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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 hurry  Use when you won’t negotiate with these people again  Get the best deal without regard to the other side’s “win” .

hard work  May move in fits and starts .Deliberate Style  Use when long term relationship likely  Involves cooperation and relationship building to reach agreement  Needs much prep.

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  Realistic  Both sides satisfied.

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Outcomes  Predetermine the outcomes before you start negotiations. think creatively. you have a better chance of getting a better result  “Think carefully. and think ahead” .

Principles  There 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 Model     Investigate Presentation Bargaining Agreement .

.Investigate  What do you want?  What does the other side need?  Decide on style  What are the consequences of each choice.

possible.Presentation  Prepare other side’s case  Present the reasons for your side better  Planning sheet  Issues involved  Realistic. worst .

“The” Presentation  Creative title  Reduce to “must know” items  Keywords  Mini-speeches around keywords  Visuals  Don’t give concessions just to keep things going  Make note of concerns and keep going .

ask questions!  Open questions  Reflective questions  Tactics .Bargaining  When in doubt.

Bargaining refers to the process of dividing or distributing scarce resources 16  Two parties have different but interdependent goals  There is a clear conflict of interests .

Staking Out the Bargaining Zone 17 .

reactive behavior .Agreement  Arrangements should be neutral and comfortable  Pay attention to what others say  Screen out all visual distractions  Ask open ended questions  Listen to responses  Proactive vs.

.A Good Negotiator Is.     Creative Versatile Motivated Has the ability to walk away .

THANKS FOR YOUR ATTENTION 20 .