Negotiation best practices .

3. Outline

4. Having a choice ?

5. What

6. Why

7. We all do it ,but doing it right?

8. Soft Hard Principle-Based
Participants are friends. Participants are enemies. Participants are problem-solvers.
The goal is agreement. The goal is victory. The goal is a wise outcome reached
efficiently.
Be soft on the people and the Be hard on the problem and the Be soft on the people, hard on the
problem. people. problem.
Accept one-sided losses to reach Demand one-sided gains as the price Invent options for mutual gain.
agreement. of agreement.
Search for the single answer: the Search for the single answer: the Develop multiple options to choose
one they will accept. one you will accept. from; decide later.
Insist on agreement. Insist on your position. Insist on using objective criteria.

9. principled negotiation

11. Separate the People from the
Problem

12. Negotiators are People First

13. Negotiators are People First
• Failing to deal with others sensitivity as
human beings can fail negotiation.
• Ask yourself every now & then am I paying
enough attention to the people’s problem.

14. Two Interests

15. Techniques

16. Techniques

17. Techniques

18. Techniques

19. A rule for conflict
“Only one can get angry at a time” …its Ok its his
turn .

20. Techniques
Communication Problems :
• Not talking to each other
• Not listening
• Misunderstanding

21. Communication :Listening

22. Communication : Not listening

23. Communication : Not listening

24. Communication : Listening

25. Communication : Non-Listeners

26. Communication :Listeners

27. Communication :Listeners

28. Communication :Talking

29. Communication :While talking

30. Communication: Talking

31. Communication: Talking

32. Communication: while Talking

33. Communication :Misunderstanding

34. Communication : avoid
Misunderstanding

35. Communication :Misunderstanding
Example
yes can not be mistaken…oh yes it can!!!!
• yes >> I hear you .
• Yes >>yes calm down we ‘ll talk tomorrow
• Yes >>I’ll have to go
• Yes >> I’ll make it happen.
But what about other clues here comes body
language.

36. Communication :Misunderstanding

37. Communication :avoid
Misunderstanding

38. Body Language

39. Body Language
• But be aware of yourself as well.
• Many of the signals sent do not require a
deep study of psychology ..it need
awareness and readiness to do something
regarding the signals .
• The more signal you interpret the stronger
your position is .

40. Examples
• Laying: avoid eyes ,look downwards touch
face around the mouth .
• Evaluating :head on one side ,hand to chin.
• Negative :head supported heavily with hands
indicates boredom or detachment .
• Aggressive :hands on hips .
• emphasize your size :Hands on the back
pushing shoulders up and chest out .

41. Focus on Interests, not Positions

42. Talk , make interests come alive
• Its your job to make them know how
important the thing is to you …you should not
hope for much relief if you describe headache
as a stomach to your doctor.
• Its good while talking about your interests to :
– shows openness : ” correct me if I'm wrong”
– Acknowledge their interests: People listen better if
they fell that you have understood them.

43. Talk , make interests come alive

44. Options
•Generate a variety of possibilities before
deciding what to do.
•In this step time is for parties to to generate
alternative candidate solutions.
•A Brainstorming to create a mutual gain Win-
Win agreement.

45. Criteria
•Insist that the result be based on some objective
standard.
•The final step is to use mutually agreed and
objective criteria ”fair standard ” for evaluating
the candidate solutions.
•Should apply to both sides

46. What if
• What if he don’t want to play ?
• Started attacking you :
– Never defend :sit back and relax, let them let off steam
– Recast: as attack on problem
• Attacking your ideas:
– don't defend!.
– don't ask for acceptance
– ask what's wrong with it
– turn sides: ask for advice, "what would you do if you were
in my side?“..statements generates resistance ,whereas questions
generate answer .

47. What if

48. Common mistakes

49. • Learn from doing:
Reading a book about tennis will not make
you Andre Agassi !

50. Q&A