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Trainer:
Frans SCHRAM
FIELDWORK
Negotiators of the World
IRENEs programs dedicated to mediation and reconciliation efforts in post-conflict countries or fragile societies
EDUCATION
+2,500 people a year Half in higher education institutions ESSEC, Paris Universities ENA, ENPC, etc.
Half in continuing education, worldwide Private Corporations Governments International organizations European Commission, WHO, UNDP, UNITAR, etc.
Negotiation is everywhere
EXTERNALLY
Government
Customers
NGOs
Colleagues Teams
The process leading up to being invited for a job interview and finally, the salary negotiations, do contain many of the typical characteristics of a negotiation. In your daily life there are many so-called negotiation situations.
First look at a little bit of general theory In any job interview you try to sell yourself; convey messages, building a relationship, come to an agreement - Good balance between assertiveness and empathy
- Active listening - Active speaking - Building trust (be honest, even show weaknesses, be willing to take risks, cooperative attitude) - Create value together, and then claim - Closing the negotiation
WHO?
HOW?
A Second Sequence as to PEOPLE, to overcome the gap between Intents & Impact
EMPATHY
ASSERTIVENESS
ACTIVE LISTENING
ACTIVE SPEAKING
PROBLEM - What?
Core Motivations Solutions at the table (options) Justifications Solutions away from the table (alternatives, plan B)
PROCESS - How?
Organization Communication Logistics
What do you bring to that company in value? Selling points (education, experience, maturity, performance under pressure and ability to fit in are assets). Research on pay policy, financial soundness of the organisation Know your market value!
Difficult questions
If they make an offer, say that you need to think about it If you are not happy:
Based on my abilities, I was expecting a bit more..
After having reviewed the whole package, I think it is a bit below my expectations DO YOU HAVE ROOM TO MOVE?
RV for buyer
ZOPA
RV for seller
RV: Reservation Value AV: Aspiration Value
AV for seller
ANCHORING FIRST?
Reason of anchoring first?
Works as an "anchoring" for the other Becomes a reference for the "negotiation dance"
Solution?
Get as much information as possible first
in the preparation at the table
Then if you decide to anchor first, anchor above your aspiration value, still being able to justify this with an objective criteria, and while measuring the risks of excessive anchoring
WWW.ESSEC-IRENE.COM - ESSEC IRENE Paris & Singapore
Asking questions and being willing to share risks Making and asking for offers Searching for other solutions Proposing different solutions equivalent for you
AVOIDING THREATS & POWER FOCUS
HOW? Communication
Processing Information Exchange
What to share What NOT to share
Dialogue
Listening & asking the good questions Speaking & giving the good answers
ACTIVE LISTENING
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Listening with all the signs of attention Integrating the others speech while suspending my internal voice Paying attention to what is said and not said Taking a few notes, if necessary Restating (looping) Asking the other to correct my understanding Checking what was missed in the first place Asking clarifying questions Getting validation of my understanding Closing the listening stage
Thank you!!
Author: Frans SCHRAM schram@essec.edu