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Negotiating in Daily Life. Improving your Everyday Negotiation Skills. Negotiation Workshop Goals. Learn almost everything is negotiable Help you overcome any fear of negotiation--increase confidence Understand how to analyze a negotiation situation and apply the most appropriate tactics

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negotiating in daily life
Negotiating in Daily Life

Improving your Everyday Negotiation Skills

slide2

Negotiation Workshop Goals

  • Learn almost everything is negotiable
  • Help you overcome any fear of negotiation--increase confidence
  • Understand how to analyze a negotiation situation and apply the most appropriate tactics
  • Vastly improve your ability to negotiate effectively with anyone, anywhere!
negotiation
Negotiation
  • Definition

A process whereby two or more parties decide what each will give and take in a relationship

slide4

Debunking Negotiation Myths

  • Myth 1: There must be a winner & a loser
  • Myth 2: Appears to involve conflict
  • Myth 3: Negotiation is not an option
  • Myth 4: Only cheap, petty people haggle
  • Myth 5: A good negotiator is manipulative
major sins of negotiating
Major Sins of Negotiating
  • Leaving money on the table
  • Settling for too little
  • Walking away from the table
  • Settling for terms that are worse than your alternative
distributive vs integrative negotiations
Distributive vs. Integrative Negotiations

Characteristic Distributive Integrative

Relationship Short Term Long Term

Outcome Win/Lose Win/Win

Motivation Individual Gain Joint Gain

Goals Opposed Congruent

Issues Single Issue Multiple Issues

slide8

Integrative Skills

Distributive Skills

preparing for a negotiation
Preparing for a Negotiation
  • Opening Offer - anchoring
  • Resistance Point - bottom line
  • Aspiration Point - goal
  • BATNA - power of alternative(s)
  • Issues & Interests - expands pie/attracts
  • Objective Criteria - power of information

Note: Prior to Negotiating, research other party—values/ interests/ protocol

telling the other what to do
Telling the other what to do

“You are unwilling…”

“You are not looking

at my side”

“You are unfair…”

Labeling the other person negatively

“You need to…”

“I think you…”

“You should…”

“It is better if you…”

“I know you can…”

Language Irritators

appealing to a higher source
Appealing to a higher source

“From a legal standpoint”

“In the best interests of the organization”

“This is how we have always done it”

Labeling own behavior as superior

“I’m being reasonable”

“This is a good deal”

“I know what I am doing”

Language Irritators

slide12
Rude

“Yes, but…”

“In all due respect…”

“That is besides the point”

“I’m trying to make you understand”

“This is good for you”

“Honestly”

“Obviously”

“You always”

“You never”

Language Irritators

why unbalanced agreements
Why Unbalanced Agreements
  • Different focus: RP, Aspiration or Target
  • More extreme starting position or anchoring point
  • Fewer or smaller concessions
slide15

Why People Don’t Make Agreements

  • Emotions
  • Unmet interests
  • Ego\Face Saving
  • Too much too fast
  • Too inflexible\Rigid demands
  • Resistance points set too high or don’t overlap
slide16

Used Car: Best Practices

  • Prepare!
  • Be aware anchoring effects
  • Use reciprocity
  • Avoid the “magic middle”, unless advantageous
  • Use silence and patience effectively
  • Make only principled concessions
  • Avoid language irritators
  • Use objective standards
  • End the negotiation positively
slide17

Getting Past ‘No’Working with Challenging People

  • Don’t React: Go to the Balcony
  • Don’t Argue: Step to Their Side
  • Don’t Reject: Reframe
  • Don’t Push: Build Them a Golden Bridge
  • Don’t Escalate: Use Power to Educate
salary negotiation best practices
Salary Negotiation: Best Practices
  • Know what want-prioritize and logroll
  • Conduct research to understand your worth
    • how it compares
    • what you will do if don’t get what you want
  • Know with whom to negotiate and what can

be negotiated

  • Find the minimum, midpoint and maximum salary grades for the position
  • Think total compensation
  • Consider enlarging the shadow of the future
salary best results
Salary Best Results
  • What until you have an offer to negotiate
    • allow employer to initiate discussion
    • be prepared to discuss salary at any time
  • Preserve the relationship
    • no ultimatums; appear accommodating; be concerned with their interests
    • ask questions when encountering resistance
  • Consider long term effects of your plan
  • Practice
  • Watch for signals
  • Get offer in writing
salary things to avoid
Salary: Things to Avoid
  • Personal needs or self-serving perks
  • Gamesmanship: one more thing or hard squeeze
  • Multi-company leveraging
  • Appearance of desperation
  • Lying, exaggeration or misleading
  • Quick decisions or countering too soon
gender differences in negotiation
Gender Differences in Negotiation

Women:

  • set lower aspirations (especially in ambiguous situations)
  • perform better when negotiating for others than self
  • Avoid initiating negotiations (don’t ask)
fyi negotiation protocol
FYI: Negotiation Protocol
  • Greetings
  • Discuss Common Ground
  • Share own interests and inquire of other
  • Share own and understand other’s priorities
  • Summarize and clarify; ask questions
  • Offer proposal/multiple proposals (equal value)
  • Allow other to ask questions; give break time for counter
  • Refocus on join goals and problem solve
  • Consider post settlement-settlement
fyi opening offer
FYI: Opening Offer
  • Make first offer if prepared (sets expectations and tone)
  • Back offer with solid rationale (avoid ranges)
  • Use silence (avoid counter-offering self)
  • Present offer AFTER having established the relationship and checked assumptions
  • Negate early or extreme proposals from the other party
  • Let other open for salary negotiation
thank you

Thank You

Holly Schroth, Ph.D.

Negotiation Trainer and Consultant

[email protected]

925-980-3883

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