Negotiation: basic elements

Luigi Rigolio, dic 2015

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Soft skills: the learning overview

• Effective verbal communication• Sales skills• Meeting management• Pub speaking

• The feed-back «culture»• Negotiation• Consultancy

Negotiation

• The reason why • Theoretical elements• Technical elements• Strategy

Negotiation: the reason why

• Everything you want is owned by somone else

• We are all negotiator

Negotiation

• The reason why • Theoretical elements• Technical elements• Strategy

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Negotiation’s theory:Walton and Mc Kersie on Distributive Bargaining

The parties bargain over division of a particular pie, and one

party’s gain is a direct loss for the opponent.

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Both sides search for solutions that would increase the size of the pie.

In game theory models, this approach is referred to as a

variable-sum game.

Negotiation’s theory:Walton and Mc Kersie on Integrative Bargaining

Fischer, Uri and Patton: the advices of the pioneers

• Separate the PEOPLE from the Problem • Focus on INTERESTS, Not Positions • Invent OPTIONS for Mutual Gain • Insist on Using Objective CRITERIA

Negotiation: the «reciprocity» law

• Be genuine

• It is not all about you

• Understand your opponent’s perspective

Negotiation: relevant informations

• We prefer say «yes» to those we like

• Norms play to our sense of order

Negotiation

• The reason why • Theoretical elements• Technical elements• Strategy

Negotiation: technique is relevant

• Simple techniques help us respond appropriately when bargaining

• Understand negotiation will improuve your results

Negotiation: communication is a «must to have»

• Effective communication can help you to get what you want

• Poor negotiation skills limit your ability to reach agreement

Negotiation: technique

• Prepare your strategy• Focus on common interests• Advance their objectives while advance your own• Let the other party offer first• Gain committment at closing

Negotiation: basic elements for efficacy

• Remain in control

Prepare your strategy: careful planning make you an effective communicator

• Assess your position• Understand your opponent• Define your goals

Negotiation

• The reason why • Theoretical elements• Technical elements• Strategy

Strategy in negotiating: options

• Compete and dominate• Collaborate and influence• Compromise• Accomodate• Appeal• Concede• Avoid

Negotiation: the thief and the avoider

• The Thief assumes that everyone steals

• Avoider don’t want to play

Negotiation: the compromiser and the accomodator

• Compromiser will offer to split

• Accomodator hope the others will share

Wrap upMaking the value