Negotiation skills - Key concepts when planning a negotiation
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Transcript of Negotiation skills - Key concepts when planning a negotiation
Negotiating skillsNegotiating skills
Patricia Maguet LevyPatricia Maguet Levy
February – May 2014February – May 2014
What does What does negotiatenegotiate mean?mean?
Cambridge Dictionary of American EnglishCambridge Dictionary of American English
NegotiateNegotiate (DISCUSS) (DISCUSS)
to have formal discussions with to have formal discussions with
someone in order to reach an someone in order to reach an
agreementagreement
Harvard Business Essentials: The means by which people deal with their differences
Negotiation situationsNegotiation situations
There is some There is some conflictconflict of interest between of interest between two or more two or more partiesparties
The parties wish to The parties wish to create something create something new new that can’t be done on his or her ownthat can’t be done on his or her own
They prefer to search for They prefer to search for agreementagreement rather:rather:
fight openlyfight openly give ingive in
break off contact.break off contact.
Harvard Business Essentials
What is What is notnot negotiation? negotiation?
When your boss gives you an order and your only choice is to do what he or she says.
If an outsider is brought in to make a
decision between parties using arbitration, the parties are legally bound to follow the arbitrator’s decision.
When parties are not working together to reach an agreement, negotiation does not take place.
What is What is notnot negotiation? negotiation?
Am I a negotiator?Am I a negotiator?
We are inborn negotiators:“if you let me stay out until midnight
then I’ll tidy my bedroom”. We negotiate all the time.
To get a pay rise To get promoted at work To buy a car, a house For business
Preparing to negotiatePreparing to negotiate
KEY CONCEPTKEY CONCEPT
Objectives and GoalsObjectives and GoalsWhy do you want to negotiate?Why do you want to negotiate?
Identify everything that can be negotiated and think about the goals you want to obtain for
each item.
KEY CONCEPTKEY CONCEPT
Objectives and GoalsObjectives and Goals
IssuesIssues
- What is the negotiation about?-What are we going to discuss?
-Will you create an agenda?.
KEY CONCEPTKEY CONCEPT
You will need to agree on the issues to be discussed with all the parties involved
PositionPositionWhat do you want?What do you want?
- It tells the other side what you want
- It can eventually produce the terms of an acceptable agreement
KEY CONCEPTKEY CONCEPT
You don’t need to reveal your position at the beginning of the negotiation process
The rolesThe roles
-Who is involved in the negotiation process?-Will you negotiate as an individual or with a team?-And your counterpart?-Is it a multi-party negotiation?
KEY CONCEPTKEY CONCEPT
Interests, needs, wants, Interests, needs, wants, motivationsmotivations
Why do you want it? Why do you want it?
Looking at the interests of the parties, is the best way to a negotiated agreement.
KEY CONCEPTKEY CONCEPT
KEY CONCEPTKEY CONCEPT
Interest: needs, wants and goalsInterest: needs, wants and goals
When looking for interests we are looking for NEEDS. All NEEDS are not equal, we need to PRIORITIZE. Explicit needs can be very different from Implicit needs.
You need to identify your implicit needs and specially those of the counterparts.
WHY?
KEY CONCEPTKEY CONCEPT
Useful questions Useful questions
-Ask what their interests / objections are-What are you most concerned about…-What problems do you foresee?-Is there anything else we need to do to…
Don’t forget you must listen attentively
KEY CONCEPTKEY CONCEPT
Maslow hierarchy of NeedsMaslow hierarchy of Needs
KEY CONCEPTKEY CONCEPT
Maslow hierarchy of NeedsMaslow hierarchy of Needs
““Negotiating is not listening Negotiating is not listening to what they say, but to what they say, but
finding out what they want“ finding out what they want“
Reinhard Selten. Reinhard Selten.
Economics Nobel Prize.Economics Nobel Prize.
KEY CONCEPTKEY CONCEPT
Interest: needs, wants, motivationInterest: needs, wants, motivation
KEY CONCEPTKEY CONCEPT
InformationInformation
critical factscritical facts
objective criteria objective criteria
can make the difference in the middle of a can make the difference in the middle of a negotiation process. negotiation process.
Gather all the relevant facts!Gather all the relevant facts!
KEY CONCEPTKEY CONCEPT
InformationInformation
KEY CONCEPTKEY CONCEPT
Set ground rules Set ground rules
Control the settingControl the setting
Where?
