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Negotiation in Practice
The Plugged-In Manager
ThePluggedInManager.com
TerriGriffith
Conflict ManagementBroad Definition…. Broad Use….
Worksheet
“Describe your last negotiation in outline form”
What were the key aspects of the negotiation?
Developing a Language
Haggle
Sides of the table…
Negotiation: Deciding what resources parties each will give
and take in an exchange
Preparation Leads to Better Deals
New Hire1. Familiarize yourself with your role & the
situation (5 min)2. Decide what you would like to accomplish
(pick a goal - 2 min) 3. Decide how you would like to accomplish it
(brainstorm tactics - 3 min)4. Agreement on all issues, or impasse5. Negotiate Outside of Room6. Record Outcomes on Board
Types of IssuesDistributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Different Values
http://www.flickr.com/photos/toffehoff/244870162
Strategies
What I Want
What the Other Party Wants
Compete
Accommodate
Avoid
Compromise
Collaborate/Integrate
Worksheet
5. __________ only gets you ______ of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.
Two Tasks
1. Getting Information– Not just positions
– Underlying preferences, priorities
2. Using Information– Not just tug of war
– Identifying/creating value
Information Sharing
Ask questions – but why should they tell you?
Give information – reciprocity
Find superordinate goals – super congruent issues
Make offers - packaging
Creating Value by…
Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
+
Creating Value by…
Not what people want, but why they want it
… and finding ways to address underlying preferences/priorities that satisfy your own
Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two methods of creating more value in the
negotiation.
Worksheet
1. Preparation for negotiation is trivial or involved?
2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures,
regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
Second Context:Performance Interview
Chris – Brand ManagerLee – Product Manager
Be Strategic In Your Preparation
• What are the issues & outcomes?• What are the other party’s issues &
outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
Approach Taken:
Direct “I wrote this letter” “I
saw this letter”
Subtle “Hmm. Are you sure
there’s value in this trip?”
Avoid Other?
Chris
Lee
CEOs 50 50 0
Managers 30 65 5
Why do you need to know your BATNA?
BATNA & ZOPA
PreparationStakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Worksheet
3. When you have time, what is the agenda for your first negotiation meeting?
4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
Worksheet
Read your case and determine:
Your basic goal in the meetingPlan how to achieve that goal
Be Strategic In Your Preparation
• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues &
outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
Worksheet
What can you take away regarding alternative points of view?
What about long versus short term goals and how you value them?
BATNA? Other preparation that would have been useful?
Best
Alternative to
The
Negotiated
Agreement
BATNA & BUILDER
Preparation
TerriGriffith.com/blog
Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4
Issue 1
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Issue 2
Outcome 1
Outcome 2
Outcome 3
Nord Stream and the Danish Fishermen
Negotiation…It’s not just for deals:
Organizational Change “Negotiated Change”
Meeting Agendas
Social Situations
Social Media Use Decisions
You Have to Ask
Q&A
