negotiation skills tulasi sharan sigdel dy. director of studies research and consulting services...
TRANSCRIPT
Negotiation Skills
Tulasi Sharan SigdelDy. Director of Studies
Research and Consulting Services Department, NASC
PhD Student: Cultural Politics of Governance
What negotiation is not?
23-04-18
2
To respect the order of boss and act accordingly
Making a decision between parties using arbitration where the parties are legally bound to follow the arbitrator’s decision
Negotiation is not a competitive sport (we are contesting but not competing to opposition with the aim of crushing them)
What is negotiation?
Negotiation is a process of two or more parties working together to arrive at mutually acceptable resolution of one or more issues
It deals with the conflicting situation of two or more conflicting parties to settle down the issue
Negotiation refers to a process of seeking to influence others
It is a ‘give-and-take’ bargaining process Negotiation occurs everyday.
Types of negotiation
23-04-18
4
Broadly people use two approaches in negotiation;
Confrontational: those using confrontational approach see the process as a zero-sum game in which a limited number of bargaining chips are to be won (they want to be the winners)
Cooperative (interest-based negotiation): An approach to negotiation where the parties focus on their individual interests and the interests of the other parties to find a common ground for building a mutually acceptable agreement.
23-04-18
5
What type of negotiator you are!
Scoring
23-04-18
6
Sum of scoring: 1, 6, 11, 16, and 21 = ------
Sum of scoring: 2, 7, 12, 17, and 22 = ------
Sum of scoring: 3, 8, 13, 18, and 23 = ------
Sum of scoring: 4, 9, 14, 19, and 24 = ------
Sum of scoring: 5, 10, 15, 20, and 25 = ------
Scoring and styles
23-04-18
7
Sum of scoring: 1, 6, 11, 16, and 21 = ----
Compete or defeat (I win-you lose)
Sum of scoring: 2, 7, 12, 17, and 22 = ----
Collaborate or cooperate (I win-you win)
Sum of scoring: 3, 8, 13, 18, and 23 = ----
Compromise (I win/lose some-you win/lose some)
Sum of scoring: 4, 9, 14, 19, and 24 = ----
Accommodate (I lose-you win)
Sum of scoring: 5, 10, 15, 20, and 25 = ----
Avoid or withdraw (I lose-you lose)
Principles of negotiation
23-04-18
8
Focus on interests not positions (it is the final answer to the question “What do you want?” It can be okay to start with a position in a negotiation, but unless you understand the interests behind your position and are open to alternative approaches, you are likely to find yourself stuck in a corner you cannot escape without losing face) It may produce unwise agreements, it is
inefficient, endangers ongoing relationship
Two approaches (attitudes): I’m good, you’re good My way or the highway (not good)
23-04-18
9
Let them express!! When people get highly emotional—for
example, when a young child throws a tantrum—the wisest thing to do is let the youngster ventilate his emotions without trying to control him. Once a person has spouted off, heart rate and breathing rate tend to slow down. The individual becomes calmer physically and generally more open psychologically to alternative ideas.
23-04-18
10
Tricks of the trade!Dealing with Bullies
If you are negotiating with someone who is acting like a bully, keep in mind that bullies are afraid of failure. If you say, “I am afraid we may fail to reach agreement,” there is a good chance that the threat of joint failure will act as a wake-up call to the bully, who may immediately change his or her behavior.
Cont…
23-04-18
11
Create options for mutual gain Separate people from problem Be firm using objective criteria
23-04-18
12
23-04-18
13
Good outcome in negotiation process depends on many
variables and negotiation skills
Framework negotiation skills
23-04-18
14
CommunicationRelationship
Interests
Options
Legitimacy
CommitmentAlternatives
If “No” If “Yes”
Enabling value
Creating valueCreating value
Claiming value
Elements of Negotiation Skills
23-04-18
15
Communication and relationship Skills:
Communication:
Two main kinds of verbal communication.
1. Advocacy or making statements. When we advocate, we give information such as facts, our opinions, conclusions, etc.
2. Inquiry or asking questions. When we inquire, we seek information for the purpose of learning.
Cont…
23-04-18
16
Relationship: The overall pattern of interaction among the other
parties within and outside the negotiation. It is very important in negotiation and interactions
should improve, not damage the our relationships Do not threaten relation at the cost of short term
gain. It may yield poorer results over the long-term. Try to deal separately with the relationship between
the parties and the substance issues Rather reacting to positions, probe for their
underlying needs
Circle of Value
23-04-18
17
Interests: Interests are the problems hopes, fears, aspirations, concerns, goals, etc. of each party. Positional negotiations limit optimal solutions because parties rarely explore a broad range of potential solutions, or options.
Options: The possible solutions which may satisfy the interests of both the parties are called options.
Legitimacy: Using objective standards, evidence-based arguments, precedents, law, or principles is a means both to persuade the other side that an agreement is fair and to protect your side
BATNA and Commitment
23-04-18
18
BATNA refers to one's best alternative to a negotiated agreement. It is different from the options. It means that both the parties think what they can get if they do not come to agreement, commitment or negotiation to pursue their interests.
Commitment refers to the agreement which both the parties agrees up on and respect it. Make it clear
Preparation
Identifying parties Use of circle of value
Identify interests (short-term, mid-term, long-term), key issues of ‘ours’ ‘theirs’ and ‘others’.
Develop options (ours, theirs and others). Brainstorming
Legitimacy
Be careful on…
Emotions Getting people to the table Polarization Finding commonality and common
values (win-win) Face saving Legitimacy and approval of negotiation Time and situation
Thank You!