Robert Anderson

Negotiation Skills

Deutsche Bank

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Definition

Negotiation is…

the process of back-and-forth communication between parties aimed at reaching agreement where some needs are shared and some are opposed

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Workshop Objectives

Identify five negotiating styles and know when to use them

Distinguish between competitive and collaborative strategies

Use a five-step approach to plan and conduct a collaborative

negotiation

Use listening techniques to promote cooperation, resolve

conflicts and for creative problem solving

Handle situations where other sides refuses to negotiate or

creates obstacles to mutual understanding

Gain greater confidence in your ability to negotiate

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Agenda

Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps

AM

Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up

PM

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Guidelines

Participate

Be open

Give feedback

Respect confidentiality

Smart phones off; step outside

Have fun!

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Introductions

Name/area

Length of time at Deutsche Bank

Types of negotiations you conduct:

Clients? Vendors? Colleagues?Other?

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Benchmark Negotiation

A New Database for Research

Research Technology

Plan negotiation: 10 minutes

Conduct negotiation: Compete 5 minutes Collaborate 5 minutes

vs.

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Negotiating Styles

Competition Collaboration

Avoidance Accommodation

Compromise

Concern for Other’s Needs

Con

cern

for

You

r N

eeds

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Negotiating Styles: Pros & Cons

Pros Cons

AvoidingStays away from conflict

AccommodatingGoes along with what the other side wants

CompromisingSplits the difference so both sides gets part of what they want

CompetingTries to get it all

CollaboratingTries to find the maximum gain for both sides

When is it okay to use?

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Five Steps for Collaborative Negotiations

Your Position

Needs

1. State positions

Their Position

Needs

2. Identify Needs

3. Reframe (How can we meet the priority needs of both sides?)

4. Discuss Options

5. Reach Agreement

BATNA BATNA

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Identifying Needs

How can we satisfy the priorities and needs How can we satisfy the priorities and needs for both A and B?for both A and B? ReframeReframe

Position Position

Underlying

Needs

Underlying

Needs

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Needs, Reframe, OptionsPractice

Position

Needs

Reframe

Options

Agreement

Alan (consultant) Jennifer (company employee)

“I will be available to answer questions by telephone during the system installation.”

“I expect you to be on site to answer questionsduring the four weeks of system installation.”

Directions:1.List the needs of each negotiator.2.Write a reframe.3.List options that will help them meet needs. Be creative: list as many as possible without judging them.4.Suggest a possible agreement that will meet the needs of both negotiators.

Directions:1.List the needs of each negotiator.2.Write a reframe.3.List options that will help them meet needs. Be creative: list as many as possible without judging them.4.Suggest a possible agreement that will meet the needs of both negotiators.

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Agenda

Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps

AM

Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up

PM

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Communication Skills

2. Active Listening

Ask open-ended questionsTell me more about ...What are your reasons for wanting that ... ?From your point of view, what would make this work?How do you see it from your perspective?What are your concerns about ... ?

Restate what the other party shared You think ...Your main priority is ...You would prefer ...You would feel a lot better if ....You are not convinced that ...

1. Build common groundWe both want to make sure the project is successful.We are both equally concerned about …I really appreciate your work on …Clearly, this is a high priority for both of us.Building on the success of our last project…

3. InformingMy main priority is …I think/feel/need …What’s important to me is …My concern is …

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Listening for Needs

Open-ended questions

Restatement

Active Listening

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Listening for Needs

Round 1: Team Leader — skilled Team Member — unskilled

Round 2: Team Leader — unskilled Team Member — skilled

Team Leader Team Member

Plan your:PositionNeedsAttacks

10 minutes

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Dealing with Difficult Negotiators

Useful Questions

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Assertive Model

The situation or behavior of the person

Your strategic feelings about the situation

The behavior you would prefer from them

The positive or negative consequences

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Assertive Model

I noticed that …

I feel…

I would prefer for you to…

If you do… If you do not…

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Assertive Techniques

Stay calm

Listen

Repeat the request

Use fogging

Find a win-win solution

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Negotiation Phases

1. Opening

2. Discussion

3. Follow Up

Key ElementsClimateRelationship

Positions Needs Reframing Options Agreement

Monitoring Returning to the table

Getting down to business

Implementing the agreement

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Action Plan

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