Mirjana Rodic & Ricardo Gómez

BREAKTHROUGH BARGAINING

INTRODUCTION

Negotiation: ART (naturally gifted)SCIENCE (build on creative approach)

Experts in getting “YES”Some negotiations NEVER get off

the ground

SHADOW NEGOTIATION ???

SHADOWED NEGOTIATION

STRATEGIC LEVERS (shadow negotiation)

I. POWER MOVES

II.PROCESS MOVES

III.APPRECIATION MOVES

I. POWER MOVES

Informal negotiation process- two way conversation never gets

Power mooves bring Barginers better off if they negotiate

There are 3 kinds of power moves

I. POWER MOVES (3)

INCENTIVES Advantages/Benefits gained from negotiationCreating value and making it visible

PRESSURE LEVERS (“Put a Price on the Status Quo”) Underscore the consequences to the other side if stalling

continues

ENLISTING ALLIESAllies are crucial resource in shadow negotiation

(credibility)Turns up the voulume of the incentives or of the pressure

II. PROCESS MOVES

Influence the negotiation proces itself

Bargainers caugh in a dynamics of silence:When decisions are made without their inputWhen colleagues interrupt them during the

meetingDismiss their comments, or appropriate their

ideas

There are 3 kinds of process moves

II. PROCESS MOVES (3)

SEED IDEAS EARLYBeing ignored- not listened Produce negative reactions

REFRAME THE PROCESSWay of negotiation is structuredCompetitive approaches to problem solvingWay discussion unfolds and issues are emerged

BUILD CONSENSUS

III. APPRECIATIVE MOVES

Change in the rulesDenfense- get off the groundNot looking only own interest

There are 3 kinds of appreciative moves

III. APPRECIATIVE MOVES (3)

HELPS OTHERS SAVE FACE Face- capture what people value (how want others to see

them) Negotiators- preserve face Boss, colleagues, subordinates

KEEP THE DIALOGUE GOING Lack of time, Lack of information Keeping dialogue without pushing and getting more on

time agreement More time to think and get finally new ideas !

SOLICIT NEW PERSPECTIVES Right vs Wrong Encouraging other side to work with

THANK YOU !