Negotiation
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Transcript of Negotiation
Negotiating
“Negotiating is the art of reaching an agreement by resolving differences through creativity”
Negotiating Process
Style
Outcome
Principles
Style Style is a
continuum between two styles: Quick Deliberate Middle is
compromise
Quick Style Negotiate in a hurryUse when you won’t negotiate
with these people again Get the best deal without regard
to the other side’s “win”
Deliberate StyleUse when long term
relationship likely Involves
cooperation and relationship building to reach agreement
Needs much prep, hard work
May move in fits and starts
OutcomesRealistic
Both sides satisfied, win/win situation Usually results from deliberate style
Acceptable Likely to result from quick style Something is better than nothing Always ask for a better deal
Worst When you’re too stubborn to be flexible Usually from quick style
Outcomes
Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result
“Think carefully, think creatively, and think ahead”
PrinciplesThere are no rules
Establish an agenda
Everything is negotiable
Ask for a better deal
Be creative Learn to say “NO”
yourself
Are you a Motivated Negotiator?
Enthusiasm Confidence Engaged
Recognition Accomplishment Pat on the back
Integrity No trickery Trustworthiness
Social Skills Enjoy people Interest in others
Teamwork Better as a team Self-control
Creativity Always looking for
ways to complete the deal
Negotiation ModelInvestigatePresentationBargainingAgreement
InvestigateWhat do you
want?What does the
other side need?Decide on styleWhat are the
consequences of each choice.
PresentationPrepare other
side’s casePresent the
reasons for your side better
Planning sheet Issues involved Realistic,
possible, worst
“The” PresentationCreative titleReduce to “must
know” itemsKeywordsMini-speeches
around keywordsVisuals
Don’t give concessions just to keep things going
Make note of concerns and keep going
BargainingWhen in doubt,
ask questions!Open
questionsReflective
questionsTactics
TacticsUse
Walk outDon’t use
Emotional outburst Argue special case Pretend ignorance Play for time Nibble and retreat
“You go first” Bad environment Defer to higher
authority Not willing to
make any changes Silence Good guy/bad buy
AgreementArrangements should be neutral
and comfortable Pay attention to what others sayScreen out all visual distractionsAsk open ended questionsListen to responsesProactive vs. reactive behavior
A Good Negotiator Is..
CreativeVersatileMotivated Has the
ability to walk away