Transcription
Negotiation Skills (Fundamentals ofMore Effective Negotiations andDispute Resolution)Daniel G. Gallagher Ph.D.James Madison Universitygallagdg@jmu.edu
Negotiation SkillsBackgroundHow Many People Have Experience as aNegotiatorAre You Good at itCould You Get Better at Negotiating
Negotiation Skills What is Good?Feedback?Could we have done better? Vlaardingen NL - “The Wednesday Market” Vendor: Scarf For Sale 12 EUROSI negotiated a deal for 10 EUROS
Negotiation Skills Vendor: Scarf For Sale 12 EUROSI negotiated a deal for 10 EUROS My wife came home – 2nd Scarf 8 EUROSSame Vendor – Yes!Why?
Negotiation SkillsSession ObjectivesIdentify and DiscussSome of the Essentials of MoreEffective Negotiations (“The RealImportant Ones”)Consider Application to Your Professionaland Personal Lives.
Negotiation SkillsImportance of Context (1)Party AYou / SelfYou / AgentYou / Team or Unit MbrYou / ManagerParty BSelfAgentTeam / UnitSubordinateSupervisorOthers ?On Occasion: Add In Party C, Party D, Party Z
Negotiation SkillsImportance of Context (1)Party AYou / SelfYou / AgentYou / Team or Unit MbrYou / ManagerParty BSelfAgentTeam / UnitSubordinateSupervisorOthers ?On Occasion: Add In Party C, Party D, Party Z
Negotiation SkillsImportance of Context (2)Importance of The RelationshipOne-Time Deal?orOngoing Relationship?Importance of The IssueImplications for Negotiation Approach & Style?
Negotiation SkillsNegotiation Fundamentals(For MoreEffective Negotiations)Have a Clear Goal or Objective!!!TARGET or TARGET PRICE (TP)Or Ideal Outcome (non- )
Negotiation SkillsExample: A SellerLow High TPTP: ReasonableAttainable“Aim High” (Don’t Start Short)
Negotiation SkillsExample: A Seller –Also Consider at “Resistance Point (RP)LowHighRPTPSettlement Range (Self) VALUE “Metric” For Evaluating YourProgress
Negotiation SkillsNEXT: Negotiation Fundamentals(For MoreEffective Negotiations)Importance of “INFORMATION”“Knowledge Is Power” (Sir Francis Bacon)Setting Target and Resistance PointsBuilding Your Arguments and Counter-Arguments
Negotiation SkillsNegotiation – “Convincing Other Party”“Evidence to Support Position”e.g. Buy A Housee.g. Ask For Pay Increasee.g. Increase Staff Sizee.g. Finalize Terms of Reporte.g. Settling Disputes Between Co-workers
Negotiation SkillsInformation (Examples)Market ValuesPast PracticeLegal Requirements / GuidelinesIndustry Standards (Objective)Codes of Conduct?Personal: Motivation / Reputation / Style ?
Negotiation SkillsINFORMATIONValue of InformationSWORD & SHIELDProactive & Defensive
Negotiation SkillsParty AParty BCommonInformationXXShared?Kept To Self?
Negotiation SkillsNEXT: Negotiation FundamentalsBargaining PowerInformation TIME
Negotiation SkillsBargaining PowerTIMEAvoid The Rush / UrgencyParis Peace TalksUK Exit from EU / DeadlinesMiddle East: “You Have the Watches, WeHave the Time”
Is it Real?Overheard“It’s Thursday, I want to Be Out OfTokyo and Home By Friday!”Tokyo Hilton - Breakfast
Negotiation Skills“It’s Thursday, I Want to Be Out Of Tokyoand Home By Friday!”“Now they (Japanese Co.) want us to go toOsaka.”“ With anything from 65 to 70 we couldhave a Deal.”
Negotiation Skills“Getting to Yes”Fisher and Ury (& Patton)Harvard University Project on Negotiations
“Getting to Yes”Fundamental opleAlternativesClosureHAVE A “BATNA”
Negotiation SkillsB. A. T. N. ABestAlternativeTo aNegotiatedAgreementReduce Urgency
“Getting to Yes”Getting To Yes: NegotiatingAgreement Without Giving InRoger Fisher, William Ury, (& Bruce Patton)Orientation To Negotiation Process?Win- LoseWin – Win
Negotiation SkillsDistributiveBargainingIntegrative
“Getting to Yes”Fundamental opleAlternativesClosure
Negotiation SkillsFundamental Distinction“Interests” v. “Positions”
Negotiation SkillsPositionsInterestsThings you say youwantUnderlyingMotivationsDemandsNeeds andConcernsFears andAspirationsThings you say youwill or will not do
Negotiation SkillsInterest PositionI Want a 10% Salary Increase!I Want to Change Starting time to 9:30
Negotiation Skills“We need the ability to extend all shifts byone half-hour to meet customer demand.”Or“We need to schedule in a manner whichallows us to better meet customerdemand.”
Negotiation SkillsBut Most Importantly .
Discovering Interests Look behind positions for the underlyinginterests Put yourself in the other side’s shoes Ask “Why?” Ask “Why Not?” What would be wrong with.?
Negotiation SkillsCreate - Options:Identification of “Possible Agreements” or“Pieces” of an Agreement.What “Mediators” Do!!!
Negotiation SkillsProcess FocusAttention:Separating the Process of “Deciding”From the Process of “Inventing” OptionsThe Role and Process of “Brainstorming”
Negotiation SkillsNo CriticismNo CommitmentNo Evaluation“Just Invent”
Two Ways To Talk About an Issue Talk at the Other Side Talk with Them Focus on the Past Focus on the Future Talk About Who is Right Talk About What is to be Done Blame Them for theProblem Tackle the Problem Jointly Clarify Interests, InventOptions Score Points
Negotiation SkillsCommunicationsListen Actively ( ½ or more of Bargaining isListening) ? !! ? Paraphrase their words to show youunderstand(within reason).
General Negotiation – Conflict Styles“Never Get Angry. Never Make a Threat.Reason With People.”Don CorleoneThe Godfather
General Negotiation – Conflict StylesEmpathyAssertivenessSoftHard LineHard Line Hard
ncooperativeConcern For RelationshipGeneral Negotiation – Conflict tiveConcern For Own InterestAssertive
ncooperativeConcern For RelationshipGeneral Negotiation – Conflict tiveConcern For Own InterestAssertive
Negotiation / Conflict ResolutionStyle Profile odating9876EXECSSMgr2010543210CPTCOL COM AVDACC
Negotiation / Conflict ResolutionStyle Profile ROMANIAN COLLEGESTUDENTS StyleAVGScore odating8.35.26.75.74.1
Selection of a StyleStyles Should Be “Situational”Recall – “CONTEXT”“One Size Does Not Fit All”Be able to move among styles.Expand your “Bandwidth.”“Competing” and “Collaboration” – Hardest Tactics
Selection of a Style(s)What’s the Other Party’s Style?Watch and Avoid Serious ompetitive
Questions
Negotiations Skills
"Getting to Yes " Fundamental Components: . Negotiation Skills B. A. T. N. A Best Alternative To a Negotiated Agreement Reduce Urgency "Getting to Yes" Getting To Yes: Negotiating Agreement Without Giving In Roger Fisher, William Ury, (& Bruce Patton) Orientation To Negotiation Process? Win- Lose Win - Win . Negotiation Skills
