negotiation and your career
Download
Skip this Video
Download Presentation
Negotiation and Your Career

Loading in 2 Seconds...

play fullscreen
1 / 20

Negotiation and Your Career - PowerPoint PPT Presentation


  • 90 Views
  • Uploaded on

. . 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.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' Negotiation and Your Career' - kiele


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
negotiation and your career

.

Negotiation and Your Career

Sally Schmall, MSW, SPHR

Academy Coaching

http://AcademyCoaching.com

[email protected]

negotiation styles
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
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
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 s ets o ut t o
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
SEPARATE THE PEOPLE FROM THE PROBLEM

Perception

Emotion

Communication

conversation starters
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
FOCUS ON INTERESTS, NOT POSITIONS

How to identify interests

conversations starters
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 i nterests
Talking About Interests

Getting someone’s attention

conversation starters1
Conversation starters
  • “What would it take to “bury the hatchet” enough to be open to a different relationship?
invent options for mutual gain
INVENT OPTIONS FOR MUTUAL GAIN

Broaden your options

conversation starters2
Conversation starters
  • “If you had to come up with different solutions what would be your preferred top 3?”
insist on using objective criteria
INSIST ON USING OBJECTIVE CRITERIA

Deciding on the basis of will is costly

conversation starters3
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
"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
Summary
  • Redefine "winning“
  • Seek options and the solution will follow
  • Learn from doing—practice, practice, practice
ad