PowerNegotiating

How do many people view negotiations?

• War, competition, battle, fight, contest…• Old Style Tactics: set aggressive

targets, start high, concede very slowly if at all, and employ threats, bluffs and commitments to unrealistic targets --- without triggering an impasse or escalation!

Two Types of Negotiations…

• Zero-Sum– Harness the power of anchoring

– Do not disclose key information

– Learn as much as you can

– Exploit

– Don’t overshoot

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Two Types of Negotiations…

• Win-Win

• Tell the truth

• Provide key information

• Learn as much as you can

• Be flexible, creative and fair

The Negotiator’s Dilemma

Three Key Factors of Negotiating

Preparation

Negotiation

Communication

What makes a great negotiator?

Whoever is the best

prepared wins

What are you willing to give up?

• Trade-offs

• Concessions

• ZOPA

The mistakes of negotiation

1. Not doing your homework.

2. Neglecting the other side’s problem.

3. Letting positions drive out interests.

The right mind set…

Be very well prepared

Don’t assume anything

Be encouraging at all times

Running the Negotiation

Open on the right foot

Use a well thought out agenda

Present the agenda as a benefit

Major barriers to a successful negotiation

• Hardball attitudes / inflexibility

• Negotiating with the wrong people

• Unrealistic demands / expectations

NITB

Concern

Competence

Respect

AffectionTRUST

You must Consistently Communicate that you are Competent and that you truly Care about your

counterpart

Distrust

NITB

More ways to build trust

1. Know their language.

2. Manage your reputation.

3. Make dependence a factor.

NITB

Challenges

1. Focus on building trust

2. Always spend time defining the ZOPA

3. Prepare, prepare, prepare!