the art of negotiation: getting what you need!...the art of negotiation: getting what you need! mary...
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The Art of Negotiation:Getting what you need!
Mary PeabodyUVM Extension/WAgNOctober 2019
This material is supported by the National Institute of Food and Agriculture, USDA under award number 2015-70017-23898
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Why negotiation? Why women?
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Goals• Learn the importance of negotiation• Understand best practices• Have a framework for preparation • Evaluate the outcome
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“everything is negotiable…”
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“…but not everything is worth negotiating.”
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Negotiation: a process of looking for a solution between two (or more) parties with opposing views.
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Negotiation: a process of looking for a solution between two (or more) parties with opposing views.
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Should I negotiate?
• Strong passion for movement on the issue
• Room for improvement• It will increase confidence• Evidence indicates current
situation is out-of-balance• Lots to gain; Little to lose
• It’s not worth the effort/energy
• There is little room for change• It would increase my
vulnerability• It would jeopardize a valued
relationship• Lots to lose; Little to gain
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Preparation is everything
• What’s my ideal endpoint?
• Where am I willing to
settle?
• Am I prepared to walk
away?
About You About the Other Party
• What are the opposing values?• Where is there agreement?• Where do you think they want to end
up?• Where do you think they’d be willing
to settle?
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What are the social/cultural norms that I need to be aware of?
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Assets women bring to negotiation
• Compassion & empathy
• Values-centered
• Listening skills
• Win/Win orientation
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Where do women need practice?
• Confidence!
• Being willing to walk away
• Authoritative communication
• Not escalating into anger
• Not waffling
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Success tips
• When you get to “yes” – stop talking
• Be respectful
• Focus on the common ground
• Know what you want (and what you don’t
want) before you go in
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Common traps to avoid
• Never negotiate against yourself
• Don’t fall for the ‘hurry up and sign’ tactic
• Don’t negotiate with someone that doesn’t have decision-making
authority
• Trust your gut!
• Avoid buyers’ remorse
• “but it’s great _______ for you/your business”
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The worksheet is designed to help you prepare…
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Let’s have some funPreparing for a Negotiation:
• Working as a team, fill out as much as you can on pages 1-3 of the Negotiation Worksheet
• Focus on identifying the following items:• Your “blue sky” (ideal) outcome & your BATNA (Best Alternative to a Negotiated Agreement);
• What you imagine the other party’s blue sky and BATNA might be;
• What you want to learn about the other party (and how you’d find out);
• How you can enhance the other party’s interests? What can you offer that will make the other side
feel like a winner?
• Discuss what might be key to a successful negotiation in this circumstance.
• Then reflect on what aspects of this exercise felt easy/comfortable and which aspects were
challenging/caused discomfort.
10-12 minutes
3-5 minutes
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Let’s Have some fun – Practice & Observation1. ROLE PLAY
• Your group will paired with a group that represents “the other party.”
• Choose one person from your group to be the negotiator. Everyone else will be an observer.
• Using the work you did in the previous exercise 1-3 of the Negotiation Worksheet take 10active
minutes to role play a negotiation.
2. REFLECT –
• Observers: What happened? Try to describe what you heard and saw without making judgments.
• Negotiators: What aspects of this exercise felt easy/comfortable and which aspects were
challenging/caused discomfort.
• Everyone: If you could “rewind,” and try again, what might the negotiators do again? What might
they do differently?
10-12 minutes
8-10 minutes