Transcript Document
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Negotiation and Your Career
Sally Schmall, MSW, SPHR Academy Coaching http://AcademyCoaching.com
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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