Professional Documents
Culture Documents
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
Establish an
agenda
Everything is negotiable
Be creative
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
Decide on style
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
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
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
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
Persuasion
Persuasion
Agreement
Agreement
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