Negotiation in Practice
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These are the base slides (no case or exercise answers) for a full day session on negotiation tools and techniques.
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Negotiation in Practice
- 1. Negotiation in Practice TerriGriffith #PIM The Plugged-In Manager ThePluggedInManager.com
- 2. Conflict Management Broad Definition…. Broad Use….
- 3. Worksheet “Describe your last negotiation in outline form” What were the key aspects of the negotiation? TerriGriffith.com/blo
- 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 TerriGriffith.com/blo
- 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 Diff Values
- 15. Strategies Collaborate/ Accommodate Integrate What the Other Party Compromise Wants Avoid Compete What I Want
- 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
- 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? TerriGriffith.com/blo
- 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 TerriGriffith.com/blo
- 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: TerriGriffith.com/blo
- 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 TerriGriffith.com/blo
- 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
- 40. Negotiation… It’s not just for deals:
- 41. Organizational Change “Negotiated Change” Meeting Agendas Social Situations Social Media Use Decisions TerriGriffith.com/blo
- 42. You Have to Ask TerriGriffith.com/blo
Notas do Editor
- Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
- Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
- We bring an image
- PackagingAdding IssuesFractioningBe creative
- PackagingAdding IssuesFractioningBe creative
- Now let’s apply it. Download the spreadsheetUnits30 minutes