Negotiation and your career
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. . Negotiation and Your Career. Sally Schmall , MSW, SPHR Academy Coaching http://AcademyCoaching.com [email protected] Negotiations. . . We negotiate every day. We all have a style of negotiation. Competitive. Cooperative. Negotiation styles. C ompetitive.

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Negotiation and Your Career

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.

Negotiation and Your Career

Sally Schmall, MSW, SPHR

Academy Coaching

http://AcademyCoaching.com

[email protected]


Negotiations

.


We negotiate every day


We all have a style of negotiation

Competitive

Cooperative


Negotiation styles

Competitive

Cooperative

Initiates granting concessions

Vulnerability to exploitation

  • A high initial demand

  • Likelihood of impasse


Both the competitive and cooperative strategies focus on the opposing “positions”

Each negotiator attempts to achieve as many concessions from the other as possible.


PRINCIPLED 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


Principled 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

  • 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


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