NEGOTIATION NEGOTIATION BOOTCAMPBOOTCAMP

Battle ReadyBattle Ready

POSITIONAL BARGAINING POSITIONAL BARGAINING Four Step MethodFour Step Method

PREPAREPREPARE

IdentifyIdentify

ARGUEARGUE

SignalSignal

PROPOSEPROPOSE

PackagePackage

BARGAINBARGAIN

CloseClose

PREPARE PREPARE

OBJECTIVESOBJECTIVES

INFORMATIONINFORMATION

CONCESSIONSCONCESSIONS

VARIABLESVARIABLES

STRATEGYSTRATEGY

TEAMWORKTEAMWORK

OBJECTIVES OBJECTIVES

What are our priorities ?What are our priorities ?

Can we really attain our objectives ?Can we really attain our objectives ?

Can we determine Can we determine theirtheir objectives ? objectives ?

INFORMATION INFORMATION

What are the main issues ?What are the main issues ?

What is the balance of power ?What is the balance of power ?

What are the straight facts ?What are the straight facts ?

What assumptions are we making ?What assumptions are we making ?

CONCESSIONS CONCESSIONS

Value concessions from low to highValue concessions from low to high

What is their trading value ?What is their trading value ?

What concessions do we want from What concessions do we want from them them ??

VARIABLES VARIABLES

What are our vital interests ?What are our vital interests ?

Are we aware ofAre we aware of their their interests ? interests ?

Are there bridging factors ?Are there bridging factors ?

What must we give to reach What must we give to reach agreement ?agreement ?

What is our fallback position ?What is our fallback position ?

STRATEGYSTRATEGY

What is our basic strategy ?What is our basic strategy ?

Is it simple ?Is it simple ?

Is it flexible ?Is it flexible ?

NEGOTIATION STRATEGIESNEGOTIATION STRATEGIES

No strategyNo strategy

RationalRational

EthicalEthical

EmotionalEmotional

InsightInsight

Disturb Disturb homeostasishomeostasis

Conceal objectivesConceal objectives

High PressureHigh Pressure

Low pressureLow pressure

Avoid concessionsAvoid concessions

Use his argumentsUse his arguments

Are you sure ?1. Use logic & reason to get him to accept your proposal.2. Convince him of your integrity. Show he can trust you.3. Appeal to the emotions is a powerful way to persuade !4. Provide scattered information rather than systematic

arguments. Allow him to see the relationships himself.5. Use statements to lead him to question the soundness of

his present situation.6. Use indirect & projective questions to orient him to

identify his needs, then show you can meet them.7. Make clear & positive statements. Repeat them.8. Use questions to lead him to a course of action so he

feels he has made the decision to accept your proposal.9. Head off requests for concessions before they’re

verbalized.10. Acknowledge limitations, faults & problems before he

does.

TEAMWORK TEAMWORK

Team LeaderTeam Leader

Main SpeakerMain Speaker

Support SpeakerSupport Speaker

QuestionerQuestioner

SummarizerSummarizer

ObserverObserver

ARGUINGARGUING

Speak firmly and brieflySpeak firmly and briefly

Exchange informationExchange information ListenListen QuestionQuestion SummarizeSummarize ChallengeChallenge Look for cluesLook for clues Build on their ideasBuild on their ideas

ARGUINGARGUING

Talk too muchTalk too much

InterruptInterrupt Score pointsScore points Attack and BlameAttack and Blame DebateDebate DefendDefend ThreatenThreaten Talk floppyTalk floppy

SIGNALLING SIGNALLING

Are there signs of movement ?Are there signs of movement ?

Have we signalled our readiness to move ?Have we signalled our readiness to move ?

Have the signals been received ?Have the signals been received ?

Are they using qualified statements ?Are they using qualified statements ?

Have we asked them to elaborate ?Have we asked them to elaborate ?

Have we responded positively ?Have we responded positively ?

SIGNALLINGSIGNALLING

Listen more, talk lessListen more, talk less

Respond and reciprocateRespond and reciprocate

Reward signals not intransigenceReward signals not intransigence

PROPOSING PROPOSING

Are we arguing or proposing ?Are we arguing or proposing ?

Are we linking or separating issues ?Are we linking or separating issues ?

How much negotiating room do we have ?How much negotiating room do we have ?

Are we firm on generalities, flexible on Are we firm on generalities, flexible on specifics ?specifics ?

Are we using strong or weak language ?Are we using strong or weak language ?

PROPOSING PROPOSING

Are our conditions specific ?Are our conditions specific ?

Are our proposals tentative ?Are our proposals tentative ?

Are our opening concessions small ?Are our opening concessions small ?

Are our opening conditions large ?Are our opening conditions large ?

PACKAGINGPACKAGING

Have we identified Have we identified theirtheir and reviewed and reviewed ourour

objectivesobjectives

conditionsconditions

concessionsconcessions

inhibitionsinhibitions

Is there enough movement to table a package ?Is there enough movement to table a package ?

Can we address our package to their Can we address our package to their interests ?interests ?

PACKAGING PACKAGING

Does our current position give us room ?Does our current position give us room ?

What conditions will we put in the package What conditions will we put in the package ??

What concessions will we make in it ?What concessions will we make in it ?

What exactly do we want in return ?What exactly do we want in return ?

Are we giving away too much, too soon ?Are we giving away too much, too soon ?

Have we considered all possible variables ?Have we considered all possible variables ?

Can we create a Can we create a newnew variable ? variable ?

PACKAGINGPACKAGING

Who gets how much of what and when ?Who gets how much of what and when ?

Make concessions work for objectivesMake concessions work for objectives

Value concessions in other party ’s termsValue concessions in other party ’s terms

BARGAINING BARGAINING

Decide what we want in exchange for concessionsDecide what we want in exchange for concessions

Put these demands at the start of our presentationPut these demands at the start of our presentation

Signal what ’s possible if they accept the conditions Signal what ’s possible if they accept the conditions

Present the proposal, restate the conditionsPresent the proposal, restate the conditions

Keep all unsettled items linkedKeep all unsettled items linked

BARGAININGBARGAINING

Never give something for nothingNever give something for nothing

Lead with conditionsLead with conditions

Keep everything linkedKeep everything linked

CLOSING CLOSING When will we stop conceding ?When will we stop conceding ?

What kind of close is appropriate ?What kind of close is appropriate ?

summarysummary

conditionalconditional

concessionconcession

Do we need to adjourn before the final offer ?Do we need to adjourn before the final offer ?

Have they said yes or no ?Have they said yes or no ?

Are there any outstanding items ?Are there any outstanding items ?

CLOSING CLOSING

What has been agreed ?What has been agreed ?

Do we need to write draft clauses ?Do we need to write draft clauses ?

Have we specified points ofHave we specified points of

explanationexplanation

clarificationclarification

interpretationinterpretation

If the agreement is verbal, confirm it in writing !If the agreement is verbal, confirm it in writing !