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Negotiation and Your Career

Sally Schmall, MSW, SPHR Academy Coaching http://AcademyCoaching.com

[email protected]

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Negotiations

We negotiate every day

We all have a style of negotiation Competitive Cooperative

Negotiation styles Competitive • A high initial demand • Likelihood of impasse Cooperative • Initiates granting concessions • Vulnerability to exploitation

Both the competitive and cooperative strategies focus on the opposing “positions” Each negotiator attempts to achieve as many concessions from the other as possible.

INTEREST-BASED

NEGOTIATION – HARVARD NEGOTIATION PROJECT

• It is a strategy largely based on problem solving or integration • The style is hard on the merits, soft on the people

Interest-based negotiation sets out to: • • •

Separate the people from the problem Focus on interests, not positions Generate a variety of possibilities before deciding what to do

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Insist that the result be based on some objective standard

SEPARATE THE PEOPLE FROM THE PROBLEM

Perception Emotion Communication

Conversation starters

• “I value our relationship, and hope you know that my goal is to create a solution that doesn’t compromise our working relationship.”

FOCUS ON INTERESTS, NOT POSITIONS

How to identify interests

Conversations starters

• “What do we think we really are trying to achieve?” • “Who else needs to share this aim for this project to succeed?”

Talking About Interests

Getting someone’s attention

Conversation starters

• “What would it take to ‘bury the hatchet’ enough to be open to a different relationship?”

INVENT OPTIONS FOR MUTUAL GAIN

Broaden your options

Conversation starters

• “If you had to come up with different solutions what would be your preferred top 3?”

INSIST ON USING OBJECTIVE CRITERIA

Deciding on the basis of will is costly

Conversation starters

• “How can we work together to identify sources of objective criteria before we discuss options?” – As an example, in negotiating to purchase a particular car, we would want to look at what that car sells for at other dealerships. – What do similar cars sell for? – What does the blue book (or red book if applicable) say the price should be? – What is the previous year’s model selling for?

"YES, but..."

• What if they are more powerful?

– Know your BATNA (Best Alternative to Negotiated Agreement) – The better your BATNA, the greater your power – Consider the other side's BATNA

Summary

• Redefine “winning” • Seek options and the solution will follow • Learn from doing—practice, practice, practice