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Negotiation SkillsProgram

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What is negotiation?

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Exercise: Self Assessment ofNegotiation Styles

uestions for Sel

Assesment

nswers for Self

Assesment

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Self Assessment of Negotiation

Styles: Score yourself

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Self Assessment of Negotiation

Styles: Score yourself

0 5 Need to work on negotiation concepts

5 10 On the way to becoming a good negotiatior

10 15 Relatively good

15 - 20 Probably a natral

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Outcome Analysis

Win/Winose/Wi

n

Win/ose

ose/ose

!heyWin

!heyos

e

"ou Win "ou ose

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Why Win/Win?

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My father said, Youmust never try to make

all the money that's ina deal. Let the other

fellow make somemoney too, because ifyou have a reputationfor always making allthe money, you won't

have many deals.

ean !aul "etty

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What else can I do

if this deal doesn'tgo through?

What are "ourAlternati#es

h

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What are "our

imits $ost Su%%orta&le

PositionM#!

east Acce%ta&leSettlementL$#

'est Alternati#e toa Negotiate(

Agreement

%$&

$

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eastAcce%ta&leSettlement

Settlement

)ange

$ostSu%%orta&l

Position

AS $SP

BATNA

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!heo(ore

)oose#eltPresi(ential*am%aign

+,+-

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Solution

We are planning to

distribute many pamphletswith Roosevelts picture onthe cover. It will be great

publicity for the studiowhose photograph we use.How much will you pay us

to use yours? Respond

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Negotiation

Strategy

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'argaining o#er %ositions is ine.cientPositional &argaining with more than one

%arty is e#en more (i.cult

'eing nice is not the &est a%%roach

$oreattention

to%ositions

essattention

to realconcerns

Nono%timal

agreements

Arguingo#er

%ositions

Emotional0m%act

1amagerelationshi

%s

+ 1on2t 'argain O#erPositions

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Task

Su&stance )elationshi%s

People

Se%arate the Peo%le from thePro&lem-

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Perce%tion : Putting yourself intotheir shoes!enant2s %erce%tion

+ !he rent is alrea(y too high

- !he a%artment nee(s %ainting

3 0 know %eo%le who %ay less fora similar %lace

4 0 always %ay the rent when sheasks for it

5 She is a col( an( (istant%erson6 ne#er asks how 0 am(oing

7 0 am a (esira&le tenant6 (on2tha#e any cats an( (ogs

8 With costs going u%6 0 can2ta9or( to %ay more for housing

an(la(y2s %erce%tion

+ !he rent has not &eenincrease( for a long time

- e has gi#en that a%artmenthea#y wear an( tear

3 0 know %eo%le who %ay morefor a similar %lace

4 e ne#er %ays unless 0 ask forit

5 0 am a consi(erate %erson6who ne#er intru(es on atenant2s %ri#acy

7 is lou( music (ri#es mecra;y

8 With costs going u%6 0 nee(more rental income

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How many triangles do you see here ?

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Emotions

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*ommunication

S%eak

with the intention to &eun(erstoo(

ocus your talk onyourself6 not

them

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Exercise: 1i.cultcustomer

ough *ustomerExercise

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Positions might &e con@icting6interests might &e com%ati&le

ook forwar( to sol#e %ro&lems

rather than examining historyShowcase your interests

ocus on 0nterests NotPositions3

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el% them to sol#e their %ro&lem!reat their %ro&lems as yours

Work on o%tions to &roa(en the

to%ic in line with each %arty2sinterests

$ake their choices clear an(

easy to un(erstan('rainstorm to n( more answers

&efore making (ecisions

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0n#ent O%tions for $utual Bain4

ocus on 0nterests NotPositions3

Se%arate the Peo%le from thePro&lem-

1on2t 'argain O#er Positions+

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1

2

3

4

5

6

13

14

15

16

17

18

7

8

9

10

11

12

!0*>

!A*

>!0*

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ome

!actic : Boo( *o%6 'a(

*o%

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ome

!actic : !ake it or lea#e it

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ome

!actic : Who is your &oss?

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ome

!actic : Show u% late

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ome

!actic : *row(ing

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ome

!actic : !ime %ressure

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ome

!actic : 0nterru%tion

tactics

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ome

!actic : Boing &ack on

commits

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ome

!actic : Escalations

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ome

!actic : ast minute

a((itions

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ome

!actic : alse

%ost%onement

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ome

!actic : ocation/Physical

surroun(ing

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ome

!actic : *om%any %olicies

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ome

!actic : imite( Authority

!actic

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ome

!actic : 0rrational

&eha#iour

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ome

!actic : *annot change it

now

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ome

!actic : alse rumours

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ome

!actic : imite( 'u(get

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!ANC "O