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

7

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

agendaEverything is

negotiableAsk for a better

dealBe 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

InvestigatePresentationBargainingAgreement

Investigate

What do you want?

What does the other side need?

Decide on styleWhat 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 titleReduce to “must

know” itemsKeywordsMini-speeches

around keywordsVisuals

Don’t give concessions just to keep things going

Make note of concerns and keep going

Bargaining

When in doubt, ask questions!

Open questions

Reflective questions

Tactics

16

Bargaining refers to the process of dividing or distributing scarce resources

Two parties have different but interdependent goals

There is a clear conflict of interests

17

Staking Out the Bargaining Zone

Agreement

Arrangements 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

20

THANKS FOR YOUR ATTENTION