1 welcome to the international right of way association’s course 205 bargaining negotiations...
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1
Welcome to the International Right of Way
Association’s
Course 205Bargaining Negotiations
205-PT – Revision 3 – 06.25.06.INT
2
Introductions
Who we are…What we do…
Where we do it…
How long we’ve been doing it…
Our goals for the course...
3
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.
4
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.
5
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
7
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
8
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
12
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
15
Bargaining
“Win-Lose”
“Zero-Sum”
Advocates positions
Compromise
16
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
31
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
36
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.
37
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)
40
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:
41
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:
42
Tough Tactics
Promises and ThreatsNegative Outcomes
43
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.
44
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
46
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
47
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
48
Thank you.
205-PT – Revision 3 – 06.25.06.INT
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