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What Is It Called?
• If you ask for something before a contract is signed?
Negotiation
If you ask for something after a contract is signed?
Begging
Exercise
• Choose a partner and come to front of room
• Stand on opposite sides of the line
• To win: Get your partner to come over to your side of the line within 60 seconds
• Prize is: winning and a substantial $$ reward
What’s Negotiable?
• Everything!!!
• Rank, Title, Salary, Space, Support Staff, Clinic Time, % “protected” time, duration of appointment, Time for FD/Cont Ed, Responsibilities
What Style Negotiator?
• The platinum rule: Do unto others as they want to be done unto
• Understand/know your counterpart’s style
Amiable: values relationship/feelings
Driver: values bottom-line, winning
Analytic: Cautious, methodical, organized
Blend: combination of styles, flexible
Other Style Categories
• Competing: results oriented, self-confident, assertive. High assertive/low cooperative
• Avoiding: passive, avoid conflict, little attempt to get a solution: Low assertive/low Cooperative
• Collaborating: Open and honest communication, creative solutions, suggest alternatives: High assertive/high cooperative
Other Styles cont’d
• Accommodating: Maintains relationships, downplays differences, wants to satisfies needs of others: Low assertive/high cooperative
• Compromising: finds middle ground, splits positions, trades-off. Moderate Assertive/moderate cooperative
Negotiation Strategies
• Collaborative– Interest-based– Gain-Gain– Expands the pie
• Adversarial– Win – Lose– Positional– Distributional
Negotiation Outcomes
• Accommodating – I lose, you win
• Avoiding – I lose, you lose
• Competing – I win, you lose
• Compromising – both win, both lose
• Collaborating – I win, you win
Successful Negotiation
• Prepare: Goals, trades, alternatives, relationship history, expected outcomes, consequences of winning/losing, power, possible solutions
• If you will have an ongoing relationship, try to get win-win
Glossary
• Negotiation: To seek mutual agreement through dialogue
• Negotiatus: To carry out business
• BATNA: Best alternative to a negotiated agreement
Exchange Information
• Most important stage of negotiation-QUERY
• See things from other person’s point of view
• Inquire, listen, clarify and develop shared interests
Bargaining
• “as soon as a number or term is mentioned, you’ve moved out of information exchange and into bargaining”
• Meet mutual needs and desires with complementary solutions
• Aim high
• Know the bottom line (BATNA)
Closing and Commitment
• True commitment comes when the alternatives are not as attractive as the deal.
• Make a statement: sign contract, shake hands, do press release