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NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 13, 2013. TODAY’S TOPICS - SALLY. 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS. 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS. PREPARE ARGUE SIGNAL PROPOSE PACKAGE BARGAIN CLOSE AGREE. 1. PREPARE. ESTABLISH OBJECTIVES - PowerPoint PPT Presentation
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Negotiation Seminar - page 1
NEGOTIATION SEMINAR - NCMA
Sally CunninghamDave Pronchick March 13, 2013
Negotiation Seminar - page 2
TODAY’S TOPICS - SALLY- 8-STEP APPROACH FOR COMPLEX
NEGOTIATIONS
Negotiation Seminar - page 3
1. PREPARE2. ARGUE3. SIGNAL4. PROPOSE5. PACKAGE6. BARGAIN7. CLOSE8. AGREE
8 STEP APPROACH FOR COMPLEX NEGOTIATIONS
Negotiation Seminar - page 4
1. PREPARE
A. ESTABLISH OBJECTIVES- MINIMUM (MUST)- TARGET (INTEND)- MAXIMUM (LIKE)
B. GATHER INFO ABOUT OTHER PARTY
C. FACT V. JUDGMENT
Negotiation Seminar - page 5
2. ARGUE
A. DON’T INTERRUPT OTHER SIDE – LISTEN
B. DON’T TRY TO SCORE POINTS
C. USE A CONSTRUCTIVE RESPONSE
Negotiation Seminar - page 6
3. SIGNAL
A. WATCH FOR CLUES, E.G., MUST, LIKE, ETC.
B. LISTEN MORE THAN TALK
Negotiation Seminar - page 7
4. PROPOSE
A. PROPOSE INSTEAD OF ARGUING
B. BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS
C. USE ADJOURNMENTS TO CONSIDER PROPOSALS
Negotiation Seminar - page 8
5. PACKAGE
THINK CREATIVELY; TRADE-OFF
Negotiation Seminar - page 9
6. BARGAIN
A. USE IF-THEN WORDS
B. MAKE EVERYTHING CONDITIONAL
C. LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF
Negotiation Seminar - page 10
7. CLOSE
A. TIMING – NOT TOO EARLY
B. MEET OPPONENTS NEEDS
C. USUALLY CONCESSION CLOSE
D. ALWAYS LEAVE A LITTLE MORE ROOM
Negotiation Seminar - page 11
8. AGREE
A. SUMMARIZE
B. NO MISUNDERSTANDINGS
Negotiation Seminar - page 12
NEGOTIATION – A GOOD OUTCOME
1. IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)
2. DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS?
3. IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS?
4. IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED
Negotiation Seminar - page 13
• Review of 4 Seminal Works
• Preparation
• Bad Traits
• Conclusion
Today’s Topics - Dave
Negotiation Seminar - page 14
• Don’t be Nice; Separate People from Problem
• Mutual Gain Options
• Use Objective Criteria
• Countering Dirty Tricks
Getting to Yes, Fister & Ury 1983 Bestseller, Harvard
Negotiation Seminar - page 15
• Barriers and Breakthroughs
• Preparation the Key
• Build Golden Bridges
• Turn Adversaries into Partners
Getting Past No Ury 1991
Negotiation Seminar - page 16
• 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
The Only Negotiation Guide You Will Ever Need
Stark & Flaherty 2003
Negotiation Seminar - page 17
• Displaying Confidence
• Prepare, Probe, Propose
• Achieve Win-Win
• Participate, Engage and Personalize
The Power of NiceShapiro & Jankowski 1998
Negotiation Seminar - page 18
• W – 5 W’s
• H – Hypothesize
• A – Answer
• T – Tell Me More
Probe – WHAT?
Negotiation Seminar - page 19
• Show Me How
• Who Says
• Restatement
Parry - Counters
Negotiation Seminar - page 20
• Precedents
• Alternatives
• Interests
• Deadlines
• Strengths/Weaknesses
• Walk Away Point
• Strategy for Team
Preparation the Key
Negotiation Seminar - page 21
• Anxious
• Addicted
• Apathetic
• Aristocratic
• Amiable
Traits of Lousy Negotiators
Negotiation Seminar - page 22
• Practice and Preparation the Keys
- Dry runs / Murder Boards
- Anticipate Problems and/or Concerns
• Listen
- Drill
Conclusion
Negotiation Seminar - page 23
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