negotiation
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Negotiating
“Negotiating is the art of reaching an agreement by resolving differences through creativity”
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Negotiating Process
Style
Outcome
Principles
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Style
Style is a continuum between two styles: Quick Deliberate Middle is
compromise
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Quick Style
Negotiate in a hurryUse when you won’t negotiate
with these people again Get the best deal without regard
to the other side’s “win”
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Deliberate StyleUse when long term
relationship likely Involves
cooperation and relationship building to reach agreement
Needs much prep, hard work
May move in fits and starts
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OutcomesRealistic
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
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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”
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Principles
There are no rules Establish an
agendaEverything is
negotiableAsk for a better
dealBe creative Learn to say “NO”
yourself
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Are you a Motivated Negotiator?
Enthusiasm Confidence Engaged
Recognition Accomplishment Pat on the back
Integrity No trickery Trustworthiness
Social Skills Enjoy people Interest in others
Teamwork Better as a team Self-control
Creativity Always looking for
ways to complete the deal
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Negotiation Model
InvestigatePresentationBargainingAgreement
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Investigate
What do you want?
What does the other side need?
Decide on styleWhat are the
consequences of each choice.
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Presentation
Prepare other side’s case
Present the reasons for your side better
Planning sheet Issues involved Realistic,
possible, worst
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“The” Presentation
Creative titleReduce to “must
know” itemsKeywordsMini-speeches
around keywordsVisuals
Don’t give concessions just to keep things going
Make note of concerns and keep going
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Bargaining
When in doubt, ask questions!
Open questions
Reflective questions
Tactics
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Bargaining refers to the process of dividing or distributing scarce resources
Two parties have different but interdependent goals
There is a clear conflict of interests
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Staking Out the Bargaining Zone
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Agreement
Arrangements should be neutral and comfortable
Pay attention to what others sayScreen out all visual distractionsAsk open ended questionsListen to responsesProactive vs. reactive behavior
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A Good Negotiator Is..
CreativeVersatileMotivated Has the
ability to walk away
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THANKS FOR YOUR ATTENTION