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NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 14, 2012

NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 14, 2012. TODAY’S TOPICS - SALLY. 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS SIMPLE APPROACH FOR ONE-TIME SHORT TERM NEGOTIATIONS. 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS. PREPARE ARGUE SIGNAL PROPOSE PACKAGE BARGAIN

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NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 14, 2012

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  1. NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 14, 2012

  2. TODAY’S TOPICS - SALLY • 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS • SIMPLE APPROACH FOR ONE-TIME SHORT TERM NEGOTIATIONS

  3. 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS • PREPARE • ARGUE • SIGNAL • PROPOSE • PACKAGE • BARGAIN • CLOSE • AGREE

  4. 1. PREPARE • ESTABLISH OBJECTIVES • MINIMUM (MUST) • TARGET (INTEND) • MAXIMUM (LIKE) • GATHER INFO ABOUT OTHER PARTY • FACT V. JUDGMENT

  5. 2. ARGUE • DON’T INTERRUPT OTHER SIDE – LISTEN • DON’T TRY TO SCORE POINTS • USE A CONSTRUCTIVE RESPONSE

  6. 3. SIGNAL • WATCH FOR CLUES, E.G., MUST, LIKE, ETC. • LISTEN MORE THAN TALK

  7. 4. PROPOSE • PROPOSE INSTEAD OF ARGUING • BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS • USE ADJOURNMENTS TO CONSIDER PROPOSALS

  8. 5. PACKAGE • THINK CREATIVELY; TRADE-OFF

  9. 6. BARGAIN • USE IF-THEN WORDS • MAKE EVERYTHING CONDITIONAL • LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF

  10. 7. CLOSE • TIMING – NOT TOO EARLY • MEET OPPONENTS NEEDS • USUALLY CONCESSION CLOSE • ALWAYS LEAVE A LITTLE MORE ROOM

  11. 8. AGREE • SUMMARIZE • NO MISUNDERSTANDINGS

  12. SIMPLE APPROACH FOR ONE TIME SHORT NEGOTIATIONS A DIAGNOSTIC CHECKLIST • 7 AREAS • ALTERNATIVES • WHAT IS OUR BATNA? • CAN WE IMPROVE IT? • CAN WE LEGITIMATELY WORSEN OPPOSITIONS?

  13. DIAGNOSTIC CHECKLIST (Continued) • INTERESTS • OURS? THEIRS? • WHAT IS THEIR CURRENT PERCEIVED CHOICE? • ARE WE GIVING THEM A PROBLEM OR AN ANSWER?

  14. DIAGNOSTIC CHECKLIST (Continued) • OPTIONS • CAN WE INVENT MORE POSSIBLE AGREEMENTS? • GOOD FOR BOTH? • CAN WE CHANGE THEIR CHOICE? • LEGITIMACY • ARE WE USING OBJECTIVE CRITERIA? • WILL THE CRITERIA APPEAL TO THE OTHER SIDE?

  15. DIAGNOSTIC CHECKLIST (Continued) • COMMUNICATION • ARE WE LISTENING? • OPEN TO PERSUASION? • DO THEY KNOW IT? • RELATIONSHIP • CAN WE IMPROVE THE INTERACTION? • MORE CONCERNED/SOFT ON THE PEOPLE? • MORE RIGOROUS/HARDER ON THE PROBLEM?

  16. DIAGNOSTIC CHECKLIST (Continued) • COMMITMENTS • WHAT REALISTIC COMMITMENTS COME NEXT? • ARE THEY “YES-ABLE”? • ARE THEY COMPLIANCE PRONE?

  17. NEGOTIATION – A GOOD OUTCOME • IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) • DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS? • IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS? • IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED

  18. Today’s Topics - Dave • Review of 4 Seminal Works • Preparation • Bad Traits • Conclusion

  19. Getting to Yes, Fister & Ury 1983 Bestseller, Harvard • Don’t be Nice; Separate People from Problem • Mutual Gain Options • Use Objective Criteria • Countering Dirty Tricks

  20. Getting Past NoUry 1991 • Barriers and Breakthroughs • Preparation the Key • Build Golden Bridges • Turn Adversaries into Partners

  21. The Only Negotiation Guide You Will Ever NeedStark & Flaherty 2003 • Critical elements – Time, Information, Power • Questioning, Listening and Nonverbal Behavior • Counteragents, Styles and Preparation • 101 Tactics – “Ways to Win” - These Boots are Made for Walking - Feel, Felt, Found

  22. The Power of NiceShapiro & Jankowski 1998 • Displaying Confidence • Prepare, Probe, Propose • Achieve Win-Win • Participate, Engage and Personalize

  23. Probe – WHAT? • W – 5 W’s • H – Hypothesize • A – Answer • T – Tell Me More

  24. Parry - Counters • Show Me How • Who Says • Restatement

  25. Preparation the Key • Precedents • Alternatives • Interests • Deadlines • Strengths/Weaknesses • Walk Away Point • Strategy for Team

  26. Traits of Lousy Negotiators • Anxious • Addicted • Apathetic • Aristocratic • Amiable

  27. Conclusion • Practice and Preparation the Keys - Dry runs / Murder Boards - Anticipate Problems and/or Concerns • Listen - Drill

  28. LAST THOUGHT • “A readiness to make concessions is a sign of strength, not weakness… In negotiations we are…seeking to give all the chance to begin again. The rigid will have a tough time. The flexible, those who are ready to make principled compromises, end up being the victors.” • Desmond Tutu

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