win win negotiation techniques
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Win-Win Negotiation Techniques
José E. Rodríguez Huerta (@jrhuerta)
What?
• WIN-WIN NEGOTIATION style• 5 ESSENTIAL traits OF WIN-WIN
NEGOTIATORS• A WIN-WIN NEGOTIATION• Fit with THE REST OF THE WORLD• DIRTY TRICKS: BEING PREPARED
What is a negotiatioN?
Who negotiates?
How we think about negotiations
POSSIBLE OUTCOMES
WIN – LOSEPARTIAL WIN/LOSELOSE - LOSEWIN - WIN
So… What’s different?
Let’s find out!!!
The $1000 Game
• You don’t know each other
• I will give a prize of $1000 to each of the first two people who can persuade the person sitting opposite to get up, come around the table, and stand behind his or her chair
The $1000 Game
THINK FAST!!
You have 30 seconds
The $1000 Game
What was your first instinct?
DECIDED NOT TO PLAY
Option 1
This is the approach of the Avoider
• Avoids confrontation, controversy and tense or stressful situations
• Avoids discussion of issues or concerns• Avoids situations with “winners” and “losers”• Puts off negotiation when possible
Can be (surprisingly) very difficult to Negotiate against
Run over and stand behind the chair of the person opposite
you, trusting that she will give you a fair share of the
$1000
Option 2
This is the approach of the Accommodator
• focuses on preserving the relation• Resolves conflict by solving the other
party’s problem• Helps at his own expense• Tries to win approval• Follows the other party’s lead• Emphasizes areas of agreement
Yell to the person sitting across from you that he
should run over and get behind your chair and that you’ll
share the money with him if he does
Option 3
This is the approach of the competitor
• self interest and winning even at the other party’s expense
• Uses power to effect a more favorable outcome
• Exploits weaknesses• Wears down the other side until it gives in• May use threats, manipulation, dishonesty
and hardball
If the person across from you is offering you $500 to stand behind her chair, take the
deal
(even if you made the same offer to him/her)
Option 4
This is the approach of the compromiser
• Favors fair and balanced• “Splits the difference”• qui pro quo• Seeks solutions in the middle
Suggest to the person opposite you that you BOTH get up
and stand behind each other’s chair, so you BOTH
get $1000
Option 5
This is the approach of the Collaborator
• optimal and mutual interests• Deals openly• Communicates effectively• Builds trust• Listens• Exchanges ideas AND information• Seeks creative solutions• Creates value
Negotiation styles
Most people use a combination of these styles.
be aware of your default style
Be aware of your counterpart's style
Learn to adapt
Dsitribution of negotiation styles
Which traits do successful negotiators share?
5 ESSENTIAL TRAITS
ASK QUESTIONS
Why ASK QUESTIONS?
• Build rapport• Gain thinking time• Control the discussion• Clarify understanding• Persuade• Gather information• Focus on common ground and solidify
the progress
Listen actively
Why Listen actively?
• Detect and focus on flag words• Encourage the• Paraphrase to clarify
EMPATHISE
Why EMPATHISE?
• Show empathy• Recognize your counterpart’s
emotional state
Consider And Explain
Why Consider And Explain?
• Inmediate rejection is insulting• Build a base from which to build from• Prepare
PREPARE
• Less chance of getting surprised• Reduce risk of deadlock• Greater flexibility• Fixed point vs range
Think Creatively
Think Creatively
• Identify currencies• Identify interests• Generate options• Recognize patterns so you can know
when to break them
Let’S SEE AN EXAMPLE!!
CLASSIC SOLUTIONS
JENNY CUTS, Jack CHOSES
50% 50%
ClassIc solutions
No orange
0%
UNI-dimentionalsolution space
win-win solutionFocus on Interests
GIVE JACK THE JUICE, JENNY THE PEALS
100% 100%
Multi-dimentional satisfaction space
John NASH
FIRST PAPER
Without coopeartion competition leads to non optimal equilibrium
(also known as NASH’s equilibrium)
(a beautiful mind)
Adam Smith
Competition in a free market LEADS to the best possible results
John NASH
second PAPER
With coopeartion negotiators can find a fair and efficient solution by maximizing the utility product
(“UTILITY PRODUCT MAXIMIZATION ALGORITHM”)
(a beautiful mind)
UNSOLVED PROBLEMS
Although we know THIS for more than half a century now, The greatesT
problem in negotiations and game theory continues to be unsolved.
HOW TO GET FROM COMPetITION
TO COLLABORATION
THE NEGOTIATOR’s DILEMMA
RULES:
FORM GROUPS OF 3 PEOPLE1 OBSERVER AND 2 PLAYERS
2 cards each PLAYER(CREATE VALUE/CLAIM VALUE)
MORE POINTS WINSOBSERVER TAKES NOTES
THE NEGOTIATOR’s DILEMMA
RULES:
CREATE/CREATE = 5pts/5PTSCREATE/CLAIM = -10PTS/10PTS
CLAIM/CLAIM = -5PTS/-5PTS
THE NEGOTIATOR’s DILEMMA
FIRST 4 ROUNDS
NO TALKING!!!
THE NEGOTIATOR’s DILEMMA
HOW DID IT GO?
THE NEGOTIATOR’s DILEMMA
SECOND 4 ROUNDS
YOU CAN TALK!
THE NEGOTIATOR’s DILEMMA
SECOND 4 ROUNDS
WHAT HAPPENED THIS TIME?
THE NEGOTIATOR’s DILEMMA
LAST 2 ROUNDS
POINTS x2
WHERE THERE ANY DOMINANT STRATEGIES?
DIRTY TRICKS:
DO WE NEED THEM?
THE FLINCH
RELUCTANCE
The squeeze
Good guybad guy
The competition
AUTHORITY LIMITS
AUTHORITY LIMITS
Rolling concessions
THANK YOU for PARTICIPATING!
@jrhuerta