The Art of

Negotiation
Deen Sanwoola

What is negotiation?
Negotiation takes place when two or more
people, with differing views, come
together to attempt to reach agreement
on an issue. It is persuasive
communication or bargaining.
Negotiation is about getting the best possible deal in the
best possible way.

Types of negotiation
Distributive
Integrative

(win-lose)
(win-win)

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

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

Dont give concessions

just to keep things
going

Mini-speeches around keywords Make note of concerns

and keep going
Visuals

Bargaining

When in doubt, ask questions!

Open questions

Reflective questions

Tactics

Tactics

Use

Walk out

Dont use

You go first
Bad environment

Defer to higher authority

Not willing to make any changes

Emotional outburst

Argue special case

Pretend ignorance

Play for time

Nibble and retreat

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