Ab negday1

Negotiation in Practice

The Plugged-In Manager

ThePluggedInManager.com

TerriGriffith

Conflict ManagementBroad Definition…. Broad Use….

Worksheet

“Describe your last negotiation in outline form”

What were the key aspects of the negotiation?

Developing a Language

Haggle

Sides of the table…

Negotiation: Deciding what resources parties each will give

and take in an exchange

Preparation Leads to Better Deals

New Hire1. Familiarize yourself with your role & the

situation (5 min)2. Decide what you would like to accomplish

(pick a goal - 2 min) 3. Decide how you would like to accomplish it

(brainstorm tactics - 3 min)4. Agreement on all issues, or impasse5. Negotiate Outside of Room6. Record Outcomes on Board

Types of IssuesDistributive

Different Preferences

Same Values

Congruent

Same Preferences

Integrative

Different Preferences

Different Values

http://www.flickr.com/photos/toffehoff/244870162

Strategies

What I Want

What the Other Party Wants

Compete

Accommodate

Compromise

Collaborate/Integrate

Worksheet

5. __________ only gets you ______ of what you want.

6. __________ issues are where ____________.

7. __________ issues are where ___________.

8. __________ issues are where ___________.

Two Tasks

1. Getting Information– Not just positions

– Underlying preferences, priorities

2. Using Information– Not just tug of war

– Identifying/creating value

Information Sharing

Ask questions – but why should they tell you?

Give information – reciprocity

Find superordinate goals – super congruent issues

Make offers - packaging

Creating Value by…

Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us

Creating Value by…

Not what people want, but why they want it

… and finding ways to address underlying preferences/priorities that satisfy your own

Worksheet

9. Not what people want, but ___________.

10. _____________ & _____________ are two methods of creating more value in the

negotiation.

Worksheet

1. Preparation for negotiation is trivial or involved?

2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?

Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures,

regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)

Second Context:Performance Interview

Chris – Brand ManagerLee – Product Manager

Be Strategic In Your Preparation

• What are the issues & outcomes?• What are the other party’s issues &

outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?

Approach Taken:

Direct “I wrote this letter” “I

saw this letter”

Subtle “Hmm. Are you sure

there’s value in this trip?”

Avoid Other?

CEOs 50 50 0

Managers 30 65 5

Why do you need to know your BATNA?

BATNA & ZOPA

PreparationStakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4

Issue 1

Outcome 1

Outcome 2

Outcome 3

Issue 2

Outcome 1

Outcome 2

Outcome 3

Issue 2

Outcome 1

Outcome 2

Outcome 3

Worksheet

3. When you have time, what is the agenda for your first negotiation meeting?

4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:

Worksheet

Read your case and determine:

Your basic goal in the meetingPlan how to achieve that goal

Be Strategic In Your Preparation

• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues &

outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?

Worksheet

What can you take away regarding alternative points of view?

What about long versus short term goals and how you value them?

BATNA? Other preparation that would have been useful?

Alternative to

Negotiated

Agreement

BATNA & BUILDER

Preparation

TerriGriffith.com/blog

Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4

Issue 1

Outcome 1

Outcome 2

Outcome 3

Issue 2

Outcome 1

Outcome 2

Outcome 3

Issue 2

Outcome 1

Outcome 2

Outcome 3

Nord Stream and the Danish Fishermen

Negotiation…It’s not just for deals:

Organizational Change “Negotiated Change”

Meeting Agendas

Social Situations

Social Media Use Decisions

You Have to Ask

Ab negday1

Business

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