team negotiations by derek hendrikz
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Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
Team Negotiations:The Negotiating / Planning Relationship
www.derekhendrikz.com
Negotiate
Assess /
Evaluate
Plan
Team Negotiations:The Planning Cycle
Prepare to
move in
Strategize for options
Prepare to
close
Evaluate
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Team Negotiations:The Negotiation Process
Negotiate to UNDERSTAND
Negotiate to EXPLORE
Negotiate to DECIDE
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the 4 Phases of Team
Negotiations
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Phase 1
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Move in & Understand
Phase 2
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Strategize & Explore
Phase 3
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Close & Decide
Prepare to Move In…
Determine & define your position (what
will you state or demand in quantifiable
terms….)
Understand and define your interest (how
will you justify your position….. How did
you arrive at your position…)
What, according to you, should be the
objectives of the negotiationwww.derekhendrikz.com
Negotiate to Understand…
Determine the position of the other side
Understand the interest of the other side
(how are they justifying their position….
Ask Why!!!)
Collectively agree on objectives for the
negotiation….. keep them wide!
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Strategize for Options…
Use information at hand to rethink what
we want (our aims and objectives)
Create a strategy (how will we get what
we want)
Create BATNA (how close can we get to
what we want….. How much options can
we come up with…)
Allocate roles to the negotiating team so
that every person knows exactly how they
contribute to the process.
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Negotiate to Explore…
Create Options:
Use collaborative negotiation to explore
options…
Find common ground through talking about
interest.
Achieve Your Objectives:
Drive your objectives through skilful
negotiation
Stay focused on your objectives (do not get
distracted…)
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Prepare to Close…
Review your progress and current options
in terms of achieving your objectives
Review your BATNA (Best Alternative to
Negotiated Agreement)
Prepare for closing (have a plan to close
quickly…)
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Negotiate to Decide…
Soften disagreement, make concessions to
non-important interest & bargain hard on
your position
Close the negotiations (use BATNA to
move towards closure)
Reach agreement
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Evaluate the Negotiations…
What were our strengths during the
negotiation process;
What were our weaknesses during the
negotiation process; and
How can we change our negotiation
techniques and strategies to achieve better
results….www.derekhendrikz.com
PMBOK 6 point Star Variables
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Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources
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