Negotiating Strategies

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Negotiating Strategies. You often get not what you deserve, but what you negotiate. We Are All Negotiators!. WIN/lose Distributive bargaining lose/lose WIN/WIN Integrative bargaining Can you make the pie bigger?. Winners and Losers. Planning Setting the Stage Tactics - PowerPoint PPT Presentation

Transcript of Negotiating Strategies

Negotiating Strategies

Negotiating Strategies

You often get not what you deserve, but what you negotiate.

We Are AllNegotiators!

Winners and Losers

WIN/lose Distributive bargaining

lose/lose

WIN/WINIntegrative bargainingCan you make the pie bigger?

Negotiation StepsPlanning

Setting the Stage

Tactics

Follow Through

Planning Your PositionWhat is your GOAL?

What are your ALTERNATIVES

What is your BATNA?

What is your WALK AWAY POINT/ PRICE?

Planning

Planning Their PositionWhat is their GOAL?

What are their ALTERNATIVES

What is their BATNA?

What is their WALK AWAY POINT/ PRICE?

Planning Their Negotiators

Who are they?

What is their background?

What has been their past negotiating strategy?

What is their authority?

Setting the Stage

What is the best environment to ensure a favorable outcome?ComfortVenueIn Person?Seating Options

Negotiating TacticsWho Goes First?

Substantial psychological research suggests that, more often than not, negotiators who make first offers come out ahead By making the first offer, you will anchor the negotiation in your favor.

Negotiating Tactics

The Early AnchorsZone of Possible Agreement (ZOPA)

Prospect Theory

Unbundle GainsConcessionsGood news

Bundle LossesCostsBurdens

You Cant Always Compromise

ConcessionsGive and take

No major early concessions

Not all concessions are created equal

Concessions

Concessions might not mean same thing to both parties

Concessions tentative until agreement signed

Think before accepting

Games People Play StonewallingCompany policyTake it or leave it

Overcoming StonewallingReal or a ploy?Ask for a managerGentle pushing

Games People Play

Artificial DeadlinesWe must have your decision todayIf you order in the next 5 minutes

Overcoming Artificial DeadlinesReal or a ploy? Ask whyDid you do your homework?

Games People Play Contingent FriendshipJust between you and meLook, I want to help you

Overcoming Contingent FriendshipHes not your friendFocus on yourGoalWalk away pointBATNA

Games People Play

The Screamer

Overcoming The ScreamerDo not escalateMaintain composureWalk away Ask for a manager

Games People Play

NibblingJust one more thingIts not really much

Overcoming NibblingKeep scoreSmall concessions can become large ones

Games People Play

Good Cop/Bad Cop

Overcoming Good Cop/Bad CopIdentify its happeningFocus on your GoalsWalk away pointBATNA

What Works?

Why?What if?

SwappingQuid pro quo

Write it down as you go Especially for complicated deals

Is it WIN/WIN?Will you do business again?How do you feel?How do they feel?

Give something extraMore likely to do business againMore likely to offer referral

Follow Through

Its Time for the Negotiation Case Study