NEGOTIATION

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NEGOTIATION

• TWO TYPES OF NEGOTIATION
• 1.Distributive (Competitive)
• Parties have different and independent goals
• fixed-sum
• win-lose
• positional

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NEGOTIATION

• 2. Integrative (Collaborative)
• Parties work together toward common or compatible
  goal
• Resolution of conflict
• Advancement of shared vision
• Recognize Interdependence
• Deal constructively with difference
• Joint ownership of resolution

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NEGOTIATION

• Distributive Integrative
• Soft Hard Problem solving
• Avoid conflict Win Solve the problem
• Friends adversaries Professionals
• Change easily Dig in Focus on interests
• Concede easily Concede Dont concede ?
• ---------- stubbornly Invent options

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NEGOTIATION

• Soft Hard Problem Solving
• Avoid contest Win contest Use standards
• of will of will
• Make Demand Separate people
  
  concessions concessions and problem
• Back down Make threats Know others walkaway
• Commit early Commit early Draft as you go
• draft late draft late commit at end

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Tactics and Techniques

• 1. Delay When you have the power, when you dont
  , delay
• 2. Silence and Bracketing Direct opponents
  attention to a certain topic and then
  listen. Gains information
• 3. Limited Authority Opponent lacks authority,
  needs to get approval for agreement.

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Tactics and Techniques

• 4. No Value of a no is you can ask why.
  Answer reveals what he will do.
• 5. Expectation and control This part is not
  negotiable, but that part is. Redirects the
  negotiation.

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Tactics and Techniques

• 6. Rationale Be able to explain positions and
  concessions. Gives satisfaction to other party.
• 7. Message sending Recognize verbal, visual and
  written messages. (i.e. nervous laugh, jiggling
  foot, crying.

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Tactics and Techniques

• 8. Threats To be effective threats must be
  believable. Credible if reasonably proportionate
  to action it is intended to effect. Never make a
  threat unless prepared to carry it out.
  Affirmative promises usually better that
  negative threats

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Tactics and Techniques

• 9. Boulwarism Named for Lemuel Boulware, former
  V.P. for labor relations at General Electric.
  Best offer take it or leave it bargaining.
  Deprives opponent of participation. Reduces
  chance of successful resolution.
• 10. Mutt and Jeff routine Good guy /bad guy.
  Reaonable / unreasonsble teams

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Tactics and Techniques

• 11. Never accept first offer.
• 12. Flinch For most people visual overrides
  auditory.
• 13. Avoid confrontation Especially at beginning
  of process. Intensifies opponents desire to be
  proven right.
• 14. The Vise Youll have to do better then
  that. Response, How much better?

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Tactics and Techiques

• 15.Split the difference Never suggest, let
  your opponent suggest. Can be caught by appeal
  to higher authority.
• 16. Set aside Gambit Set aside difficult issues
  to be decided later. Get agreement on smaller
  issues which creates momentum.

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Tactics and Techniques

• 17. Avoid last minute nibbles You are most
  vulneralbe after you think negtiationis
  completed, but other side then wants more
  concessions.
• 18. Maintain Walk-away power.

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Optimize Probability of Success

• 1. Do your homework Prepare
• 2. Go to the top Negotiate with those who
• have authority.
• 3. Build relationships whenever possible
• Easier to communicate with a friend
• than with a stranger or enemy.
• 4. Avoid quick concessions

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• 5. Accentuate the positive Frame negative
• points in positive ways.
• 6. Maintain your composure
• 7. Dont give up What appears to be a dead
• end may only be a corner.

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Integrative Negotiation / Getting to Yes

• Bargain Over Interests Not Positions
• Separate People From the Problem
• Generate Options Before Deciding
• Base Results On Objective Criteria

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POSITIONS / INTERESST

• POSITIONS INTERESTS
• Things you say Underlying
  you
  want Motivations
• Demands Needs and Concerns
• What you will Fears and Aspirations
• or wont do

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DISCOVERING INTERESTS

• Look behind positions for underlying reason
• Put yourself in other persons shoes
• Ask Why?
• Ask Why not? What would be wrong with