Negotiating

“Negotiating is the art of reaching an agreement by resolving differences through creativity”

Negotiating Process

Style

Outcome

Principles

Style Style is a

continuum between two styles: Quick Deliberate Middle is

compromise

Quick Style Negotiate in a hurryUse when you won’t negotiate

with these people again Get the best deal without regard

to the other side’s “win”

Deliberate StyleUse when long term

relationship likely Involves

cooperation and relationship building to reach agreement

Needs much prep, hard work

May move in fits and starts

OutcomesRealistic

Both sides satisfied, win/win situation Usually results from deliberate style

Acceptable Likely to result from quick style Something is better than nothing Always ask for a better deal

Worst When you’re too stubborn to be flexible Usually from quick style

Outcomes

Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result

“Think carefully, think creatively, and think ahead”

PrinciplesThere are no rules

Establish an agenda

Everything is negotiable

Ask for a better deal

Be creative Learn to say “NO”

yourself

Are you a Motivated Negotiator?

Enthusiasm Confidence Engaged

Recognition Accomplishment Pat on the back

Integrity No trickery Trustworthiness

Social Skills Enjoy people Interest in others

Teamwork Better as a team Self-control

Creativity Always 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

side’s casePresent the

reasons for your side better

Planning sheet Issues involved Realistic,

possible, worst

“The” PresentationCreative titleReduce to “must

know” itemsKeywordsMini-speeches

around keywordsVisuals

Don’t give concessions just to keep things going

Make note of concerns and keep going

BargainingWhen in doubt,

ask questions!Open

questionsReflective

questionsTactics

TacticsUse

Walk outDon’t use

Emotional outburst Argue special case Pretend ignorance Play for time Nibble and retreat

“You go first” Bad environment Defer to higher

authority Not 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