1 welcome to the international right of way association’s course 205 bargaining negotiations...
TRANSCRIPT
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Welcome to the International Right of Way
Association’s
Course 205Bargaining Negotiations
205-PT – Revision 3 – 06.25.06.INT
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Introductions
Who we are…What we do…
Where we do it…
How long we’ve been doing it…
Our goals for the course...
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Objectives At the conclusion of the two days,
you will be able to...
• Distinguish between integrativeand bargaining negotiations
• Articulate the basic concepts inthe funnel technique to integrative negotiations
• Discuss and employ characteristicsof successful bargaining negotiations.
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Objectives At the conclusion of the two days,
you will be able to...
• Exhibit interpersonal communicationskills of successful negotiators.
• Understand tough tactics and manipulative ploys and negative outcomes and learn ways to counter or use them to advantage in bargaining negotiations.
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Housekeeping
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ScheduleDay One (1)
8:00 - 8:30 Introductions, Etc.
8:30 - 10:00 Negotiation
10:15 - 11:15 The Funnel Technique
11:15 - 11:45 Bargaining Negotiations
12:45 - 2:15 Intrapersonal Issues
2:30 - 4:00 Interpersonal Issues
4:00 - 4:45 A Negotiation Model
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ScheduleDay Two (2)
8:00 - 8:30 Recap
8:30 - 9:00 Bargaining Process
9:00 - 11:45 Approach to Bargaining Negotiations
12:45 - 1:30 Tough Tactics
1:30 - 2:15 Manipulative Ploys
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ScheduleDay Two (3)
2:30 - 3:15 Why Negotiators Fail to Improve Becoming a Power Negotiator
3:15 - 3:45 Summary and Review
3:45 - 4:45 Exam
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Negotiation
… the process by which twoor more people resolve
differences to reach a mutually acceptable agreement.
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Types of Negotiations
Integrative
Bargaining
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Integrative
“Win-Win”
Mutually beneficial outcomes
Inquiry
Collaborative
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Bargaining
“Win-Lose”
“Zero-Sum”
Advocates positions
Compromise
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Integrative v. BargainingIntegrative BargainingInquiry AdvocacyMutual Interests Individual PositionsCollaborative CompetitiveWin-Win Win-Lose Trust DistrustCooperative AdversarialWilling to change Unbendable“Soft ball” “Hard ball”Acceptance AgreementOpen Communications Restrictive
Communications
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The Funnel Technique
I. Information Getting
II. Information Giving
III. Problem Census
IV. Problem Solving
V. Closing
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Bargaining
“Win-Lose”
“Zero-Sum”
Advocates positions
Compromise
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Transitioning to Bargaining
Specific discrepancy
High commitment
Highly informed
Intelligent
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Price and… (1)
the best deal
the quality of solutions
the level of service
the terms
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Price and… (2)
the project’s schedule
reputation
the agency’s entire staff
the negotiator
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Inner Speech
Speed
Ellipsis
Synthesis
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Strategies Look for inconsistencies
Monitor the owner’s speech
Make unexpected disclosures
Use balanced appeals
Use interpretive appeals
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Reducing Defensiveness (1)
Linkages
Align
Determine needs
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Maslow
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Reducing Defensiveness (2)
Control the outcome
Read
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Negotiating Drives
Competitive
Solutional
Personal
Organizational
Attitudinal
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Physical Factors
Body Language
Attire
Territory and Personal Space
“Face”
Props
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Emotional Factors (1)
Negotiator’s past experiences
Negotiator’s self-concept
Openness or willingnessto self disclose
Can-do attitude
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Emotional Factors (2)
Property owner’spressure to conform
Need to participate
Need for inclusion
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Social Factors
Communication
Name-dropping
Etiquette and protocol
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Environmental Factors
Negotiator’s place, neutral place, property owner’s place
Physical arrangementsand comforts
Temporal
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Gender Differences (1)
• Men want to prioritize; women want to empathize
• Men want to solve problems; women want to discuss them
• Women notice subtleties; men are more oblivious
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Gender Differences (2)
• Men tend to hold their emotions; women tend to express them
• Men feel bad when they don’t solve problems; women feel bad when relationships don’t succeed
• Men and women have different body language
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Culture (1)
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Culture (2)
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Negotiation Model
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Day One Recap
• Distinguished between integrativeand bargaining negotiations
• Articulated the basic concepts inthe funnel technique to integrative negotiations
• Exhibited interpersonal communication skills of successful negotiators
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Day Two
• Discuss and employ characteristicsof successful bargaining negotiations.
• Understand tough tactics and manipulative ploys and negative outcomes and learn ways to counter or use them to advantage in bargaining negotiations.
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Bargaining Process (1)
Opening moves
Concessions
Cooperation
Toughness
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RetreatSuperordinate Goals
ThreatsPromises
Bluffs
Bargaining Process (2)
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Separate people from problemsNo counter attacks
TimingRedirect to “interests’
People orientationBe objective
Initial positionFair decision-making
Close or BATNA
Approach (1)
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Approach (2)
Interests• The MTA’s interests (problems or issues that are
function of the MTA’s needs, desires, concerns or fears) are:
• Mr. La Clair’s interests (problems or issues that are function of Mr. La Clair’s needs, desires, concerns or fears) are:
• Other interested parties and their interests are:
Objective evaluation criteria:• Examples of objective evaluation criteria (e.g., market
value, professional or moral standards, impact on schedule, etc.) are:
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Approach (3)
Fair processes for decision-making
• Fair processes for decision-making (e.g., reciprocity,
concession, neutral third party) are:
BATNA (Best Alternative To a Negotiated Agreement)
• The MTA’s BATNA is:
• Mr. La Clair’s BATNA may be:
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Tough Tactics
Promises and ThreatsNegative Outcomes
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Impasse, Stalemate and Deadlock
An impasse is a point in the negotiation when neither side is capable of willing or is willing to give in.
A stalemate occurs when both sides are still talking but seem unable to make any progress toward a solution.
A deadlock is the point in the negotiation when lack of progress has frustrated both sides so much that they see no point in continuing.
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Manipulative Ploys
Highballing
Red herring
Fake Authority
Raising the Ante
Good guy/Bad guy
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Why…?
A failure to learn
A failure to practice
A failure to prepare
A failure to self improve
A failure to care
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Objectives Now, you should be able to...
• Distinguish between integrative and bargaining negotiations
• Articulate the basic concepts in the funnel technique to integrative negotiations
• Discuss and employ characteristics of successful bargaining negotiations
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Objectives Now, you should be able to...
• Exhibit interpersonal communication skills of successful negotiators
• Understand tough tactics and manipulative ploys and negative outcomes and learn ways to counter or use them to advantage in bargaining negotiations
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Thank you.
205-PT – Revision 3 – 06.25.06.INT