Professional Documents
Culture Documents
someone else wants. The aim of win-win negotiation is to find a solution that is acceptable to both parties, and leaves both parties feeling that they've won, in some way, after the event. Creative opening Do you feel that someone is continually taking advantage of you? Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need? Or do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? If so, you may need to brush up your win-win negotiation skills. Content 1 Importance of negotiations 1. Trade-offs between Scope, Time, Costs, and Quality 2. Build or buy decisions 3. Change Management 4. Resource prioritizations 5. Catch-up and Overtime needs 6. Contract overuns 7. Budget cuts 8. Vendor Selection 9. Bonuses and pay scales 10. Work Space and equipment 11. Risk Management strategies 12. Family and Friends Now that we have understood the importance of carrying out negotiations, next question arises . What all do we need to keep in our mind to carry out a win win negotiation ?? Content 2 Planning pre negotiation
Goals: what do you want to get out of the negotiation? What do you think the other person wants? Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away? Alternatives: if you don't reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you
do not reach agreement? Does failure to reach an agreement cut you out of future opportunities? And what alternatives might the other person have? Relationships: what is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these? Expected outcomes: what outcome will people be expecting from this negotiation? What has the outcome been in the past, and what precedents have been set? The consequences: what are the consequences for you of winning or losing this negotiation? What are the consequences for the other person? Power: who has what power in the relationship? Who controls resources? Who stands to lose the most if agreement isn't reached? What power does the other person have to deliver what you hope for? Possible solutions: based on all of the considerations, what possible compromises might there be?
What is to be done at the time of negotiation Content 3 1. Establish rapport and common goals 2. Probe for understanding of beliefs, goals, win-win options, and hidden stakeholder motivators 3. Paraphrase for confirmation/affirmation 4. Analyse outcomes and risks 5. Summarize what was agreed on, and next steps (even if these are only baby steps) Tips: If stalled, back up to a fundamental that you can agree on (e.g. We both want to make this a profitable venture) Build on this common ground (recycle if necessary) Avoid emotional responses (even if insulted) Consider interim options (or postponement) if undesirable outcome is imminent or key information is missing. Summary In summary I would like to say that by understanding the need for effective negotiation and implementing these steps in our negotiation we can hopefully move closer to a win win negotiation and make both parties benefit.