Models
What Type OfNegotiation Is This?
NEGOTIATOR’SDILEMMA
COMPETITIVE(WIN / LOSE) COLLABORATIVE
(WIN / WIN)
27Image Credit: Shutterstock.com / Bonchan
A Tale Of Two Pies
vs.
28
Is Win / Win Really Possible?
29Image Credit: Shutterstock.com / Preto Perola
Walk a Mile In Their Shoes
Have the integrity to press for a solution that is better for the other side. The most important thought you can have is not “What can I get them to give me?” It is “What can I give them that would not take away from my position?” When you give people what they want, they will give you what you want.
– Roger Dawson
Text-o-Rama
J. Paul Getty
Building ThePERFECT Negotiator
32
The Negotiator PersonalityHUMBLE yet assertive
POSITIVE yet realistic
PATIENT yet persistent
CREATIVE yet factual
INVESTIGATIVE yet relational
33
The Evolution Of The NegotiatorFROM TO
TEAM?
INFO?
COMMITMENTS?
Share minimum. Surprises OK. Might not commit if know all.
The fewer the better.
Keep others in dark so won’t derail.
Key stakeholders. Improves info, deal and implementation.
It’s our problem if they don’t deliver. Success is shared.
Share. Surprises bad. Engagement, not gotchas.
It’s their problem if they can’t deliver. Penalize noncompliance.
What do YOU do?A. Sweeten the offer priceB. Promise a larger purchaseC. Take the deal as isD. Threaten to walk awayE. None of the above
What do YOU do?A. Sweeten the offer priceB. Promise a larger purchaseC. Take the deal as isD. Threaten to walk awayE. None of the above
36
The best way to get what you’re after in a
negotiation – sometimes the only way – is to approach the situation the way a detective approaches a crime scene.
– Deepak Malhotra
Columbo Negotiation
Image Credit: Shutterstock.com / Rynio Productions
37
?Who?What?Where?When?Why?How?
38
EYES on speaker
RESIST urge to blurt
Ask QUESTIONS to clarify
REPEAT main points
Take detailed NOTES
Listen And Learn
39
It is a well known proposition that you know who’s going to win a negotiation: it’s he who pauses the longest.– Robert Court
The More You Say, The More You Give Away
Image Credit: Shutterstock.com / Rynio Productions
Never forget the power of silence, that massively disconcerting pause which goes on and on and maylast induce an opt to babble and backtrack nervously.– Lance Morrow
40
Know the CULTURE
Plan the FIRST IMPRESSION
You are how you SIT
Watch for INCONSISTENCIES
FACE TOUCH, BLINK listen close
Body Language 101
Every Negotiation Tacticin the History of the Universe
What would YOU do first?
A. Demand $1 million up frontB. Demand 7.5% of the profitsC. Demand a part in the movie D. Nothing
What would YOU do first?
A. Demand $1 million up frontB. Demand 7.5% of the profitsC. Demand a part in the movie D. Nothing
44
ANCHOR if you think you know their ZOPA
COUNTERANCHOR if their anchor misses your ZOPA
You ASK you LISTEN they talk you LEARN
CONCEDE STRATEGICALLY and begrudgingly
AGREE if in ZOPA WALK AWAY if not
Classic Win / Lose Approach
45
DISENTANGLE people from the problem
FOCUS ON INTERESTS not positions
Invent options for MUTUAL GAIN
Insist on OBJECTIVE CRITERIA
Goal: WISE, EFFICIENT & AMICABLE deal
Classic Win / Win Approach
Source: Getting to Yes by Roger Fisher & William Ury
46
Can’t get if you don’t ASK
Know little, ASK FOR MUCH
Ask for your credible MAX
Have FACTS behind each ask
Don’t understand? ASK til you do.
Ask And You Might Receive
47
NEVER accept the first offer
NEVER counter a ridiculous bid
NEVER reveal your ZOPA
Bidding 101
NEVER bargain against yourself
NEVER say “bottom line” unless you mean it
48
Wait. Shut up. If you must talk, use facts.Move only if clear ignoring ridiculous bid.If used on you: “Exactly how much better?”
Bad Offer: “You Gotta Do Better Than That.”
