Debate In Negotiation

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Debate In Negotiation

• The Four Phases of negotiation
• Phase One how to prepare
• Phase Two how to debate
• Phase Three how to propose
• Phase Four how to bargain

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Debate In Negotiation

• Debate is the act of two way communication and
  shapes the tone of the negotiation
• Proposing takes 10 of the time, bargaining less
  than 5 and debate takes up the rest more than
  80
• Kennedy If we can organise and discipline our
  debate behaviour we have a very good chance of
  quite dramatically improving our negotiation
  effectiveness

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Rackham and Carlisle

• R C conducted an interesting study where they
  sought to describe how effective and average
  negotiators behave.
• What is an effective negotiator?
• Rated as effective by both sides
• Track record of significant success
• Low incidence of implementation failures

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Rackham and Carlisle

• Skilled negotiators show marked differences in
  their use of specified behaviour categories
  compared with average negotiators
• Confirmed what everyone knew statistically
• In negotiation training people are introduced to
  effective and ineffective categories of
  behaviour, and these are further developed
  through simulation and role-playing

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Variances in behaviours
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Variances in behaviours
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Types of debate

• The message is that debate can be either
  constructive or destructive
• Constructive debate moves us towards an
  acceptable solution, destructive debate moves us
  away from desirable outcomes
• What are the destructive behaviours?

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Destructive behaviours
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Interruption

• It is appropriate to interrupt somebody who is
  clearly factually incorrect in their statements
• True or false?

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Other irritators

• Blocking
• Blocking denies the opportunity to give more
  information
• Don't block hear them out
• Point scoring
• Attacking/Blaming
• Threats

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Constructive behaviours

• How do we deal with someone who is behaving
  destructively?
• The alternative to destructive argument is
  constructive debate
• There is no alternative to a constructive
  approach whatever the behaviour of the other
  negotiator

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Constructive behaviours
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Assurances

• Gentlemen, I am in the solution, not the
  retribution business
• How to deal with an angry hotel guestBefore
  you say anything, I have three things to say to
  you first, I unreservedly apologise for the
  distress we have caused you second, I am going
  to listen to what you have to say, and third, I
  am going to put right whatever is wrong

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Moving forward
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Spot the difference?
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Signalling?

• It would be extremely difficult to meet that
  delivery date
• We do not normally extend our credit facilities
• It is highly unlikely that my boss will agree to
  a free upgrade
• Under these circumstances we cannot agree to
  compensation
• As things stand our prices must remain as listed
• I can't give you a better discount on your
  current volume

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Proposing
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Proposing
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Proposing

• Signalling is the bridge from debate to proposal
• Topic of chapter 9 how to make an effective
  proposal

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Proposing look at these

• I wish
• I hope
• I would like
• It would be nice
• Would this suit you?

• I need
• I require
• We prefer
• We want
• It is necessary that

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Proposing

• It is the ability to shift from loose informal
  proposal language to tight formal and assertive
  proposal language that improves your performance
• A proposal is a tentative suggestion
• We could make it four visits a week
• We could look at the number of visits

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Look at this proposal

• Effective proposals consist of two parts the
  condition and the offer
• Ineffective proposals only consist of offers
• The condition may be vague or specific, but the
  offer must always be vague

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Proposing

• Kennedy writes The most common mistake
  negotiators make when presenting a proposal is to
  drown it in irrelevant verbiage by confusing the
  proposal and debate phases. In short, they
  propose and explain their proposals at the same
  time

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Proposing
Make a proposal, then shut up.
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Effective proposals

• To make an effective proposal, follow these main
  rules should be practised
• It should be conditional
• It should be presented unadorned, without
  explanation
• On completing the proposal you should go silent
• It should be presented with condition first, then
  followed by the offer

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What is wrong here?
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How to receive a proposal