Summary bcci biznegn aug2010


EXERCISE:DEFINE NEGOTIATING


Negotiating….LET’S DEFINENegotiating….LET’S DEFINE

“Negotiating is….


WHAT IS YOURWHAT IS YOURNEGOTIATING PHILOSOPHYNEGOTIATING PHILOSOPHY

My job is to put my cards on the table while deciding an issue. After that it is upto the other

party.



I negotiate for extracting maximum advantage to my

company and me. If the other person does not go with it, that’s

his problem.



I am prepared to go to any distance to please the other

party for he may return the same compliments when we meet next



I like to achieve everything that my company wants me to , and if deadlock arose, I shall see the other’s viewpoint, give in to certain demands, but ensure that both of us are happy in the end.


Negotiation StylesNegotiation StylesA C C O M O D A T EBuild friendly relationship

Characteristics:

Promote harmony

Avoid substantive differences

Give into pressure to save relationship

Place relationship above fairness of

the outcomes

CO

NC

ER

N

FO

R

RE

LA

TI

ON

SH

IP

C O N C E R N F O R S U B S T A N C ELOW

HIGHC O L L A B O R A T E

Problem solved creatively, aiming for win-win

Characteristics:

Search for common interests

Problem-solving behaviours

Recognising both parties’ needs

Synergistic solutions

Win-win becomes the main purpose of the negotiator

HIGH

A V O I DT a k e w h a t e v e r y o u c a n g e t / I n a c t i o n

Characteristics:

Feeling of powerlessness

Indifference to the result

Resignation, surrender

Take what the other party is willing to concede

Withdraw & remove = behaviour of negotiator

D E F E A TBe a winner at any cost/Competitive

Characteristics:

Win-Lose competition

Pressure/Intimidation

Adversarial relationships

Defeating the other becomes a goal for the negotiator

C O M P R O M I S E

Split the difference

Characteristics:

Meeting half way

Look for trade offs

Accept half-way measures

Aims to reduce conflict rather than problem solve synergistically


Two types of negotiationTwo types of negotiation

• Co-operative = win/win– empathetic– partnership agreements

• Adversarial = win/lose– maximise own gain and other’s

loss– unstable agreements


““People who expect more, People who expect more,

earn more.”earn more.”

Dean Fouraker


Negotiation SkillsNegotiation Skills

• What makes an effective negotiator?

• Get results and get them when and where needed

• Adaptable• Don’t bargain over positions • Focus on interests and needs

not positions • Build relationships • Separate the people from the

problems– Face the problem not the

person• Are concrete• Use fair procedures• Communicate Effectively


Are you a Motivated Negotiator?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


Negotiating SkillsNegotiating Skills

• Interpersonal process

• Can be affected by factors beneath the surface: – Emotions– Attitudes– Motives


PRESENTINGOPENING BARGAINING CLOSING

PREPERATION

REVIEW FOR IMPLEMENTATION

STEPS IN THE NEGOTIATING PROCESS


STAGE 1 : PREPARINGSTAGE 1 : PREPARING

• Establish Objectives• Assign Priorities

– MUST achieve– INTEND to achieve– LIKE to achieve

RESEARCH ON INFORMATION• What’s the fact & figures you need• Source of information• What information does the opponent have


STAGE 1 : PREPARINGSTAGE 1 : PREPARING

CHECK ASSUMPTIONS:

1. What information does the opponent have2. Estimate likely priorities of opponents3. What are the pressures before your opponent4. What are their issues, and concerns5. What are their interests6. What are the bridging factors which would make an

agreement possible7. What are the concessions to trade


An Alternative: InterestAn Alternative: Interest--Based Based Negotiations*Negotiations*

• Separate the people from the problem

• Focus on interests, not positions• Invent options for mutual gain• Insist on objective criteria

*Roger Fisher & William Ury. 1991. Getting to Yes. 2nd ed. New York: Penguin.


Principle 1: Separate the People Principle 1: Separate the People from the Problemfrom the Problem

• Disentangle the people from the problem

• Deal with the people problem: acknowledge perceptions, emotions

• Listen actively• Speak to be understood• Speak about yourself, not them


Principle 2: Focus on Interests, Principle 2: Focus on Interests, Not PositionsNot Positions

• Positions: What disputants say they want in a negotiation: a particular price, job, work schedule, change in someone else’s behavior, revised contract provision, etc.

• Interests: Underlying desires or concerns that motivate people in particular situations (May sometimes be the same as their positions!)


Principle 3: Invent Options for Principle 3: Invent Options for Mutual GainMutual Gain

• Focus on the variety of ways issues/ interests (yours/theirs) might be addressed?

• Avoid assuming there’s a single solution

• Separate brainstorming from evaluation of options

• Don’t assume zero-sum conditions• Think creatively


Principle 4: Insist on Objective Principle 4: Insist on Objective CriteriaCriteria

• Fair standards: market value, precedent, blue book value, professional standards, “best practice,” industry average, equal treatment, etc.

• Fair procedures: e.g. last best offers, taking turns, drawing lots


Dr WILFRED MONTEIRO Dr WILFRED MONTEIRO

• is a nationally acclaimed stalwart in the field of business management with an illustrious career spanning over 25 years

• He is a consultant and advisor to Board of Directors of leading companies & Chambers of Commerce;

• a management trainer of high repute who has conducted over 1250 seminars in India and abroad in areas of business strategy, marketing & organization development.

• a Visiting Professor to premier management institutes and staff training colleges throughout India.

website: www.synergymanager.netwebsite: www.synergymanager.net


CONTACT US

Dr Wilfred MonteiroTELE : 91 22 9819843927

EMAIL: [email protected]

Website: www.synergymanager.net

SYNERGY MANAGEMENT ASSOCIATESsales force development expertise since 1993

OUR AREAS OF CLIENT SERVICE INCLUDE:• Formulating Sales Strategic Plans• Designing of Sales Systems & Process• Auditing Sales Processes & Practices • Leadership & Salesforce Development• Key Customer-Account Management • Improvising Salesforce Motivation & Engagement • Installing Performance Measurement Systems• Building Customer Centric Organizations

Summary bcci biznegn aug2010

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