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NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 14, 2012. TODAY’S TOPICS - SALLY. 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS SIMPLE APPROACH FOR ONE-TIME SHORT TERM NEGOTIATIONS. 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS. PREPARE ARGUE SIGNAL PROPOSE PACKAGE BARGAIN

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NEGOTIATION SEMINAR - NCMA

Sally Cunningham

Dave Pronchick

March 14, 2012


Today s topics sally
TODAY’S TOPICS - SALLY

  • 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS

  • SIMPLE APPROACH FOR ONE-TIME SHORT TERM NEGOTIATIONS


8 step approach for complex negotiations
8 STEP APPROACH FOR COMPLEX NEGOTIATIONS

  • PREPARE

  • ARGUE

  • SIGNAL

  • PROPOSE

  • PACKAGE

  • BARGAIN

  • CLOSE

  • AGREE


1 prepare
1. PREPARE

  • ESTABLISH OBJECTIVES

    • MINIMUM (MUST)

    • TARGET (INTEND)

    • MAXIMUM (LIKE)

  • GATHER INFO ABOUT OTHER PARTY

  • FACT V. JUDGMENT


2 argue
2. ARGUE

  • DON’T INTERRUPT OTHER SIDE – LISTEN

  • DON’T TRY TO SCORE POINTS

  • USE A CONSTRUCTIVE RESPONSE


3 signal
3. SIGNAL

  • WATCH FOR CLUES, E.G., MUST, LIKE, ETC.

  • LISTEN MORE THAN TALK


4 propose
4. PROPOSE

  • PROPOSE INSTEAD OF ARGUING

  • BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS

  • USE ADJOURNMENTS TO CONSIDER PROPOSALS


5 package
5. PACKAGE

  • THINK CREATIVELY; TRADE-OFF


6 bargain
6. BARGAIN

  • USE IF-THEN WORDS

  • MAKE EVERYTHING CONDITIONAL

  • LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF


7 close
7. CLOSE

  • TIMING – NOT TOO EARLY

  • MEET OPPONENTS NEEDS

  • USUALLY CONCESSION CLOSE

  • ALWAYS LEAVE A LITTLE MORE ROOM


8 agree
8. AGREE

  • SUMMARIZE

  • NO MISUNDERSTANDINGS


Simple approach for one time short negotiations a diagnostic checklist
SIMPLE APPROACH FOR ONE TIME SHORT NEGOTIATIONS A DIAGNOSTIC CHECKLIST

  • 7 AREAS

  • ALTERNATIVES

  • WHAT IS OUR BATNA?

  • CAN WE IMPROVE IT?

  • CAN WE LEGITIMATELY WORSEN OPPOSITIONS?


Diagnostic checklist continued
DIAGNOSTIC CHECKLIST (Continued)

  • INTERESTS

  • OURS? THEIRS?

  • WHAT IS THEIR CURRENT PERCEIVED CHOICE?

  • ARE WE GIVING THEM A PROBLEM OR AN ANSWER?


Diagnostic checklist continued1
DIAGNOSTIC CHECKLIST (Continued)

  • OPTIONS

  • CAN WE INVENT MORE POSSIBLE AGREEMENTS?

  • GOOD FOR BOTH?

  • CAN WE CHANGE THEIR CHOICE?

  • LEGITIMACY

  • ARE WE USING OBJECTIVE CRITERIA?

  • WILL THE CRITERIA APPEAL TO THE OTHER SIDE?


Diagnostic checklist continued2
DIAGNOSTIC CHECKLIST (Continued)

  • COMMUNICATION

  • ARE WE LISTENING?

  • OPEN TO PERSUASION?

  • DO THEY KNOW IT?

  • RELATIONSHIP

  • CAN WE IMPROVE THE INTERACTION?

  • MORE CONCERNED/SOFT ON THE PEOPLE?

  • MORE RIGOROUS/HARDER ON THE PROBLEM?


Diagnostic checklist continued3
DIAGNOSTIC CHECKLIST (Continued)

  • COMMITMENTS

  • WHAT REALISTIC COMMITMENTS COME NEXT?

  • ARE THEY “YES-ABLE”?

  • ARE THEY COMPLIANCE PRONE?


Negotiation a good outcome
NEGOTIATION – A GOOD OUTCOME

  • IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)

  • DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS?

  • IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS?

  • IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED


Today s topics dave
Today’s Topics - Dave

  • Review of 4 Seminal Works

  • Preparation

  • Bad Traits

  • Conclusion


Getting to yes fister ury 1983 bestseller harvard
Getting to Yes, Fister & Ury 1983 Bestseller, Harvard

  • Don’t be Nice; Separate People from Problem

  • Mutual Gain Options

  • Use Objective Criteria

  • Countering Dirty Tricks


Getting past no ury 1991
Getting Past NoUry 1991

  • Barriers and Breakthroughs

  • Preparation the Key

  • Build Golden Bridges

  • Turn Adversaries into Partners


The only negotiation guide you will ever need stark flaherty 2003
The Only Negotiation Guide You Will Ever NeedStark & Flaherty 2003

  • Critical elements – Time, Information, Power

  • Questioning, Listening and Nonverbal Behavior

  • Counteragents, Styles and Preparation

  • 101 Tactics – “Ways to Win”

    - These Boots are Made for Walking

    - Feel, Felt, Found


The power of nice shapiro jankowski 1998
The Power of NiceShapiro & Jankowski 1998

  • Displaying Confidence

  • Prepare, Probe, Propose

  • Achieve Win-Win

  • Participate, Engage and Personalize


Probe what
Probe – WHAT?

  • W – 5 W’s

  • H – Hypothesize

  • A – Answer

  • T – Tell Me More


Parry counters
Parry - Counters

  • Show Me How

  • Who Says

  • Restatement


Preparation the key
Preparation the Key

  • Precedents

  • Alternatives

  • Interests

  • Deadlines

  • Strengths/Weaknesses

  • Walk Away Point

  • Strategy for Team


Traits of lousy negotiators
Traits of Lousy Negotiators

  • Anxious

  • Addicted

  • Apathetic

  • Aristocratic

  • Amiable


Conclusion
Conclusion

  • Practice and Preparation the Keys

    - Dry runs / Murder Boards

    - Anticipate Problems and/or Concerns

  • Listen

    - Drill


Last thought
LAST THOUGHT

  • “A readiness to make concessions is a sign of strength, not weakness… In negotiations we are…seeking to give all the chance to begin again. The rigid will have a tough time. The flexible, those who are ready to make principled compromises, end up being the victors.”

  • Desmond Tutu


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