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Negotiation
- 1. Negotiation “Negotiation is the art of reaching an agreement by resolving differences through creativity” Creative Negotiating, Stephen Kozicki, Adams Press, 1998
- 2. Negotiating Process Style Outcome Principles
- 3. Style Style is a continuum between two styles: Quick Deliberate Middle is compromise
- 4. Quick Style Negotiate in a hurry Use when you won’t negotiate with these people again Get the best deal without regard to the other side’s “win”
- 5. Deliberate Style Use when long term relationship likely Involves cooperation and relationship building to reach agreement Needs much prep, hard work May move in fits and starts
- 6. Outcomes Realistic Both sides satisfied, win/win situation Usually results from deliberate style Acceptable Likely to result from quick style Something is better than nothing Always ask for a better deal Worst When you’re too stubborn to be flexible Usually from quick style
- 7. Outcomes Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result “Think carefully, think creatively, and think ahead”
- 8. Principles There are no rules Establish an agenda Everything is negotiable Ask for a better deal Be creative Learn to say “NO”
- 9. Are you a Motivated Negotiator? Enthusiasm Social Skills Confidence Enjoy people Engaged Interest in others Recognition Teamwork Accomplishment Better as a team Pat on the back Self-control Integrity Creativity No trickery Always looking for Trustworthiness ways to complete the deal
- 11. Investigate What do you want? What does the other side need? Decide on style What are the consequences of each choice.
- 12. Presentation Prepare other side’s case Present the reasons for your side better Planning sheet Issues involved Realistic, possible, worst
- 13. “The” Presentation Creative title Don’t give Reduce to “must concessions just know” items to keep things Keywords going Mini-speeches Make note of around keywords concerns and keep going Visuals
- 14. Bargaining When in doubt, ask questions! Open questions Reflective questions Tactics
- 15. Tactics Use “You go first” Walk out Bad environment Don’t use Defer to higher authority Emotional outburst Not willing to make Argue special case any changes Pretend ignorance Silence Play for time Good guy/bad buy Nibble and retreat
- 16. Agreement Arrangements should be neutral and comfortable Pay attention to what others say Screen out all visual distractions Ask open ended questions Listen to responses Proactive vs. reactive behavior
- 17. A Good Negotiator Is.. Creative Versatile Motivated Has the ability to walk away