Win-Win Negotiations

Steve Schlueter

Steve Schlueter

Round Rock, Texas

Operating Principal

KWU International Master Faculty

KW MAPS Coach

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• Win-Win Negotiations

• Simple Process of Negotiating

• Tactics and Countertactics of Negotiating

Negotiation

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Ne.go.ti.a.tion• Bargaining (give and take) process between

two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.

Source: businessdictionary.com

Win-Win Negotiations

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Negotiator’s Mindset:

“?” not “!”

Win-Win Negotiations

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1. Get to know the other person

2. Establish negotiation criteria

3. Include all the issues

4. Be clear about the wins

5. Navigate to agreement

Simple Process of Negotiation

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1. Get to Know the Other Person

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Different personality

styles must be

accounted for in

negotiating.

Personality Styles

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Based on personality:

“D” – Pragmatic

“I” – Extrovert

“S” – Amiable

“C” – Analytical

Negotiating Types / Styles

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• Street fighters

• Go for what they want

• Certain that there are “winners”

and “losers”

• Want to be “winners”

• Fight hard and see little need for concessions

• Negotiation challenge: Hold a fixed position

Pragmatic – “D”

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• Enthusiastic, often overly so

• Lose sight that others are not

as enthusiastic

• Negotiation challenge: Often

ignore feelings of others in

a negotiation

Extrovert – “I”

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• Pacifiers

• Goal: Make everyone happy, not

necessarily win the negotiation

• Dread high pressure encounters

• Long for a solution, even if it doesn’t meet

their requirements

• Negotiation challenge: Easily swayed

Amiable – “S”

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• An executive by nature

• Rigid in negotiation

• Reluctant to be flexible

• Precise on the details

• Concerned with underlying principle of any

issue

• Negotiation challenge: Inflexibility

Analytical – “C”

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2. Establish Negotiation Criteria

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3. Include All the Issues

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that money is the bottom line!

Never Assume …

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Three Critical Factors

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Understand and gain power.

Possibly the most important element in any

negotiation:

• One is controlling (has power)

• One is being controlled (no power)

1st Critical Element: Power

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1. Legitimate Power2. Reward Power3. Punishment Power4. Reverent Power5. Charismatic Power6. Expertise Power7. Situation Power8. Information Power

Eight Types of Power

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Manage information.

• More information = more power• Gathering information:

• Ask open-ended questions• Keep repeating a question• Question other people• Bring in an expert• Carefully select the negotiation location• Shop around

2nd Critical Element: Information

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Manage time.

• Flexibility and concessions come with pressure and time

• Higher pressure = worse outcome in negotiations

• 80 percent of concessions occur in the last 20 percent of negotiation time

3rd Critical Element: Time

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Two Laws of Win-Win

Who defines “Win”?

4. Be Clear about the Wins

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5. Navigate to Agreement

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Predictable Responses

Tactics and Countertactics

Strategies of Negotiation

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1. Nibbling

2. Hot Potato

3. Higher Authority

4. Set-aside Gambit

5. Mediator

6. Never Take the First Offer

Tactics and Countertactics

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7. Trade-off Principle8. Take-Away9. Throw-in10.Vise Technique11.Power of the Printed Word12.Withdraw Offer Principle13.Easy Acceptance14.Funny Money

Tactics and Countertactics

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15.Good Guy/Bad Guy

16.Feel, Felt, Found

17.Smart/Dumb

18.Service Value (Menu)

19.Walk Away

20.Flinching

Tactics and Countertactics

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21.Decoy Technique

22.Red Herring

23.Puppy Dog Close

24.Reluctant Buyer

25.Want-It-All Philosophy

26.Splitting the Difference

Tactics and Countertactics

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• Consultation & Needs Analysis• Value, then Price• Anchor with a Menu• Practice the Flinch• Validate their Objection• Justify (don’t defend)• Use the Take-Away• Use the Throw-In• Know your Tolerances• Listen to Kenny Rogers

Negotiating Your Commission

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“What’s the outcome I want out of this

negotiation? And what’s the best way to get

there?”

Ask Yourself

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• Study the personality styles / types

• During your next negotiation, identify tactics

and counter tactics used

• Mastery = Practice

Takeaways

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