Negotiation

1
Negotiation
BATNA Best Alternative to Negotiated Agreement
2
Fostering Cooperation
The Structural Logic of Win As Much As You Can
3
What is your BATNA?

• Ask yourself
• What will happen if we dont agree?
• What do you think they will do?
• What will you do?
• What is the bottom line?

4
What is your BATNA?
Walk Away (Flight) Another client? Another job?
Another supplier?
Interact (Fight) Strike/Lock-out? Vote/election? G
o to war?
Third-Party (Flow) Mediation? Higher
authority? Go to court?
5
Win/Win Philosophy

• Both parties must leave the table feeling that
  they have achieved their objectives.

• Successful negotiators
• Right attitude
• Recognise the needs of others
• Be flexible
• Cooperate
• Understand the give/get principle.

6
Big Mistakes

• Inadequate preparation
• Ignoring give/get
• Intimidating behaviour
• Impatience
• Loss of temper
• Talking and not listening
• Arguing instead of influencing
• Ignoring conflict.

7
Six Steps

• Get to know each other
• Understand each others objectives
• Initiate the negotiation process
• Identify areas of disagreement and conflict
• Reassess and compromise
• Seek and confirm agreement.

8
Getting to Yes

• Separate people and problem
• Focus on interests, not positions
• Invent options for mutual gain
• Insist on using objective criteria.

Fisher, Roger and Ury, William (1992) Getting to
Yes 2nd ed Random House Business Books