Principled negotiation

Principled negotiationWrocławski Absolwent

Contents

• Introduction

• Competences

• Negotiation

Sebastian Szachnowski 2

01. Introduction


Who am I?

Sebastian Szachnowski

CRM Specialist

Team Leader

Project Manager…

…and (among others) a graduate of Wroclaw University of Economics

Principled negotiation 4

When and where we are negotiating?


What is negotiation?


Dispute resolution

Negotiation

Conflict resolution

Agreement making

Problem solving

02. Competences


Leadership

Leadership is a process of social influence, which maximizes the efforts of others, towards the achievement of a goal.


Who is a leader?

“The only definition of a leader is someone who has followers.”

Peter Drucker


Dealing with ambiguity

• Can effectively cope with change

• Can shift gears comfortably

• Can decide and act without having the total picture

• Can comfortably handle risk and uncertainty


How certain you are when saying…

• Absolutely

• Certainly

• Definitely

• Indefinite

• It’s open

• Probably

• Doubtful

• Agreed

• Fifty-fifty


Perseverance

• Pursues everything with energy, drive and need to finish

• Seldom gives up before finishing, especially in the face of resistance or setbacks


Do not be afraid to be wrong

“My success rate was 50-50 at best… That improved later because I turned out to be pretty good at it.”

Jack Welch


Become effective communicator


LeadershipMessage

By John Boldoni

Accept feedback and conclude

“Unless I hear all of the arguments against something I am not sure whether I have made the right decision or not.”

George C. Marshall


Walk the talk

Live your message. Walk the talk.


Control over communication channels

Though, control communication channels in a project/team, because number of communication channels equals N(N-1)/2.


Ask open question

Closed questions:

• Is it the biggest problem we are facing?

• Do you expect something more?

• Do you like my proposal?


Open questions:

• What is the biggest problem we are facing?

• What else you are expecting?

• What do you think about my proposal?

03. Negotiation


Hard negotiation

Participants are adversaries, the goal is victory.


Soft negotiation

Emphasizes the importance of building and maintaining relationship.

Hard game dominates the soft one, though, it is causing serious damage to relations.


Negotiation can be subtle

Agreement making and problem solving do not mean bargaining over positions.

It is more subtle.

Focus on interests and options looking for mutual gain.


Principled negotiation

A method of negotiation explicitly designed to produce wise outcomes efficiently and amicably.


Separate people from the problem

Be soft on the people, hard on the problem.

Proceed independent of trust.


Focus on Interests, not positions

Explore interests, avoid having a bottom line.


Invent options for mutual gain

Develop multiple options to choose from, decide later.


Insist on using objective criteria

Try to reach a result based on standards independent of will.

Reason and be open to reason; yield to principle, not pressure.


Sources list

• http://www.forbes.com/sites/kevinkruse/2013/04/09/what-is-leadership/

• John Boldoni, “Great Communication Secrets of Great Leaders”

• Roger Fisher, William Ury, “Getting to Yes”

• Michael M. Lombardo, Robert W. Eichinger, “For Your Improvement”


http://www.forbes.com/sites/kevinkruse/2013/04/09/what-is-leadership/

Leadership & Management

Principled negotiation