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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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slide1

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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