Negotiating

Negotiating is the art of

reaching an agreement by
resolving differences
through creativity

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

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

Are you a Motivated

Social Skills
Negotiator?
Enthusiasm
Confidence
Engaged

Recognition
Accomplishme
nt
Pat on the
back

Integrity
No trickery

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

1. Investigate

What do you want?

What does the other side need?

Decide on style

What are the consequences of each choice.

2. 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

3. Bargaining
When in
doubt, ask
questions!
Open
questions
Reflective
questions
Tactics

Tactics
You go first
Use
Walk out

Dont use
Emotional
outburst
Argue special
case
Pretend
ignorance
Play for time

Bad environment
Defer to higher
authority
Not willing to
make any
changes
Silence
Good guy/bad
buy

4. 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

A Good Negotiator
Is..

Creative
Versatile
Motivated
Has the
ability to
walk away

Managing Negotiations
(Stages)
Negotiation: The process of bargaining with one or
more parties to arrive at a solution that is acceptable
to all
1. identify the objectives negotiators would
Planning
Planning
like to attain and explore the possible
options for reaching these objectives
2. Set limits on single-point objectives
3. Divide issues into short- and long-term
considerations and decide how to handle
each
4. Determine the sequence in which to
discuss the various issues

Managing Negotiations
(Stages)
Negotiation: The process of bargaining with one or more
parties to arrive at a solution that is acceptable to all

Planning
Planning

Impersonal
Impersonal
Relationship
Relationship
Building
Building

Get to know the people on the other side

Feeling out period is characterized by
the desire to identify those who are
reasonable and those who are not

Managing Negotiations
(Stages)
Negotiation: The process of bargaining with one or more
parties to arrive at a solution that is acceptable to all

Planning
Planning

Impersonal
Impersonal
Relationship
Relationship
Building
Building
Exchanging
Exchanging
Task-Related
Task-Related
Information
Information

Each group sets forth its position on the

critical issues
These positions often change later in the
negotiations
Participants try to find out what the other
party wants to attain and what it is willing
to give up

Managing Negotiations
(Stages)
Negotiation: The process of bargaining with one or more
parties to arrive at a solution that is acceptable to all

Planning
Planning

Impersonal
Impersonal
Relationship
Relationship
Building
Building
Exchanging
Exchanging
Task-Related
Task-Related
Information
Information

Success of the persuasion step depends on

How well the parties understand each

others position

The ability of each to identify areas of

similarity and differences

The ability to create new options

The willingness to work toward a

mutually acceptable solution

Persuasion
Persuasion

Managing Negotiations
Negotiation: The process of bargaining with one or more
parties to arrive at a solution that is acceptable to all

Planning
Planning

Impersonal
Impersonal
Relationship
Relationship
Building
Building
Exchanging
Exchanging
Task-Related
Task-Related
Information
Information

Grant concessions and hammer out a final

agreement
This phase may be carried out piecemeal,
and concessions and agreements may be
made on issues one at a time.

Persuasion
Persuasion

Agreement
Agreement

THANK YOU