Full day negotiation workshop for Abengoa leadership.

1. Negotiation in
Practice
The Plugged-In Manager
ThePluggedInManager.com
TerriGriffith

2. Conflict Management
Broad Definition…. Broad Use….

3. Worksheet
“Describe your last negotiation in
outline form”
What were the key aspects of the
negotiation?

4. Developing a Language

5. Haggle

6. Sides of the table…

7. Negotiation: Deciding what
resources parties each will
give and take in an exchange

9. Preparation Leads to Better Deals

10. New Hire
1. Familiarize yourself with your role & the
situation (5 min)
2. Decide what you would like to accomplish
(pick a goal - 2 min)
3. Decide how you would like to accomplish it
(brainstorm tactics - 3 min)
4. Agreement on all issues, or impasse
5. Negotiate Outside of Room
6. Record Outcomes on Board

11. Types of Issues
Distributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Different Values

12. http://www.flickr.com/photos/toffehoff/244870162

15. Strategies
What I Want
What the
Other Party
Wants
Compete
Accommodate
Avoid
Compromise
Collaborate/
Integrate

17. Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.

18. Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just tug of war
– Identifying/creating value

19. Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals – super congruent
issues
Make offers - packaging

21. Creating Value by…
Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
+

22. Creating Value by…

23. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own

24. Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more value in the
negotiation.

25. Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainstorm about before your first meeting
about a negotiation?

26. Best
Alternative to
The
Negotiated
Agreement

27. Why do you need to know
your BATNA?

28. Preparation
Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3

29. Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics for gathering
information from the stakeholders to a
negotiation:

30. Second Context:
Performance Interview
Chris – Brand Manager
Lee – Product Manager

32. Worksheet
Read your case and determine:
Your basic goal in the meeting
Plan how to achieve that goal

33. Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
• What are the other party’s issues &
outcomes?
• How are the outcomes valued?
• Strategies and techniques you can apply?

34. Worksheet
What can you take away regarding alternative
points of view?
What about long versus short term goals and how
you value them?
BATNA? Other preparation that would have been
useful?

36. Technology Tools
Organizational Practice
People

37. BATNA & BUILDER

38. Business objectives
Universe (context, history)
Information needs
Laws (policies, required procedures,
regulations)
Dynamics (timeframe, sequencing)
Events (milestones)
Reach (magnitude)

39. Preparation
Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3 TerriGriffith.com/blo

41. Negotiation…
It’s not just for deals:

42. Organizational Change
“Negotiated Change”
Meeting Agendas
Social Situations
Social Media Use Decisions

43. You Have to Ask