negotiation seminar - page 1 negotiation seminar - ncma sally cunningham dave pronchick march 16,...

Negotiation Seminar - page 1

NEGOTIATION SEMINAR - NCMA

Sally CunninghamDave Pronchick March 16, 2011


TODAY’S TOPICS - SALLY

- 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS

- SIMPLE APPROACH FOR ONE-TIME SHORT TERM NEGOTIATIONS


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

8 STEP APPROACH FOR COMPLEX NEGOTIATIONS


1. PREPARE

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

B. GATHER INFO ABOUT OTHER PARTY

C. FACT V. JUDGMENT


2. ARGUE

A. DON’T INTERRUPT OTHER SIDE – LISTEN

B. DON’T TRY TO SCORE POINTS

C. USE A CONSTRUCTIVE RESPONSE


3. SIGNAL

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

B. LISTEN MORE THAN TALK


4. PROPOSE

A. PROPOSE INSTEAD OF ARGUING

B. BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS

C. USE ADJOURNMENTS TO CONSIDER PROPOSALS


5. PACKAGE

THINK CREATIVELY; TRADE-OFF


6. BARGAIN

A. USE IF-THEN WORDS

B. MAKE EVERYTHING CONDITIONAL

C. LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF


7. CLOSE

A. TIMING – NOT TOO EARLY

B. MEET OPPONENTS NEEDS

C. USUALLY CONCESSION CLOSE

D. ALWAYS LEAVE A LITTLE MORE ROOM


8. AGREE

A. SUMMARIZE

B. NO MISUNDERSTANDINGS


SIMPLE APPROACH FOR ONE TIME SHORT NEGOTIATIONS

A DIAGNOSTIC CHECKLIST

7 AREAS

1. ALTERNATIVES

• WHAT IS OUR BATNA?• CAN WE IMPROVE IT?• CAN WE LEGITIMATELY WORSEN OPPOSITIONS?


DIAGNOSTIC CHECKLIST (Continued)

2. INTERESTS

• OURS? THEIRS?• WHAT IS THEIR CURRENT PERCEIVED CHOICE?• ARE WE GIVING THEM A PROBLEM OR AN

ANSWER?



3. OPTIONS

• CAN WE INVENT MORE POSSIBLE AGREEMENTS?• GOOD FOR BOTH?• CAN WE CHANGE THEIR CHOICE?

4. LEGITIMACY

• ARE WE USING OBJECTIVE CRITERIA?• WILL THE CRITERIA APPEAL TO THE OTHER

SIDE?



5. COMMUNICATION

• ARE WE LISTENING?• OPEN TO PERSUASION?• DO THEY KNOW IT?

6. RELATIONSHIP

• CAN WE IMPROVE THE INTERACTION?• MORE CONCERNED/SOFT ON THE PEOPLE?• MORE RIGOROUS/HARDER ON THE PROBLEM?



7. COMMITMENTS

• WHAT REALISTIC COMMITMENTS COME NEXT?• ARE THEY “YES-ABLE”?• ARE THEY COMPLIANCE PRONE?


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


• Review of 4 Seminal Works

• Preparation

• Bad Traits

• Conclusion

Today’s Topics - Dave


• 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


• Barriers and Breakthroughs

• Preparation the Key

• Build Golden Bridges

• Turn Adversaries into Partners

Getting Past No Ury 1991


• 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


• Displaying Confidence

• Prepare, Probe, Propose

• Achieve Win-Win

• Participate, Engage and Personalize

The Power of NiceShapiro & Jankowski 1998


• W – 5 W’s

• H – Hypothesize

• A – Answer

• T – Tell Me More

Probe – WHAT?


• Show Me How

• Who Says

• Restatement

Parry - Counters


• Precedents

• Alternatives

• Interests

• Deadlines

• Strengths/Weaknesses

• Walk Away Point

• Strategy for Team

Preparation the Key


• Anxious

• Addicted

• Apathetic

• Aristocratic

• Amiable

Traits of Lousy Negotiators


• Practice and Preparation the Keys

- Dry runs / Murder Boards

- Anticipate Problems and/or Concerns

• Listen

- Drill

Conclusion


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

negotiation seminar - page 1 negotiation seminar - ncma sally cunningham dave pronchick march 16,...

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