PowerNegotiating
How do many people view negotiations?
• War, competition, battle, fight, contest…• Old Style Tactics: set aggressive
targets, start high, concede very slowly if at all, and employ threats, bluffs and commitments to unrealistic targets --- without triggering an impasse or escalation!
Two Types of Negotiations…
• Zero-Sum– Harness the power of anchoring
– Do not disclose key information
– Learn as much as you can
– Exploit
– Don’t overshoot
2
Two Types of Negotiations…
• Win-Win
• Tell the truth
• Provide key information
• Learn as much as you can
• Be flexible, creative and fair
The Negotiator’s Dilemma
Three Key Factors of Negotiating
Preparation
Negotiation
Communication
What makes a great negotiator?
Whoever is the best
prepared wins
What are you willing to give up?
• Trade-offs
• Concessions
• ZOPA
The mistakes of negotiation
1. Not doing your homework.
2. Neglecting the other side’s problem.
3. Letting positions drive out interests.
The right mind set…
Be very well prepared
Don’t assume anything
Be encouraging at all times
Running the Negotiation
Open on the right foot
Use a well thought out agenda
Present the agenda as a benefit
Major barriers to a successful negotiation
• Hardball attitudes / inflexibility
• Negotiating with the wrong people
• Unrealistic demands / expectations
NITB
Concern
Competence
Respect
AffectionTRUST
You must Consistently Communicate that you are Competent and that you truly Care about your
counterpart
Distrust
NITB
More ways to build trust
1. Know their language.
2. Manage your reputation.
3. Make dependence a factor.
NITB
Challenges
1. Focus on building trust
2. Always spend time defining the ZOPA
3. Prepare, prepare, prepare!