Successful Negotiations www.netcomlearning.com
He llo ! Introduction www.netcomlearning.com
Objectives www.netcomlearning.com
Negotiation www.netcomlearning.com
www.netcomlearning.com Why?
3 Elements • Attitude • Knowledge • Interpersonal Skills www.netcomlearning.com
3 criteria: 3. Should 2. It 1. Should improve or at produce a wise should be least not damage efficient. agreement, if relationship agreement is between parties. possible. www.netcomlearning.com
L e t’s T a ke A Poll How many of you fear/dread negotiating? 1.Yes 2. Never 3. It depends on who I am negotiating with 4. I dont’ negotiate www.netcomlearning.com
Principled Negotiation 1. Separate the people from the problem 2. Focus on interests rather than positions 3. Generate a variety of options before setting on an agreement 4. Insist that the agreement be based on objective criteria www.netcomlearning.com
Choose a Strategy High Principled Give In Negotiation Importance of Relationship Walk Away Positional Bargaining Low Importance High of Outcome www.netcomlearning.com
The Successful Negotiator www.netcomlearning.com
The Negotiation Process Expand the Closing Preparation Education Pie www.netcomlearning.com
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Steps to Preparation • WAP • BATNA • WATNA • ZOPA www.netcomlearning.com
Exchanging Information www.netcomlearning.com
www.netcomlearning.com Clarify Goals
www.netcomlearning.com Win Win
www.netcomlearning.com Agreement
L e t’s T a ke A Poll With collaborative negotiations there is a high concern for both the relationship and the outcomes 1.Yes 2. Not at all 3. Maybe www.netcomlearning.com
Four Major Obstacles Searching for Premature the single judgment answer Thinking that “solving their The assumption problem is their of a fixed pie problem.” www.netcomlearning.com
www.netcomlearning.com The Impasse
Yes Getting Past No to Yes www.netcomlearning.com Impasse No
1. Go to the Balcony www.netcomlearning.com
2. Step to Their Side www.netcomlearning.com
3.Step to Your Side www.netcomlearning.com
4.Build a Golden Bridge www.netcomlearning.com
5.Make it Difficult to Say “No” www.netcomlearning.com
6. High Yield Questions www.netcomlearning.com
L e t’s T a ke A Poll What are your instinctive reactions to negative responses? 1.Strike back 2. Give In 3. Break off negotiations 4. All of the above 4. I am a pacifist www.netcomlearning.com
Dealing with Negative Emotions www.netcomlearning.com
www.netcomlearning.com Tips
Moving from Bargaining to Closing Suggest or Summarize the Stop Talking Assume Action Deal www.netcomlearning.com
Moving from Bargaining to Closing www.netcomlearning.com
The Closing Process Three possible outcomes to a negotiation. Win-Lose Win-Win Lose-Lose www.netcomlearning.com
L e t’s T a ke A Poll True or False 80% of concessions occur in the last 20 percent of the time remaining to negotiate A. True B. False C. No Opinion www.netcomlearning.com
The Closing Process 1. Getting everyone’s perspective 2. Reviewing the information 3. Outlining the options www.netcomlearning.com
Concerns? Questions? Comments? www.netcomlearning.com
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