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NEGOTIATION SEMINAR - NCMA

Sally CunninghamDave Pronchick March 13, 2013

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TODAY’S TOPICS - SALLY- 8-STEP APPROACH FOR COMPLEX

NEGOTIATIONS

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1. PREPARE2. ARGUE3. SIGNAL4. PROPOSE5. PACKAGE6. BARGAIN7. CLOSE8. AGREE

8 STEP APPROACH FOR COMPLEX NEGOTIATIONS

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1. PREPARE

A. ESTABLISH OBJECTIVES- MINIMUM (MUST)- TARGET (INTEND)- MAXIMUM (LIKE)

B. GATHER INFO ABOUT OTHER PARTY

C. FACT V. JUDGMENT

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2. ARGUE

A. DON’T INTERRUPT OTHER SIDE – LISTEN

B. DON’T TRY TO SCORE POINTS

C. USE A CONSTRUCTIVE RESPONSE

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3. SIGNAL

A. WATCH FOR CLUES, E.G., MUST, LIKE, ETC.

B. LISTEN MORE THAN TALK

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4. PROPOSE

A. PROPOSE INSTEAD OF ARGUING

B. BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS

C. USE ADJOURNMENTS TO CONSIDER PROPOSALS

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5. PACKAGE

THINK CREATIVELY; TRADE-OFF

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6. BARGAIN

A. USE IF-THEN WORDS

B. MAKE EVERYTHING CONDITIONAL

C. LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF

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7. CLOSE

A. TIMING – NOT TOO EARLY

B. MEET OPPONENTS NEEDS

C. USUALLY CONCESSION CLOSE

D. ALWAYS LEAVE A LITTLE MORE ROOM

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8. AGREE

A. SUMMARIZE

B. NO MISUNDERSTANDINGS

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NEGOTIATION – A GOOD OUTCOME

1. IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)

2. DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS?

3. IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS?

4. IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED

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• Review of 4 Seminal Works

• Preparation

• Bad Traits

• Conclusion

Today’s Topics - Dave

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• Don’t be Nice; Separate People from Problem

• Mutual Gain Options

• Use Objective Criteria

• Countering Dirty Tricks

Getting to Yes, Fister & Ury 1983 Bestseller, Harvard

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• Barriers and Breakthroughs

• Preparation the Key

• Build Golden Bridges

• Turn Adversaries into Partners

Getting Past No Ury 1991

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• Critical elements – Time, Information, Power

• Questioning, Listening and Nonverbal Behavior

• Counteragents, Styles and Preparation

• 101 Tactics – “Ways to Win”

- These Boots are Made for Walking

- Feel, Felt, Found

The Only Negotiation Guide You Will Ever Need

Stark & Flaherty 2003

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• Displaying Confidence

• Prepare, Probe, Propose

• Achieve Win-Win

• Participate, Engage and Personalize

The Power of NiceShapiro & Jankowski 1998

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• W – 5 W’s

• H – Hypothesize

• A – Answer

• T – Tell Me More

Probe – WHAT?

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• Show Me How

• Who Says

• Restatement

Parry - Counters

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• Precedents

• Alternatives

• Interests

• Deadlines

• Strengths/Weaknesses

• Walk Away Point

• Strategy for Team

Preparation the Key

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• Anxious

• Addicted

• Apathetic

• Aristocratic

• Amiable

Traits of Lousy Negotiators

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• Practice and Preparation the Keys

- Dry runs / Murder Boards

- Anticipate Problems and/or Concerns

• Listen

- Drill

Conclusion

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LAST THOUGHT

“A readiness to make concessions is a sign of strength, not weakness… In negotiations we are…seeking to give all the chance to begin again. The rigid will have a tough time. The flexible, those who are ready to make principled compromises, end up being the victors.”

Desmond Tutu