Negotiating Negotiation

Kanako Uki 07BN019HNathaniel Kistner 08BN947T

Defining Negotiation

Process involving dealings among persons Agreement Commitment

Negotiation between parties Bilateral: between two parties Multilateral: among several parties

Negotiation

Conference

In market

Whoever

Negotiation: A crash course•Negotiation proceedings may be one or more meetings

•Multiple venues• Same time, different

place• Asynchronous comm.

•Principal / Agent• May act for human

principal or for legal entity

A Process

Satisfying needs

Some negotiations can be quick Collaborative, `win-win’

situation

Compromise yields competition

Negotiating outcomes

•Varying degrees of success

• Win Lose (zero-sum game)

• Stand-off

• Deadlock

This means win

Preparing for Successful Negotiation

Parties must be capable of satisfying need

Knowledge of other party Interest Relationship Basis for communication

Shared language Ability to meet Infrastructure to support communications

Commitment

YES

YES

YES

YES

YES

YES

YES

NO

NO

NO

NO

NONO

NO

As much as possible !!

Crucial Factors

Power Control Options

Precedent Legitimacy Expertise /

Judgment Time Information

Legitimacy

Other Major Considerations

Many factors can alter the course of Negotiation

Cultural backgrounds Mindsets Negotiation /

Communication Style Leverage Advocacy Relationships (prior /

future)

Negotiation for NewbsMark clearly the differences between:

// firm offers

// conditional offers

// ultimatums

// hypothetical discussion

// one-sided concessions

Maintain credibility through consistency

Record important information

Document outcomes

To Do:

Toolbox of the Successful Negotiator

Knowledge / Info Skills

Knowledge of both principals

Clarity of goals Knowledge of both

parties wishes / needs Understanding /

ability to cope with stylistic differences of other party

Verbal comm. People skills

Ability to “read” Ability to pick up cues Suppress negative cues

Emotional control Cool-headed Assertive NOT

aggressive Patience / flexibility/

resilience

In Summation…

Negotiation is… Things to keep in mind

Between two parties Ability to satisfy each

others needs Wish to reach agreement

A Process Collaborative vs.

competitive Possibility of failure

Occurs everywhere Daily life / work life In person OR multiple

venues

Information / knowledge is key

Principals / goals Needs / abilities

Communication Effective and clear Calm, collaborative

Internal factors Home culture /

Organizational culture Communication /

negotiation stylistic differences

Thank You for Listening…