The Skilled Negotiator
Transcript of The Skilled Negotiator
Lisa ChowContracts, Procurement, and Negotiation for
Project ManagersNYU Fall 2014
Be versatile
Assess interests, concerns, and emotions prior to and during negotiation
Set an agenda
• Setting an agenda is a negotiation in and of itself.
• Process guidelines include: – Who will start
– Order of topics to be addressed
– Time to be allocated to each topic
– Issues that should not be addressed during the negotiation
Identify primary claims
Try all possible options
Find out your negotiation styles
Prioritize and negotiate issues
Persuasion strategies
• Framing
• ACE Model– Appropriateness
– Consistency
– Effectiveness
Losing or Saving Face
• Face - “the positive social value a person effectively claims for himself [or herself] by the line others assume he [or she] has taken during a particular encounter.”
• Whenever possible, negotiators should try to maintain the other side’s face.
• The fear of losing face can be used as a strategy – can be risky.
Power is negotiable
• Static indicators of power: rank, gender, age, reputation, status, intelligence, reputation, appearance, physical size
• Respect > authority
• Perception of power
• Credibility
• Use the power of who you know
Dealing with deception
In general, skilled negotiators are…
• More observant
• More versatile
• Confident but not arrogant
• Life-long learners
• Experimenters
“In business and in life, you don’t get what you deserve, you get what
you negotiate.” - Chester L. Karrass