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Successful Negotiations
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Introduction
He llo !
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Successful Negotiations www.netcomlearning.com He llo ! - - PowerPoint PPT Presentation
Successful Negotiations www.netcomlearning.com He llo ! - - PowerPoint PPT Presentation
Successful Negotiations www.netcomlearning.com He llo ! Introduction www.netcomlearning.com Objectives www.netcomlearning.com Negotiation www.netcomlearning.com www.netcomlearning.com Why? 3 Elements Attitude Knowledge
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Objectives
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Negotiation
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Why?
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3 Elements
- Attitude
- Knowledge
- Interpersonal Skills
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3 criteria:
- 1. Should
produce a wise agreement, if agreement is possible.
- 2. It
should be efficient.
- 3. Should
improve or at least not damage relationship between parties.
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L e t’s T a ke A Poll
How many of you fear/dread negotiating? 1.Yes
- 2. Never
- 3. It depends on who I am negotiating with
- 4. I dont’ negotiate
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Principled Negotiation
- 1. Separate the people from the problem
- 2. Focus on interests rather than positions
- 3. Generate a variety of options before setting on
an agreement
- 4. Insist that the agreement be based on objective
criteria
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Choose a Strategy
Low High High Importance
- f Relationship
Importance
- f Outcome
Give In Walk Away Positional Bargaining Principled Negotiation
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The Successful Negotiator
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The Negotiation Process
Preparation Education Expand the Pie Closing
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Steps to Preparation
- WAP
- BATNA
- WATNA
- ZOPA
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Exchanging Information
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Clarify Goals
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Win Win
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Agreement
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L e t’s T a ke A Poll
With collaborative negotiations there is a high concern for both the relationship and the outcomes 1.Yes
- 2. Not at all
- 3. Maybe
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Four Major Obstacles
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Premature judgment Searching for the single answer The assumption
- f a fixed pie
Thinking that “solving their problem is their problem.”
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The Impasse
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Getting Past No to Yes
No Impasse Yes
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- 1. Go to the Balcony
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- 2. Step to Their Side
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3.Step to Your Side
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4.Build a Golden Bridge
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5.Make it Difficult to Say “No”
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- 6. High Yield Questions
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L e t’s T a ke A Poll
What are your instinctive reactions to negative responses? 1.Strike back
- 2. Give In
- 3. Break off negotiations
- 4. All of the above
- 4. I am a pacifist
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Dealing with Negative Emotions
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Tips
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Moving from Bargaining to Closing
Suggest or Assume Action Summarize the Deal Stop Talking
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Moving from Bargaining to Closing
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The Closing Process
Lose-Lose Win-Lose Win-Win Three possible outcomes to a negotiation.
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L e t’s T a ke A Poll
True or False 80% of concessions occur in the last 20 percent of the time remaining to negotiate
- A. True
- B. False
- C. No Opinion
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The Closing Process
- 1. Getting everyone’s
perspective
- 2. Reviewing the
information
- 3. Outlining the options
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Concerns? Questions? Comments?
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