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    This document provides guidance on negotiation strategies and psychological factors to consider. It includes: 1) A diagram showing a negotiation range between an aspirational outcome, a fair and reasonable outcome, and a best alternative to a negotiated agreement (BATNA) that one should walk away from. 2) Tips for asking open-ended questions to understand the other party's needs and build common ground, as well as reflective questions to confirm understanding and allow clarification. 3) A reminder that skilled negotiators control the psychological atmosphere through clusters of communication signals including words, tone/voice, facial expressions, touch, posture, and eye contact from both parties.

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    This document provides guidance on negotiation strategies and psychological factors to consider. It includes: 1) A diagram showing a negotiation range between an aspirational outcome, a fair and reasonable outcome, and a best alternative to a negotiated agreement (BATNA) that one should walk away from. 2) Tips for asking open-ended questions to understand the other party's needs and build common ground, as well as reflective questions to confirm understanding and allow clarification. 3) A reminder that skilled negotiators control the psychological atmosphere through clusters of communication signals including words, tone/voice, facial expressions, touch, posture, and eye contact from both parties.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    28 views8 pages

    CCM - Module Info Graphics

    Uploaded by

    Chubaid
    This document provides guidance on negotiation strategies and psychological factors to consider. It includes: 1) A diagram showing a negotiation range between an aspirational outcome, a fair and reasonable outcome, and a best alternative to a negotiated agreement (BATNA) that one should walk away from. 2) Tips for asking open-ended questions to understand the other party's needs and build common ground, as well as reflective questions to confirm understanding and allow clarification. 3) A reminder that skilled negotiators control the psychological atmosphere through clusters of communication signals including words, tone/voice, facial expressions, touch, posture, and eye contact from both parties.

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    of 8

    PREPARE for “the WHAT”

    NEGOTIATION RANGE

    Other Party Our Side


    Walk away
    Aspirational

    BATNA Fair &


    Reasonable

    Zopa 1

    Fair + BATNA
    Reasonable
    Best BATNA is
    real and credible

    Aspirational
    Walk away

    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes


    QUESTIONING Open question ”So, what if….”
    • Discover
    Strategy •
    •
    Seek to understand
    Listen for clarity HQ Build
    value

    Claim

    Diagnose NEEDS…..to…. value


    Create
    value

    Build up Common Ground.


    Yes
    Hypothetical question
    1. Sum up
    2. Always get something return

    Discovery Open

    Reflective question
    Yes Reflective
    1. Confirm your understanding
    2. Allow to clarify
    Discovery 3. Buy time
    Open

    Yes Reflective

    Open
    Discovery

    “What do you think?”

    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes


    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes
    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes
    Skilled Negotiators
    Create and Control
    Watch for

    the Psychological
    Watch for
    when the
    communication clusters change
    clusters

    Atmosphere
    Chemistry
    Pheromones
    Hormones

    Facial Facial
    • Expression • Expression
    • Color • Color Touch
    Touch • Handshake
    • Handshake
    • Gesture The •
    •
    Gesture
    High five
    WORDS

    High five
    MOOD
    •

    WORDS
    OURS OTHER PARTY
    Tone/Voice Tone/Voice
    Ours and Ours and
    Theirs Theirs
    Posture
    Posture • Stance
    • Stance • Appearance
    • Appearance

    Eyes Eyes
    • Eye contact • Eye contact
    • Pupil • Pupil

    Remain Aware of Remain


    What You aware of what
    Are Communicating OP is Communicating
    intentionally/ non intentionally intentionally/non intentionally

    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes


    WHEN FACE TO FACE IS NOT AN OPTION

    OUR CHOICE OF
    WORDS
    BECOMES PARAMOUNT

    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes


    Skilled Negotiators
    consider the

    MODE
    of the negotiation a strategic decision.

    The chosen mode will either help to construct or destruct the climate we want to create.

    Email Call Face to Face

    Text Letter Video Call

    towards the
    towards
    Human
    Avoidance Dimension
    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes
    #THANK YOU!
    Susie R. Maloney
    Negotiation Strategist

    E susie@blubonsai.com M: + 1 415 730 3619

    Strategy Trusted Negotiation Negotiation Team Advanced


    Advisory Advisors Coaching and Development/ Training
    Services & Mentors Assessment Preparation

    intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes

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