When?
Who?
How often?
…
KEY CONCEPTKEY CONCEPT
KEY CONCEPTKEY CONCEPT
BOTTOM LINEBOTTOM LINE
RESERVATION PRICERESERVATION PRICE
The worst acceptable outcomeThe worst acceptable outcome
Your walk-awayYour walk-away
The least favorable point at which you would The least favorable point at which you would accept a deal accept a deal
KEY CONCEPTKEY CONCEPT
BOTTOM LINEBOTTOM LINE
BENEFIT : It will help you in resisting pressure and temptations and from making a decision you could later regret (siren song “Let’s agree and put an end to this” )
DISADVANTAGES: - it’s too rigid - it inhibits imagination- is likely to be set too high / too low
KEY CONCEPTKEY CONCEPT
ZONE OF POSSIBLE AGREEMENTZONE OF POSSIBLE AGREEMENT
The difference between the Seller’s Reservation The difference between the Seller’s Reservation Price and the Buyer’s Reservation PricePrice and the Buyer’s Reservation Price
250$ 275$Seller’s ZOPA Buyer’sReservation Price Reservation Price
KEY CONCEPTKEY CONCEPTPowerPower
-Who has more power, you or your counterpart?
KEY CONCEPTKEY CONCEPT
-Authority-Knowledge-Punishing or rewarding-Scarcity-Contacts or connections
-Location-Need-Investment-Urgency-Personality
Sources of Power?Sources of Power?
KEY CONCEPTKEY CONCEPT
BATNABATNABEST ALTERNATIVE TO A NEGOTIATED
AGREEMENT
MAANMEJOR ALTERNATIVA A UN ACUERDO
NEGOCIADO
Always know your BATNA before entering any negotiation
KEY CONCEPTKEY CONCEPT
BATNABATNA
The reason to negotiate is to produce something better than the results you can obtain without
negotiating.
Your BATNA will be the standard against which any proposed agreement should be measured.
Developing your Developing your BATNABATNA
In any negotiation there are realities that are hard to change no matter how good a negotiator you are.
To protect yourself and to make the most of your assets you can use BATNA
Developing your Developing your BATNABATNA
Generating possible BATNAs requires three distinct operations: Inventing a list of actions you might take if
no agreement is reached Improving some of the more promising
ideas and converting them into practical alternatives
Selecting the one realistic option that seems the best.
Developing your BATNADeveloping your BATNAExample for a family wanting to sell a Example for a family wanting to sell a
househouse
What will we do if we don’t sell after 6 months?
Will we keep it on the market indefinitely? Will we rent it? Will we turn the land into a parking? Will we let someone live in it rent-free if
they paint it?How those alternatives compare with the
best offer we received for the house?
KEY CONCEPTKEY CONCEPT
MLATNAMLATNAMOST LIKELY ALTERNATIVE TO A
NEGOTIATED AGREEMENT
MPAANALTERNATIVA MÁS PROBABLE A UN
ACUERDO NEGOCIADO
Always know your MLATNA before entering any negotiation
KEY CONCEPTKEY CONCEPT
WATNAWATNAWORST ALTERNATIVE TO A NEGOTIATED
AGREEMENT
PAANPEOR ALTERNATIVA A UN ACUERDO
NEGOCIADO
Always know your WATNA before entering any negotiation
Developing your Developing your BATNABATNA
Don’t forget to consider the other side’s BATNA, WATNA, MLATNA
Developing your Developing your BATNABATNA
BENEFIT : It’s flexible enough It forces you to think of all the alternatives
before you accept an agreement It prevents you from being too optimistic
( for example to see your alternatives in the aggregate)
LEVERAGELEVERAGE
== Counterpart’s Counterpart’s
need level need level
–– Your need LevelYour need Level
++ Your BATNA Your BATNA
-- Counterpart’s Counterpart’s
BATNABATNA
ASSESS YOUR LEVERAGEASSESS YOUR LEVERAGE
NEED SCORE
HIGH NEED 1
AVERAGE NEED 0
LOW NEED -1
BATNA SCORE
GOOD ALTERNATIVE 1
AVERAGE ALTERNATIVE 0
BAD ALTERNATIVE -1
KEY CONCEPTKEY CONCEPT
The agreementThe agreement
-How will agreement be implemented -Who is responsible?-Do we need a written / oral / formal agreement? -Do we need feedback from others??
Developing your Developing your BATNABATNA