Negotiating

“Negotiating is the art of

reaching an agreement by
resolving differences
through creativity”

Creative Negotiating, Stephen Kozicki, Adams Press, 1998

 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”
Deliberate Style
 Use when long term
relationship likely
 Involves
cooperation and
relationship building
to reach agreement
 Needs much prep,
hard work
 May move in fits and
starts
 Outcomes
 Realistic
 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”
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  Social Skills
 Confidence  Enjoy people
 Engaged  Interest in others
 Recognition  Teamwork
 Accomplishment  Better as a team
 Pat on the back  Self-control

 Integrity  Creativity
 Always looking for
 No trickery
ways to complete the
 Trustworthiness 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.
 Presentation
 Prepare other
side’s case
 Present the
reasons for your
side better
 Planning sheet
 Issues involved
 Realistic, possible,
worst
 “The” Presentation
 Creative title  Don’t give
 Reduce to “must concessions just
know” items to keep things
 Keywords going
 Mini-speeches  Make note of
around keywords concerns and
keep going
 Visuals
 Bargaining
 When in doubt,
ask questions!
 Open questions
 Reflective
questions
 Tactics
 Tactics
 Use  “You go first”
 Walk out  Bad environment
 Don’t use  Defer to higher
authority
 Emotional outburst
 Not willing to make
 Argue special case
any changes
 Pretend ignorance  Silence
 Play for time  Good guy/bad buy
 Nibble and retreat
 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. reactive behavior
A Good Negotiator Is..
 Creative
 Versatile
 Motivated
 Has the ability
to walk away