Negotiation Skills

NegotiatingNegotiating is the art of reaching an agreement by resolving differences through creativity

Negotiating ProcessStyleOutcomePrinciples

Style Style is a continuum between two styles:

Quick DeliberateMiddle is compromise

Quick Style Negotiate in a hurryUse when you wont negotiate with these people again Get the best deal without regard to the other sides win

Deliberate StyleUse when long term relationship likelyInvolves cooperation and relationship building to reach agreementNeeds much prep, hard workMay move in fits and starts

OutcomesRealistic Both sides satisfied, win/win situationUsually results from deliberate styleAcceptable Likely to result from quick styleSomething is better than nothing Always ask for a better deal Worst When youre too stubborn to be flexibleUsually from quick style

PrinciplesThere are no rulesEstablish an agendaEverything is negotiableAsk for a better dealBe creative Learn to say NO yourself

Are you a Motivated Negotiator?EnthusiasmConfidenceEngagedRecognitionAccomplishmentPat on the backIntegrityNo trickeryTrustworthinessSocial SkillsEnjoy peopleInterest in othersTeamworkBetter as a teamSelf-controlCreativityAlways looking for ways to complete the deal

Negotiation ModelInvestigatePresentationBargainingAgreement

InvestigateWhat do you want?What does the other side need?Decide on styleWhat are the consequences of each choice.

PresentationPrepare other sides casePresent the reasons for your side betterPlanning sheetIssues involvedRealistic, possible, worst

The PresentationCreative titleReduce to must know itemsKeywordsMini-speeches around keywordsVisualsDont give concessions just to keep things goingMake note of concerns and keep going

BargainingWhen in doubt, ask questions!Open questionsReflective questionsTactics

TacticsUseWalk outDont use Emotional outburstArgue special casePretend ignorancePlay for timeNibble and retreatYou go first Bad environmentDefer to higher authorityNot willing to make any changes Silence Good guy/bad buy

AgreementArrangements should be neutral and comfortable Pay attention to what others sayScreen out all visual distractionsAsk open ended questionsListen to responsesProactive vs. reactive behavior

A Good Negotiator Is..CreativeVersatileMotivated Has the ability to walk away