Transcript Negotiation
Goals of Training • Increase formal knowledge • Increase personal growth • Increase skill development NEGOTIATION Fisher & Ury Getting to Yes Negotiation: • Interaction that occurs when two or more parties attempt to agree on a mutually acceptable outcome in a situation where their preferences for outcomes are negatively related. Key Elements of the Negotiation Process: • Two parties • Conflict of interest • Voluntary relationship - Division of resources - Resolution of “intangibles” • Expectation of give and take Do you see a young or old lady? Negotiation • Positions vs. Interests • Positions: Presenting issue(s) that you are negotiating • Interests: The often hidden reason(s) that you have for the position Develop a Bottom Line • It’s your “worst acceptable outcome” Bottom Line Some Positives of a Bottom Line: • Can help you resist pressure and temptations of the moment • Can help if avoid confusion if someone else is negotiating for another person Bottom Line • • • • Some Cautions of a Bottom Line Can limit your ability to benefit from what you learn during negotiation It is a position that is not to be changed Can inhibit imagination Often set too high BATNA (Best Alternative to a Negotiated Agreement) • REMEMBER: The reason for negotiating is to produce something better than the results you can obtain without negotiating BATNA • Think through what you will do if you fail to reach an agreement • Appreciate the full agony of the consequences of not reaching an agreement • BUT, don’t be too committed to reaching an agreement because you have not developed any alternative BATNA • Remember, whether you should or should not agree on something depends upon the attractiveness to you of the best available alternative • Negotiating power is not determined by wealth, political connections, physical strength, friends but by how attractive to each is the option of not reaching an agreement. Developing the BATNA • First, invent a list of actions you might conceivably take if no agreement is reached. • Improve some of the more promising ideas and convert them into practical alternatives. • Select, tentatively, the one alternative that seems best. Negotiation Some Points: • Know your BATNA and consider the other side’s BATNA (Art of War) • Sometimes both sides have attractive BATNAs so the best outcome of negotiation may be NOT to reach an agreement. If so, don’t burn your bridges. Personal Conflict Styles: • Avoider - Stays aloof from personal involvement - Avoids confronting issues • Competitor - Tends to dominate and over control - Can damage on-going relationships Personal Conflict Styles • Collaborator - Results-oriented - Seeks practical solutions that satisfy issues and build bridges to future relationships Personal Conflict Styles • Accommodator - Involves all who might be affected by outcome - Values relationships more than winning - Will make concessions for tradeoffs Personal Conflict Styles • Regardless of your personal conflict style, it is better to have the skills and ability to move through these styles depending upon the need. Final Word on Negotiation • Use Negotiation Jujitsu Goals of Training • Increase formal knowledge • Increase personal growth • Increase skill development