Negotiation Skills

Mahesh Sharma, MPA, ICMA-CM, MASCECity Administrator

City of Raytown

Learning Objectives

Understand the purpose and importance of negotiation

What are the different phases of negotiations Specific skills and techniques of negotiating Create mutually beneficial outcomes Develop and improve your negotiation skills

What is negotiation?

Negotiation is back and forth communication designed to reach agreement

while leaving the other side intact and positive

Negotiating

Use Creativity Persuasive communication or bargaining.

“Negotiation about getting the best possible deal in the

best possible way.”

You negotiate everyday

Negotiations

• Discipline• Process• Relentlessness• Consistency• Practice• Routine

It is NOT an in-born talent

Bargaining

“I want the peel!”“I want the fruit!”

Benefits of Good Negotiation

Career success Efficiency Achieving your goals Help you make deals Solve problems Manage conflicts Working relationship Preserve relationships

Interpersonal Skills

Avoider: dislikes conflicts Compromiser: fair-minded people interested

in maintaining relationships Accommodator: resolve interpersonal

conflicts by resolving the other person’s problem

Competitor: winning is the main thing Problem-Solver: seeks to find the underlying

problem, use brainstorming to solve

Qualities of a Skilled Negotiator

Knows how to build relationships Can identify people’s needs effectively Is able to recognize shared interests Both sides can claim victory Learn from each experience

Top 10 Needs For Negotiations 1. Prepare rigorously.2. Build trust and rapport.3. Exchange information &

listen.4. Identify things of unequal

value & trade them.5. Grow the pie before

dividing it.6. Claim the slice you

deserve.7. Know thyself.8. Understand power and

when to use it.9. Coalitions.10. Don’t be evil.

Prepare Rigorously

Preparation Checklist Research the people and situation. Build relationships with the other side. Know your priorities & how much you value each. Build a decision tree. Role play the debate. Write a script for tough situations. Draft, Devil’s Advocate, Deliver (3 D’s). Know your BATNA –

Best Alternative To A Negotiated Deal and goal.

Build Trust and Rapport

• People need to like you.• Ways to communicate.• Preserve relationships.• Quick wins.• Frame the negotiation as a

team problem-solving exercise.

Deals happen because of people

Exchange Information & Listen

Identify things of unequal value & trade them

Find out what they want. Try to give it to them in exchange for what you want. Ask open-ended questions to get good information. Connect what you hear to what you know. Never assume! Follow up to test your understanding. Don’t be afraid to talk about what’s most important to

you. If you are unclear, ask or involve an expert.

Grow the pie before you cut it

The Pie = The benefit you both get by working together beyond what you both could’ve gotten by working alone.

Claim what you deserve!

Aim for the high side of

reasonable.

Don’t be afraid to ask.

Unreasonable offers can create

ill-will.

Know when not to ask or when

to stop.

Leave room

In multi-party negotiations,

timing is key

Know Thyself

What are my strengths?

What are myWeaknesses?

Understand sources of power & know when to use it

In negotiations,

power is how

much value you

bring to the

other party

relative to how

much value they

bring to you

Coalitions

Form

Anticipate

Don’t Deceive

Everyone has different values. Some negotiators will be more ethical than

others. Take the high road by taking the high road.

Factors for success

Legitimacy of your case Confidence in presenting it Courtesy to the other party Adaptation to the other party’s style Rapport Incentives and trade offs Research the bigger picture

Why Negotiation Fails? Not preparing enough. Fixating on price not on deal. Trying only to find common ground. Negotiating one issue at a time. Try to answer every question. Anchoring yourself with a low offer. Not willing to walk away at your BATNA. Saying yes too quickly. Letting emotion take over. Not knowing when to stop asking.

Summary

• Negotiation is a way to settle difference while maintaining and improving relationships

• Good negotiation skills are important to your career success

• The ultimate goal of any negotiation is to reach an agreement that benefits both parties

• When you negotiate, remember to separate people from problems and focus on interests, not positions

• To become a better negotiator, think about your successes and failures, and learn from your mistakes

GO FORTH AND NEGOTIATE

The greatest failure in negotiation is failing to negotiate

“THANK YOU”