Image Credit: Shutterstock.com / Styleuneed.de
49
GIVE concessions only if they RECIPROCATE
DON’T offer to SPLIT the difference
Watch CONCESSION PATTERNS
Bidding 201
Beware BOGEYS
BE PATIENT: trust the process
50
Higher authority OUTSIDE ROOM
DON’T SPECIFY (“team”)
Higher Authority
ASK them to specify theirs
If won’t, ask if will RECOMMEND
Don’t let EGO get in the way
51
Call them on itBeware attorneysDemand to speak to bad copCreate your own
Good Cop / Bad Cop
52
Demand ITEMIZED COMPETITIVE BIDS
DON’T FALL IN LOVE with one bidder
Keep AT LEAST 2 in the fight
Seek BEST SERVICE at LOWEST PRICE
Beware TOO GOOD TO BE TRUE
So, You’re the Buyer
53
KNOW your buyer
DIFFERENTIATE or die
Create actual VALUE
DON’T sell only on PRICE
Don’t be TOO GOOD TO BE TRUE
So, You’re the Seller
54
Only when reeeeeally MEAN IT
Usually causes severe HEEL DIGGING
Use HIGHER AUTHORITY instead
Always have FALL BACKS
Avoid Ultimatums
COUNTER by testing, playing for time
Tweet-o-Rama@manpowerblawgWhat’s the absolute toughest negotiation
you’ve ever had?
56
Use FACTS to show danger of not dealing
Put a PRICE on inaction
ASK questions to seek common ground
DON’T CONCEDE to convince
Propose MEDIATION or ARBITRATION
The Reluctant Bargainer
57
DON’T retaliate
Remain CALM
Call TIME-OUT
Demand NEW NEGOTIATOR
Consider MEDIATION or ARBITRATION
Negotiating With A Jerk
58
Jerk negotiators get more than nice negotiators.Question
Always
Usually
Sometimes
Rarely
Never
1%
15%
50%
29%
2%
0 10 20 30 40 50
59
DON’T panic
PARK deadlocked issues
Create MOMENTUM on lesser issues
CHANGE dynamics, location, specs
Consider MEDIATION or ARBITRATION
Get Past Impasse
Fill in the blank:___% of concessions occur in the final ___% of negotiations.A. 20, 80B. 50, 50C. 80, 20D. 99.999999999, .000000001
Fill in the blank:___% of concessions occur in the final ___% of negotiations.A. 20, 80B. 50, 50C. 80, 20D. 99.999999999, .000000001
Source: Secrets of Power Negotiation by Roger Dawson
62
80% of concessions occur in last 20%If have power, set a ticking clockNever reveal if have deadlineFind out if they have deadlineChill or lose
The Ticking Clock
Image Credit: Shutterstok.com / ULKASTUDIO
CLOSINGthe Deal
64
If it ain’t in WRITING it didn’t happen
CONTROL the PAPER
Consider SMART metrics
Avoid NIBBLING
READ THE CONTRACT at least 77 times
Done Deal
Best NegotiationRESOURCES Ever
66
Best Negotiation Resources EverBOOKS• Getting To Yes by Roger Fisher & William Ury• Negotiation by Richard Luecke• Secrets Of Power Negotiation by Roger Dawson• Winning Negotiations by Harvard Business Review
TV / MOVIES• The Good Wife• Hotel Rwanda• Lincoln• Thirteen Days
The NegotiationSING-ALONG
ManpowerGroup | Halloween 2012
Negotiation is easyIf you listen you’ll never get stuck
We wrote you this songSo please sing along
If you don’t your deals will all suck
ManpowerGroup | Halloween 2012
Preparation is always importantKnow your side and the other side too
Use the checklists you gotThey’ll help you a lot
You’ll always know just what to do
ManpowerGroup | Halloween 2012
Remember this songAnd you’ll never go wrong
Your skills will certainly blossomYou’ll get what you need
And your deals will always be awesome
ManpowerGroup | Halloween 2012
Fear greed pride and emotionCan wreck a deal please hear my plea
Ask questions galoreAnd then listen some more
Practice patience and humility
ManpowerGroup | Halloween 2012
Don’t be a jerk when you bargainYou might see those people again
Be humble and wiseAnd please realize
That the best deals are truly win-win
ManpowerGroup | Halloween 2012
Remember this songAnd you’ll never go wrong
Your skills will certainly blossomYou’ll get what you need
And your deals will always be awesome
THANKYOU!
Did you watch this webinar as a recording?
Please request your certificate at www.manpowergroup.us/requesthrci
Image credits: Shutterstock.com