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Negotiating Process
Style
Outcome
Principles
Style
Style is a
continuum
between
two styles:
Quick
Deliberate
Middle is
compromise
Quick Style
Negotiate in a hurry
Use when you wont negotiate
with these people again
Get the best deal without regard
to the other sides win
Deliberate Style
Use when long term
relationship likely
Involves
cooperation and
relationship
building to reach
agreement
Needs much prep,
hard work
May move in fits
and starts
Outcomes
Realistic
Both sides satisfied, win/win situation
Usually results from deliberate style
Acceptable
Likely to result from quick style
Something is better than nothing
Always ask for a better deal
Worst
When youre too stubborn to be flexible
Usually from quick style
Outcomes
Predetermine the outcomes
before you start negotiations,
you have a better chance of
getting a better result
Think carefully, think
creatively, and think ahead
Principles
There are no rules
Establish an
agenda
Everything is
negotiable
Ask for a better
deal
Be creative
Learn to say NO
yourself
Recognition
Accomplishment
Pat on the back
Integrity
No trickery
Trustworthiness
Social Skills
Enjoy people
Interest in others
Teamwork
Better as a team
Self-control
Creativity
Always looking for
ways to complete
the deal
Negotiation Model
Investigate
Presentation
Bargaining
Agreement
Investigate
What do you
want?
What does the
other side need?
Decide on style
What are the
consequences of
each choice.
Presentation
Prepare other
sides case
Present the
reasons for your
side better
Planning sheet
Issues involved
Realistic,
possible, worst
The Presentation
Creative title
Reduce to must
know items
Keywords
Mini-speeches
around keywords
Visuals
Dont give
concessions
just to keep
things going
Make note of
concerns and
keep going
Bargaining
When in doubt,
ask questions!
Open
questions
Reflective
questions
Tactics
Tactics
Use
Walk out
Dont use
Emotional outburst
Argue special case
Pretend ignorance
Play for time
Nibble and retreat
You go first
Bad environment
Defer to higher
authority
Not willing to
make any changes
Silence
Good guy/bad buy
Agreement
Arrangements should be neutral
and comfortable
Pay attention to what others say
Screen out all visual distractions
Ask open ended questions
Listen to responses
Proactive vs. reactive behavior
A Good Negotiator
Is..
Creative
Versatile
Motivated
Has the
ability to
walk away