the art of successful negotiation
TRANSCRIPT
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The Art of Successful Negotiation
By Dr Rick Goodman
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The Process of Win- Win Negotiations
Good Agreements
Poor Agreements
No Agreements
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Getting The Other Parties AttentionWe need their attention to negotiate
Applies to family, friends, boss, buyers and vendors
Unsophisticated negotiators will negotiate without TOP’s attention
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Keeping the Other Parties AttentionDo I have an investment (stake) in the
substantive issue?Is my relationship with this person
important to me?Is the transaction worth my time energy
and money?Is the perceived alternative less attractive
than negotiating with you now?
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What can you negotiate about and who can you negotiate with?
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The Two Elements in Any NegotiationThe substantive issue to be discussed
The relationship you have with the other party
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Negotiation Strategies Soft, Hard and Problem-SolvingSoft Negotiation
Hard negotiation
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The Problem-Solving Model of NegotiationSeparate the people from the problem
Focus on interests not positions
Invent options for mutual gain
Insist on using objective criteria
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Issues the Agenda Items of All NegotiationsAvoid Single Issue Negotiations
Avoid Sequence Negotiations
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A soft negotiation strategy, where you lose on the issue is your best bet when
The major issue is not important enough to you to justify the risk or cost of winning
Maintaining a relationship with the other party is important to you
The cost of winning would outweigh the value of winning
Time is of the essenceThere is no better alternative
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Soft negotiation saves time and salvages relationshipsCan have personal negative consequences
for negotiator
How will you feel in six months, if you give in or lose on an issue now
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Hard Negotiation Strategy
The issue is so important that winning outweighs all other considerations
You do not value the relationship at all
It’s worth the time and expense
You do not have a better alternative
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Walk-Away situations
The issue is not important or is not worth the time or money
You have a low or no investment in maintaining a relationship with the other party
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Walk Away Alternatives
The real power in negotiation lies with the party who has the best WAWAs.
It is perceptions that shape behavior, not reality
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Summary of Walk Away AlternativesPreplanned your WAWAsVisualize yourself carrying out the
WAWAsGuess the other parties WAWAsVisualize the party carrying out those
WAWAsContinually seek to improve your WAWAs
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Summary of Walk Away Alternatives Cont.Do not share your WAWAs with the other
side unless the negotiation looks like it is failing
Understand that the party with the best WAWAs has the most power in the negotiation
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Stage 1: Setting the Tone for the Negotiation
Building Relationship
Ritual Observance
Warming Up
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Stage 2:Exploring Each Party’s Needs
Uncover Their Needs
Ask Lots of Open-Ended Questions
Share Our Own Needs and Interests
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Stage 3: Developing Creative Solutions
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Stage 4: Reaching agreement
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Stage 5: Reviewing and Recapping the Agreement
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After the Negotiation
Follow-Up during the Implementation of the Agreement
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Preparation goes on before, during and after the negotiation. Effective preparation requires an analysis of a number of different items before you start your negotiations.
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Five Elements of Successful Negotiation Planning Worksheets
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Items to be addressed
Interests or NeedsWAWAsIssuesPossible SolutionsStrategies
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Analyzing Interests/Needs
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Analyzing WAWAs
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Identifying Issues
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Forming Strategies
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Planning Possible Solutions
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Separate the People from the ProblemNegotiators are people firstSeparate yourself from the attack!Be aware our perceptual differencesAcknowledge TOP’s ( and, if appropriate,
your), emotion and use neutral languageUse active listening and paraphrasing to
form the baseline of understanding and communication
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Focus on Interests Not Positions
Do not assume the other side knows what their needs are.
Do not assume that you know what your needs are in a given situation. This requires some critical self-analysis.
If you don’t A.S.K. you won’t G.E.T.
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Invent Options for Mutual Gain
Expand the “pie”. Maybe a compromise is not necessary
Operate out of abundance. There is enough in the universe for everyone
Identify common interests before focusing on the differences
Separate in venting from deciding. Invent first. Decide later.
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Invent Options for Mutual Gain Cont.Delve into the area of possibility thinking
Make their decision easy help TOP find solutions to their problems as well as yours
Creativity is essential in this phase
Have fun!
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Insist on Using Objective Criteria
Objective criteria can be used to resolve differences and to come to solutions that are fair to both parties
Appeal to generally accepted objective criteria
Come to an agreement on how the criteria will be used in your situation
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“People do business with people who they like who are like them”
Dr. Rick Goodman
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Active Listening Skills
Capturing the Essence of the Communication
The Gap
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Paraphrasing Content
Paraphrasing is capturing the essence of the content of what the speaker said and feeding it back to the speaker in your own words
“So what you’re saying is.”
“Tell me what I said, so are on the same page.”
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Reflecting Emotions
Modeling/Mirroring Behavior
I Understand
The Three F’s
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Nonverbal Body Language “How to Build Rapport”1. Faced a speaker squarely2. Leaned forward slightly3. Maintain eye contact( as culturally
appropriate)4. Relax your Jaw-smile if appropriate 5. Not your head to encourage TOP to keep
speaking6. Keep your hands and feet still
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How to build rapport
7. Allow silence and pauses8. Do not interrupt and less you are no longer able
to file their train of thought until they come to a natural pause-then wait before you paraphrase
9. Control other interruptions ( telephone people coming in)
10. Remember, “the gap.” Between speaking and listening and maintain your focus on the speaker
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Understanding Different People StylesUnderstanding Your Communications
Style
Recognizing a different communications style and TOP
Adapting your behavior to accommodate TOP
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Communication Skills for Negotiators Speaking Compellingly
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Managing Your Voice in Negotiation1. Speed
2. Pitch
3. Volume
4. Intonation
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Questioning Skills
Asking Open-Ended Questions
Asking close ended And Finite Questions
Responding to Questions
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Assertiveness: Staying Firm When You Need to
This does not mean standing firm on YOUR decision
Suggesting that you brainstorm solutions together often helps
Don’t give up, even if the impasse seems hopeless
Sometimes you have to negotiate on how you’re going to negotiate
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The Five Categories That Have Been Shown to Break Deadlock1. Identify interests.2. Walk-Away Alternatives3. Issues to Be Discussed and Included in
Final Agreement4. Possible Solutions5. Strategies
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Follow-Up the Forgotten Element in Negotiations
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Your Strategy Depends on How the Negotiation GoesIf you reach agreement
If the negotiation does not work out
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Five Elements of Successful Negotiation Planning Worksheets