managing the negotiation process with derek hendrikz
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Managing the Negotiation Process by Derek Hendrikz. Understand, explore, decide, interest, position, needs, batna. www.derekhendrikz.comTRANSCRIPT
Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
KPI’s to a Negotiation Process…
1. Establish the energy distribution;
2. Develop positions from understanding interest and
needs;
3. Develop win-win solutions;
4. Avoid common mistakes in negotiation; and
5. Use questions to achieve results.
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Establish the Energy Distribution…
OpenOpen
NegotiateNegotiate
40%
20%
40%
CloseClose
Understand
Explore Options
Decide
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Positions, Interest and Needs…
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Develop Common Interest and Needs through...… the Four Basic Stages of Negotiation:
Stage 1 Other person
You
Stage 2Move to the others position
– seek to understand
‘Other’ You
Stage 3Now take the other to your
position – seek to be
understood
‘Other’ You
Stage 4Find a place of mutual agreement – a place of
Win/Win
‘Other’ You
The ‘other’ position Your position
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MistakesNegotiators Make
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Mistakes Negotiators Make…
• Want results without relationship
• They demand to be understood without
understanding
• Attempt to prove their case without exploration of
options – NO BATNA!
• Failing to move from positions (deadlocks)
• Emotion & EGO!!!!www.derekhendrikz.com
QuestionsNegotiators Ask
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Use the following Questions to Open a Topic or Subject…
• What;
• Who;
• Why;
• How;
• Where; and
• When.
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Establish the Context through asking Questions that will…
• Paint the big picture;
• Get you out of stalemates;
• Clarify detail;
• Stimulate thinking or communicate your vision;
• Gain commitment from the other side;
• Give you feedback; and
• Float your idea.www.derekhendrikz.com
the one question that explores options…
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Use Closed Questions to Close a Topic or Subject…
• Was;
• Did;
• Are;
• Where;
• Is;
• Could;
• Would; and
• Do………. www.derekhendrikz.com
Pro’s & Con’s of Emotion In Negotiation…
Pro’s Con’s
• Demonstrates empathy.
• Get’s you in the other ‘s shoes.
• Shows that you are human and are committed to achieving win / win.
• Positive mood can stimulate confidence; bring about less aggressive tactics and produce cooperative strategies.
• Blurs your focus.
• Distracts you.
• Can cause intense and irrational behavior.
• Can cause conflict to escalate and negotiations to break down.
• Can reduce the level of trust.
• Angry negotiators pay less attention to their opponents interest and thus fail to achieve joint gains.
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PMBOK 6 point Star Variables
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Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources