Successful Negotiating Requires Listening (263063013)

8/9/2019 Successful Negotiating Requires Listening (263063013)

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Successful Negotiations Requ

Listening (And a few other

things)

Ellen Waite-Franzen

V for !nfor"ation #echnolog$ and %hief !nfor"ati&'cer

art"outh %ollege

AR!L *+, E%ASE %&NNE%# SAN AN#&N!&



.ouse/ee0inghones on 1ute

Fill out the e2aluation

artici0ate




My goals

• 3ou will 4e "ore co"forta4le negotiat$our 0ersonal and 0rofessional li2es

• 3ou will welco"e the o00ortunit$ to0ractice negotiations

• 3ou will 4e willing to ad2ise and 4e anad2isor in negotiating






Reactions to the thought of ha2to do a negotiation

•! need to win

• ! don:t want to lose

• ! wish so"eone else would do this

• ! a" not 2er$ good at this;<oe is good at it;should do all our negotiations

• !t:s li/e 4u$ing a car;0ainful and not worth tto sa2e a few dollars

• When we get to the end how do ! /now if ! wsuccessful=




Negotiating for Success

#he >asics




Stage &ne@ >efore $ou start the0rocesso $our ho"ewor/•!dentif$ $our 0riorities• oal@ what is the ulti"ate goal of the negotiatio

• List all of $our 0riorities;in order of i"0ortance• rice@ is there a 0rice 0oint $ou ha2e to sta$ inB is t

Ce8i4ilit$

• #i"ing@ do $ou ha2e a deadline that needs to 4e "ethis Ce8i4le

• Sco0e and Range@ are there as0ects that are "usts to ha2esB cali4rate goalD0riceDti"ing;what is ideal=acce0ta4le

•

Wal/awa$@ is that an o0tionB what would dri2e AR!L *+, E%ASE %&NNE%# SAN AN#&N!&



o $our ho"ewor/nderstand the other 0art$:s 0rio

•

See/ the 4ac/ground on their interests• Sales goal@ a sale 4$ end of quarterD$ear

• A 2alued custo"er who would 4e instru"ental in "ar

• A o4 the$ would lo2e7 salar$7 location

• S0end ti"e understanding their needs

• !dentif$ the diGerences in what $ou 2s6 the otheris tr$ing to achie2e and see if there are co""onthat each 0art$ can agree u0on

• A2oid u"0ing to conclusions;assu"ing the wointentions7 thin/ing $ou /now what the$ want




iscuss $our 4ac/groundwor/ with $our tea"7 a

trusted ad2isor or collea%onIr" the 0riorities

%onIr" $our Indings on the other 0art$

lan the start of the negotiation




3ou are Read$--o

•

3ou did $our ho"ewor/• 3ou alread$ had 0reli"inar$ discussions with the

0art$

• 3ou adusted $our 0riorities and understanding 4internal con2ersations

• %onsider "a/ing the Irst oGer;the anchor




%onsider "a/ing the Anchor oG

•

!t sets the Irst 0rice and it:s the0rice that 4oth 0arties circlearound

• i2e the details and the rationale4ehind it

•

!t fra"es the de4ate and the0ara"eters of the discussion

• !f $ou did $our 0reli"inar$ho"ewor/7 the oGer shouldn:t 4etoo "uch of a sur0rise




!f the other 0art$ sets the Anch

•

!f the anchor is unacce0ta4le;sa$ it and don:t ato go forward as the start of the negotiation

• Reset the anchor and the con2ersation that:s ainteresting 0lace to start7 4ut here:s "ore of whain "indM

•

Re"ind the" of what $ou had alread$ shared;M! ha2li"itM

• A00eal to fairness

• A00eal to logic;this "a/es sense 4ecause K

• E80lain how the other 0art$ can e80lain this agree"etheir constituencies




>e strategic and not reacti2e

•

#he 4est negotiators do not feel 0ressure to act sta/e out an unwa2ering 0osition

• %ontrol and 0ower can 4e asserted 4$ eGecti2el$slowing down the negotiation and acti2el$ leadinother 0art$ in a constructi2e dialogue;de"onst

o0enness to their 0ers0ecti2es




You're stuck…

• !f the 0rice is the issue;the otherside won:t "o2e--is thereso"ething else that $ou can as/for ("aintenance7 training7additional license seats7 longerter" +? 2s + "onthsB %areer--0rofessional de2elo0"ent7 ti"e-oG7 tuition su00ort)

• !s e"otion getting in the wa$= 3ouwant to win and the other 0art$ tolose=

• .a2e $ou lost sight of the goal=




Close or walk away

Be ready to make the fnal othat is right or you—you knyour limits—you shared

ackground inormation witthem—noody should esur!rised




o for the WinDWinon:t gloat

•Share in the success of the negoti•on:t gloat6 3ou "ost li/el$ will newor/ with this 0erson7 grou07 2endthe future;don:t "a/e the" thinne8t ti"e $ou need to lose




%ase Stud$ +Negotiating <o4 &Gers fro" >oth Sides




1art$ is 4uilding his Ed #ech teaanther %ollege

•

igital learning is a 0riorit$ for anthe•1art$ will 4e adding 9 F#E in the Ed #rou0

•.e wants the 4est and has contacted

to0 Ed #ech 1S 0rogra"s in the S anas/ed that the$ share his o4 o0eningtheir graduates




Oate "a$ 4e read$ to "o2e on new o4

•

She has ? $ears of 2er$ successfule80erience at Pe4ra %ollege as aninstructional designer and recentl$ got ad2anced degree in Educational #echno

•

She li/es her o4 at Pe4ra 4ut feels li/eshould 4e getting a higher salar$ 4asedher e80erience and degree

•She wants to get "anage"ent e80erie




<ordan wants to /ee0 OateK>ut

•

Pe4ra %ollege is under Inancial restriand has so"e restrictions on salar$

increases

•Pe4ra:s focus is N&# on Educational

technologies•>ut <ordan does recognize Oate:s a4iliand would li/e to /ee0 her on the tea




Logistics of the %ase Stud$

Roles• Oates (Oate + negotiates with <ordanB Oawith 1art$)

• <ordan

•1art$

• Four trusted ad2isors;one for each role








#rac/ing Large #ech %ontracts

•

Onow $our dates;when the contracts end for alite"s

• Onow $our technolog$;#ech changes7 what $outoda$ will 4e re0laced 4$ so"ething diGerentDneon:t renew without considering technological lichanges6

• #rac/ $our 2endors;which ones are 2endors7 whones are 0artners= 1onitor 0ost sale e80eriencei"0ro2e"ent needed7 wor/ with the 2endor to i"!f i"0ro2e"ent is not noted7 start the search for0ro2ider earl$6




%ase @ %ontract Negotiations Awr$•

#iger ni2ersit$ waited too long 4efore the$ starnegotiate for a "aor software 0ac/age that wasonl$ through a reseller

• #iger had a restricted 4udget for the 0urchase

• &nl$ + reseller was in the negotiations

Read the case;what ad2ice would $ou gi2e to thetea" on future negotiations




%ase @ %ontract Negotiations Awr$•

>rea/ into grou0s• Assign a recorder and a re0orter

• Read the case and answer the questions• #hin/

• Write

• Share

• Share around the ta4le




Final #houghts! ho0e each of $ou will 4e---•

>etter 0re0ared to do negotiating in $our 0erson0rofessional li2es

• .a2e "ore structure in $our thin/ing and 0re0ar

• Will ha2e WinDWin outco"es


Documents

Successful Negotiating Requires Listening (263063013)