1. The Process of Negotiation

2. Negotiation is not a transaction If you want to negotiate, you must necessarily go through a process to follow. There cannot be a time limit nor can there be a procedure

3. Negotiating Phrases • “I know that you are busy, but the boss would like it if…….” • “There were a few problems last time, so I thought we could do this……” • “This worked well the last time we tried it and the situation was very similar…” • Think about what to do, but I will need to know about it by the end of the day” • “I would only ask a friend…..” • “If we authorize it now, we get a good discount” • “ I know that you are pretty strong on this subject…..” • “As long as its on time, you do it whichever way you prefer” • “If you did this part, I could get it finished fairly quickly”

4. Every negotiation is different The past has no future

5. What are the things to look for in the process? • Where is the location? • Where is the venue? • What time of day or night? • What information is available? • What is the seating arrangement? • How much expertise is available with the negotiator? • What is the admin support you have?

6. Stages of Negotiating • Preparation • Scene setting • Stating goals • Exchanging information – facts, responses, feelings to ascertain needs and desires • Exploring conflict and compromises • Offers and compromises • Agreements • Administration

7. ZOPA This is the zone of possible agreement. It would fall somewhere between the respective BATANAs of the negotiators

8. Focus of Negotiators Structure/facts Analysis Focus Results focus Assertive Unassertive Involvement focus Stability focus Variety/emotions

9. Characteristics Structure/ facts • Results/focus • Quick decisions • Active • Hardheaded • Structured • Dislikes wasting time • In control • Little small talk • Analysis Focus • Slow decisions • Remuneration • Gadgets • Detail, information • Principles • Likes calm atmosphere • Dislikes ‘give and take’ • Rigid Unassertive Assertive • Involvement focus • Quick decisions • Experiments • Enjoys influencing • Shared enthusiasm • Friendly informal • Gut feel • Dislikes detail • Stability focus • Relaxed atmosphere • Dislikes pressure • Relationships • Barriers • Slow to trust • Habits and routine • Not keen to change Variety /emotions

10. Vary the style with the person Structure/facts • Analysis Focus • Be detailed • Give reasons • Allow time • Results Focus • Be concise • Use key points • Be positive, not aggressive • Be businesslike Unassertive Assertive • Involvement Focus • Be enthusiastic • Be informal • Present the facts clearly • Be interesting • Appeal to imagination • Stability Focus • Develop trust • Present a clear case • Go slowly Variety/ emotions

11. Negotiating Weaknesses Structure/facts • Analysis Focus • Can be inflexible • Dislikes give and take • Detached • Results Focus • Impatient • Domineering • Introduces threats • Rigid • Win-lose Unassertive Assertive • Involvement Focus • Convictions override facts • Can be insensitive; ignores other’s views • Can be stubborn • Stability Focus • Gives in • Too easily influenced • Slow to accept change Variety/emotions

12. Common Negotiating Mistakes • Inadequate preparation • Not looking for a win-win result • Not listening • Pulling rank or browbeating • Scoring points for personal satisfaction • Being aggressive • Arguing • Ignoring conflict • Impatience • Failing to end on a personal note