negotiation for entrepreneurs
DESCRIPTION
Three hour workshop on the basics of negotiation in an entrepreneurial environment. Focus on stakeholder analysis and preparation for problem solving.TRANSCRIPT
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Negotiation & Conflict Resolution
The Plugged-In Manager
ThePluggedInManager.com
TerriGriffith
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Conflict ManagementBroad Definition…. Broad Use….
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Worksheet
“Describe your last negotiation in outline form”
What were the key aspects of the negotiation?
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Developing a Language
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Haggle
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Sides of the table…
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Negotiation: Deciding what resources parties each will give
and take in an exchange
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Plan Your DiveDive Your Plan
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Preparation Leads to Better Deals
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New Hire1. Familiarize yourself with your role & the
situation (5 min)2. Decide what you would like to accomplish
(pick a goal - 2 min) 3. Decide how you would like to accomplish it
(brainstorm tactics - 3 min)4. Agreement on all issues, or impasse5. Negotiate Outside of Room6. Record Outcomes on Board
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Types of IssuesDistributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Different Values
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http://www.flickr.com/photos/toffehoff/244870162
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Strategies
What I Want
What the Other Party Wants
Compete
Accommodate
Avoid
Compromise
Collaborate/Integrate
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IntegrationBonus Vacation Pts
Compromise 6% 15 days
Recruiter 800 2000 2800
New Hire 2000 800 2800
Integrate 10% 5 days
Recruiter 0 4000 4000
New Hire 4000 0 4000
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Worksheet
5. __________ only gets you ______ of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.
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Two Tasks
1. Getting Information– Not just positions– Underlying preferences, priorities
2. Using Information– Not just tug of war– Identifying/creating value
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Information Sharing
Ask questions – but why should they tell you?
Give information – reciprocity
Find superordinate goals – super congruent issues
Make offers - packaging
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Creating Value by…
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Not what people want, but why they want it
… and finding ways to address underlying preferences/priorities that satisfy your own
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Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two methods of creating more value in the
negotiation.
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Worksheet
1. Preparation for negotiation is trivial or involved?
2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
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Best
Alternative to
The
Negotiated
Agreement
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Why do you need to know your BATNA?
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PreparationStakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
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Worksheet
3. When you have time, what is the agenda for your first negotiation meeting?
4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
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Term Sheet
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Be Strategic In Your Preparation
• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues &
outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
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No More Runway
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Negotiation…It’s not just for deals:
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Organizational Change “Negotiated Change”
Meeting Agendas
Social Situations
Social Media Use Decisions
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You Have to Ask
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You Have To Understand Other
Party’s Needs
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Q&A