Class 2

1
Class 2

• Preparation
• Failing to Plan means Planning to Fail

2
Steps to Effectiveness

• Determine your style
• High Expectations
• Willingness to Prepare
• Patience to listen
• Commitment to personal integrity

3
High Expectations

• Aiko Morita Story (Sony)
• Must know your goals
• Goals dictate path
• Prioritize goals

4
Preparation

• 1. Defining issues
• 2. Assembling defining bargaining mix
• 3. Defining interests
• 4. Defining limits
• 5. Defining targets openings
• 6. Constituencies
• 7. Opposing negotiators
• 8. Strategy selection
• 9. Planning the issue presentation defense

5
Defining the Issues

• Whats to be negotiated?

6
Prioritizing the Issues

• Whats most important to you?
• Explicit list
• Order

7
Define the Interests

• Interests vs. Issues
• Why? Why do I want the issue?

8
Defining Limits

• Whats the walk away point?
• Know that you have other choices
• Know what the other choices are
• Know your or else (BATNA)
• Know to enforce your limits

9
Defining Targets and Openings

• Target is the preferred settlement
• Align goals and expectations
• Set an optimistic and justifiable target
• Be specific and write it down

10
Strategy/Opening

• Depends on preference for relationship vs.
  outcome
• Balanced concern (problem-solving)
• Relationships (accommodating)
• Transaction (competitive)
• Tacit coordination (avoidance)

11
Opening

• Transaction (preferred) optimistic
• Balanced (not preferred) fair
• Relationships (either) generous
• Tacit coordination (either) avoid conflict

12
Constituencies?

• Does anyone else need included in goal setting?

13
Other Party

• What do we know about them?
• Issues
• Interests
• Predicted strategy
• Reputation for style

14
Planning the Issues and Defense

• What research do you need to do?
• Do I have graphs, charts and figures?
• What can I anticipate from other party?

15
Lesson

• No other personal variable makes such a
  difference in negotiations as the quiet feeling
  of confidence, self-esteem and commitment that
  emanates from people who know what they want and
  why they ought to get it.