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What is negotiation?
a method by which people settle differences
compromise or agreement is reached while avoiding argument and dispute
often begins once both sides realise that they can get something from the agreement
Individuals aim to achieve the best possible outcome for their position
the principles of fairness, mutual benefit and maintaining a relationship are the keys to a successful outcome
Your negotiation style
Margaret Thatcher “I am extraordinarily patient, provided I get my own way in the end.”
• Emotional• Hard-nosed/tough/macho • Consensus driven• People pleasing• Aggressive• Haggler• Assertive• Humourous
• Where to sit?• Think broadly– figures, people, ethos• Psychological currencies• Let them go first• Clarity of purpose/pick battles• Put yourself in their shoes• Negotiate backwards• Personal relationship - acknowledge their feelings• Listen and adapt• Plan and be flexible• Build trust
Tips from…Conflict
resolution
• Focus on common ground
• Understand that you don’t have to solve all the issues to make a deal cf Arab Israeli peace
Divorce
• Acknowledge hurt and distrust
• Focus on moving forward
• Try to leave fault out of it
Process change
• Process change unlikely to hold unless buy in
• RACI – report, approve, consult, inform
The stages of a negotiation
Preparation, preparation, preparation
Discussion Clarifying goals
Negotiate towards a Win-Win outcome
AgreementImplementing
a course of action
1. Preparation, Preparation, Preparation
• Plan meeting• Know the facts & what you/they want to
achieve• Groundwork• Role play• Environment • Who has authority?
2. Discussion
• Put forward case• Listen• Questioning, clarifying• Take notes
3. Clarifying goals
• Prioritise goals of each side• Establish common ground• Analyse Wants and Needs
–Shared
–Differing
–Conflicting
• Brainstorm possible options• Use criteria to narrow them down
MOISHE AND GITTELE
Moishie and Gittele are an older couple from Golders
Green, getting married late in life.
They are planning their first holiday together. He’d like
to go on an adventure and has always fancied trekking in
the Himalayas with a backpack – you only live once. She
wants to go to somewhere sunny and put her feet up.
He’s heard from her friends that she likes Bournemouth.
WHAT TO DO?
His immediate thoughts are:
Go on separate holidays
Finish the relationship
Persuade Gittele to get fit and go trekking
Go to Bournemouth and grin and bear it
WHAT THEY REALLY WANT
Gittele would like some time to read a pile of books she
hasn’t got round to
Gittele needs a good rest
She doesn’t like flying very long-haul
Moishie would like to do some walking but is happy to
go himself
Moishie would like to go somewhere he hasn’t been
before for a change of scenery
WHAT THEY REALLY WANT
Neither like it too hot but want the sun.N
Neither are interested in a big resort.
Neither want to bump into anyone they know – they
want to spend time together.
Neither wants to be away for too long. Gittele has to
look after her elderly mother and Moishie has to
get back to work.
Both like cooking but would like to be able to eat out.
4. Negotiate towards a Win-Win outcome
• Win-win as ultimate goal• What is your BATNA?• What is their BATNA?• To disclose or not to disclose?
5. Agreement
• Aim for win/win but remember BATNA• Don’t rush it• Make yes the easy option• Stuck at an impasse?– Call in for a third party/pizza– Revisit the options– Split the difference?– Leave it? – on good terms
6. Implementing a course of action
• Clarity• Formalise ASAP in writing– Agreement, memo, minutes, letter
• Failure to agree schedule further meeting• NB. Attitudes towards the negotiation
Top tips in a communal setting
Establish credibility
Patience
Build alliances Repeat your points
Effective communication
Understand their drivers Pick battles
Pick timing
Massage egos
