successful negotiating
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Successful Negotiating. Advantage Discussion Session #74 for X420 Class Kelley School of Business Presented by Richard D. Attiyeh. Win-win Negotiating. You need goodwill on both sides Giving and getting information is vital Different people want different things - PowerPoint PPT PresentationTRANSCRIPT
Successful Negotiating
Advantage Discussion Session #74
for X420 Class
Kelley School of Business
Presented by Richard D. Attiyeh
Win-win Negotiating• You need goodwill on both sides• Giving and getting information is vital• Different people want different things• Afterwards people are willing to deal with
you again• Both parties confident the agreement will hold• Each side has achieved something
Guidelines for Successful Negotiating
• Be prepared• Acknowledge differences in
perception• Anticipate no agreement• Be creative and flexible
Guidelines for Successful Negotiating
• Look for areas of trade off• Ask questions and listen• Avoid threats and ultimatums• Suggest a deadline
Q & A
Which of the following are win-win?1) “What do you think about sending our staffs to the tech
training seminars? They’d gain valuable knowledge and begin to learn how to work together effectively.”
2) “Yeah, we can pay for the seminars if your organization will cover the travel costs.”
3) “Whoa! Let’s remember who the senior trading partner here is. It’s not your client, that’s for sure!”
4) “Well, if we can’t even agree on this then we might as well leave right now.”
5) “Before we end these discussions, let’s set a date for our next meeting.”
Preparing for a Negotiation
• Think through how the other person is going to view the negotiation
Anticipate No Agreement
• Anticipate no agreement• Think through your alternative• Be as well-informed as possible
Ask Questions and Listen
• Understand the importance of the relationship
Common Negotiating Mistakes• Inadequate preparation• Not looking for a win-win result• Not listening• Pulling rank• Scoring points for personal satisfaction
Common Negotiating Mistakes
• Being aggressive• Arguing• Ignoring conflict• Impatience• Failing to end on a positive note
Five “Don’ts”
• Don’t accept the first offer – at least not immediately
• Don’t be the first– To name a price– To offer to split the difference
• Don’t get seduced so you can’t walk away• Don’t admit you’re under time pressure• Don’t leave a single issue outstanding
Q & AWhich of the following is wise, which is foolish?
1) Negotiator to counterpart: “Let me start out by telling you that we are willing to meet you halfway on all costs.”2) Negotiator to counterpart: “We are all tired of your
excuses. We’re out of here.”3) Negotiator to counterpart: “Before we go on, I want to make sure
that you’re comfortable with things so far. If not, let’s take some more time and examine the issues completely.”
4) Negotiator to counterpart: “Let’s get one thing clear – we don’t need you, you need us.”
5) Opening statement: “We’re here because we both realize that if we can come to an effective arrangement we will both benefit. The more we agree, the more we benefit.”
6) Closing statement: “What a good meeting! When can we get together again?”
Focus of NegotiatorsStructure/Facts
Assertive
Variety/Emotions
Unassertive
RESULTS FOCUSANALYSIS FOCUS
INVOLVEMENT FOCUSSTABILITY FOCUS
Focus of NegotiatorsStructure/Facts
Assertive
Variety/Emotions
Unassertive
RESULTS FOCUS•Be concise•Use key points•Be positive, not aggressive•Be businesslike
ANALYSIS FOCUS•Be detailed•Give reasons•Allow time
INVOLVEMENT FOCUS•Be enthusiastic•Be informal•Present the facts clearly•Be interesting•Appeal to imagination
STABILITY FOCUS•Develop trust•Present a clear case•Go slowly
Personal Action Plan
• Review the Guidelines• Practice Your Skills• Review your Exchange
Review the Guidelines• Be prepared• Acknowledge differences in perception• Anticipate no agreement• Be creative and flexible
Practice Your Skills
• What were the issues?• How were they handled?• Were gains accomplished?• How does your future relationship look?• Did you use the guidelines?
Review your Exchange
Evaluation Questions
1. I found the presentation of material easy to understand.2.This Advantage session increased my knowledge on the
subject presented.3. I will be able to use some of the information from this
Advantage session in the future.4.The presenter was well prepared for this Advantage
session.5.This presentation should be repeated in future semesters.
Successful Negotiating:Use:•Strongly agree•Agree•Disagree•Strongly disagree•Don’t know