Negotiation and Your Career

Sally Schmall, MSW, SPHRAcademy Coaching

http://AcademyCoaching.comsallyschmall@academycoaching.com

.

. Negotiations

We negotiate every day

We all have a style of negotiationCompetitive Cooperative

Negotiation styles

Competitive• A high initial demand• Likelihood of impasse

Cooperative• Initiates granting

concessions• Vulnerability to

exploitation

Both the competitive and cooperative strategies focus on the opposing “positions”Each negotiator attempts to achieve as many concessions from the other as possible.

PRINCIPLED NEGOTIATION – HARVARD NEGOTIATION PROJECT

• It is a strategy largely based on problem-solving or integration

• The style is hard on the merits, soft on the people

Principled negotiation sets out to:

• Separate the people from the problem• Focus on interests, not positions• Generate a variety of possibilities

before deciding what to do• Insist that the result be based on some

objective standard

SEPARATE THE PEOPLE FROM THE PROBLEMPerceptionEmotionCommunication

Conversation starters

• “I value our relationship, and hope you know that my goal is to create a solution that doesn’t compromise our working relationship.”

FOCUS ON INTERESTS, NOT POSITIONSHow to identify interests

Conversations starters

• “What do we think we really are trying to achieve?”

• “Who else needs to share this aim for this project to succeed?”

Talking About InterestsGetting someone’s attention

Conversation starters

• “What would it take to “bury the hatchet” enough to be open to a different relationship?

INVENT OPTIONS FOR MUTUAL GAINBroaden your options

Conversation starters

• “If you had to come up with different solutions what would be your preferred top 3?”

INSIST ON USING OBJECTIVE CRITERIADeciding on the basis of will is costly

Conversation starters

• “How can we work together to identify sources of objective criteria before we discuss options?”– As an example, in negotiating to purchase a

particular car, we would want to look at what that car sells for at other dealerships.

– What do similar cars sell for? – What does the blue book (or red book if

applicable) say the price should be? – What is the previous year’s model selling for?

"YES, but..."

• What if they are more powerful?– Know your BATNA (Best Alternative to

Negotiated Agreement)– The better your BATNA, the greater your

power– Consider the other side's BATNA

Summary

• Redefine "winning“• Seek options and the solution will follow• Learn from doing—practice, practice,

practice