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Negotiating

Negotiating. “Negotiating is the art of reaching an agreement by resolving differences through creativity”. Creative Negotiating , Stephen Kozicki, Adams Press, 1998. Negotiating Process. Style. Outcome. Principles. Style. Style is a continuum between two styles: Quick Deliberate

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Negotiating

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  1. Negotiating “Negotiating is the art of reaching an agreement by resolving differences through creativity” Creative Negotiating, Stephen Kozicki, Adams Press, 1998

  2. Negotiating Process Style Outcome Principles

  3. Style • Style is a continuum between two styles: • Quick • Deliberate • Middle is compromise

  4. Quick Style • Negotiate in a hurry • Use when you won’t negotiate with these people again • Get the best deal without regard to the other side’s “win”

  5. Deliberate Style • Use when long term relationship likely • Involves cooperation and relationship building to reach agreement • Needs much prep, hard work • May move in fits and starts

  6. Outcomes • Realistic • 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

  7. 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”

  8. Principles • There are no rules • Establish an agenda • Everything is negotiable • Ask for a better deal • Be creative • Learn to say “NO” yourself

  9. 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 Are you a Motivated Negotiator?

  10. Negotiation Model • Investigate • Presentation • Bargaining • Agreement

  11. Investigate • What do you want? • What does the other side need? • Decide on style • What are the consequences of each choice.

  12. Presentation • Prepare other side’s case • Present the reasons for your side better • Planning sheet • Issues involved • Realistic, possible, worst

  13. Creative title Reduce to “must know” items Keywords Mini-speeches around keywords Visuals Don’t give concessions just to keep things going Make note of concerns and keep going “The” Presentation

  14. Bargaining • When in doubt, ask questions! • Open questions • Reflective questions • Tactics

  15. Use Walk out Don’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 Tactics

  16. Agreement • Arrangements should be neutral and comfortable • Pay attention to what others say • Screen out all visual distractions • Ask open ended questions • Listen to responses • Proactive vs. reactive behavior

  17. A Good Negotiator Is.. • Creative • Versatile • Motivated • Has the ability to walk away

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