Negotiation Skills Program

What is negotiation?

Exercise: Self Assessment of Negotiation Styles

Self Assessment of Negotiation Styles: Score yourself

1
a. 0 b. 1 c. 1 d. 4

2
a. 1 b. 1 c. 3

3
a. 1 b. 0 c. 1 d. 4

4
a. 0 b. 4 c. 1 d. 0 e. 1

5
a. 2 b. 0 c. 4

Self Assessment of Negotiation Styles: Score yourself

05 5 10 10 15 Need to work on negotiation concepts On the way to becoming a good negotiatior Relatively good

15 - 20

Probably a natural

Outcome Analysis
You Win They Win You Lose

Win/Win

Lose/Win Lose/Los e

They Lose

Win/Lose

Why Win/Win?

My father said, You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals. Jean Paul Getty

What are Your Alternatives

What else can I do if this deal doesn't go through?

What are Your Limits

MSP
Most Supportable Position

LAS
BATNA

Least Acceptable Settlement

Best Alternative to a Negotiated Agreement

Least Acceptable Settlement

BATNA

Most Supportable Position

LAS
Settlement Range

MS P

Theodore Roosevelt Presidential Campaign 1912

Solution We are planning to distribute many pamphlets with Roosevelts picture on the cover. It will be great publicity for the studio whose photograph we use. How much will you pay us to use yours? Respond immediately.

Negotiation Strategy

1. Dont Bargain Over Positions

More attention to positions Less attention to real concerns
Non optimal agreements

Arguing over positions

Emotional Impact

Damage relationships

Bargaining over positions is inefficient Positional bargaining with more than one party is even more difficult. Being nice is not the best approach

Separate the People from the Problem

People

Task

Perception : Putting yourself into their shoes

Tenants perception 1. The rent is already too high.
2.

The apartment needs painting I know people who pay less for a similar place I always pay the rent when she asks for it She is a cold and distant person, never asks how I am doing I am a desirable tenant, dont have any cats and dogs With costs going up, I cant afford to pay more for housing

3. 4. 5.

Landladys perception 1. The rent has not been increased for a long time. 2. He has given that apartment heavy wear and tear. 3. I know people who pay more for a similar place 4. He never pays unless I ask for it 5. I am a considerate person, who never intrudes on a tenants privacy
6.
7.

6.

7.

His loud music drives me crazy With costs going up, I need more rental income

How many triangles do you see here ?

Perception
Put yourself in their position Dont blame them for your problem Share your views with each other Take advantage of opportunities to update their views Make your solutions consistent with their values

Emotions
Understand their emotion as well as your own Dont make conclusions on their intention based on your own emotional state such as fear Dont react to their emotional outbursts Let them cool off or back off emotionally

Communication
Use active listening techniques to fully engage with the other side Propose conditionally - Speak with the intention to be understood Focus your talk on yourself, not them

Exercise: Difficult customer

Focus on Interests Not Positions

Positions might be conflicting, interests might be compatible. Look forward to solve problems rather than examining history Showcase your interests.

Invent Options for Mutual Gain

Help them to solve their problem. Treat their problems as yours. Work on options to broaden the topic in line with each partys interests. Make their choices clear and easy to understand Brainstorm to find more answers before making decisions. Understand their preference

Dont Bargain Over Positions Separate the People from the Problem Focus on Interests Not Positions

2
3 4

Invent Options for Mutual Gain

7 8

13 14

TIC- TAC - TIC

3
4 5 6

9
10 11 12

15
16 17 18

Tactic : Good Cop, Bad Cop

Home

Tactic : Take it or leave it

Home

Tactic : Who is your boss?

Home

Tactic : Show up late

Home

Tactic : Crowding

Home

Tactic : Time pressure

Home

Tactic : Interruption tactics

Home

Tactic : Going back on commits

Home

Tactic : Escalations

Home

Tactic : Last minute additions

Home

Tactic : False postponement

Home

Tactic : Location/Physical surrounding

Home

Tactic : Company policies

Home

Tactic : Limited Authority Tactic

Home

Tactic : Irrational behaviour

Home

Tactic : Cannot change it now

Home

Tactic : False rumours

Home

Tactic : Limited Budget

Home

THANK YOU
www.focusadventure.in