negotiation n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Negotiation PowerPoint Presentation
Download Presentation
Negotiation

Loading in 2 Seconds...

play fullscreen
1 / 16

Negotiation - PowerPoint PPT Presentation


  • 131 Views
  • Uploaded on

Negotiation. Class 7. Questions about Negotiation. Do all negotiations have a winner and a loser? Is the best strategy to be tough or soft? Are the best negotiators born that way? Do the best negotiators take risks? Do the best negotiators rely on intuition?

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' - kalea


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
questions about negotiation
Questions about Negotiation
  • Do all negotiations have a winner and a loser?
  • Is the best strategy to be tough or soft?
  • Are the best negotiators born that way?
  • Do the best negotiators take risks?
  • Do the best negotiators rely on intuition?
  • Can you learn from your negotiation experiences?
negotiation exercise
Negotiation exercise
  • Find a partner
  • Read your instructions and plan your strategy
  • Wait for my go-ahead to begin
  • Write down 1 copy of your agreement
  • Debrief each other
debrief
Debrief
  • What was your “target point”?
    • What were you aiming to get?
    • How did you set this target?
  • What was your “reservation point”?
    • What was the worst arrangement that you would be willing to accept?
    • How did you decide on this?
  • Goal:
    • Divide up the “zone of possible agreements”
debrief1
Debrief
  • What was your “BATNA”?
    • Best Alternative To a Negotiated Agreement?
    • Strategy:
      • what can you do to improve this??
      • Can you find out the other party’s BATNA?
  • Should you reveal your BATNA to the other party?
debrief2
Debrief
  • Who made the first offer? Why?
    • How did this affect the rest of your negotiations?
    • How specific was the first offer? Did you suggest a range of possibilities?
  • What were the counter-offers? Why?
    • Did you re-calibrate your target or reservation point?
    • What concessions did you make?
negotiation exercise ii
Negotiation exercise (II)
  • Find a NEW partner (groups of 2)
  • Read your instructions and plan your strategy
  • Wait for my go-ahead to begin
  • Write down 1 copy of your agreement
  • Debrief each other
strategies that didn t work
Strategies that didn’t work
  • Did you try anything that backfired? What happened?
  • Did your partner try any strategies that failed? How did you respond?
strategies that may be problematic
Strategies that may be problematic:
  • Determination to make the deal “win-win”
  • Determination to compromise
    • Equal concessions
  • Focus on a long-term relationship
  • Benevolent / cooperative behavior
  • Taking your time / stalling
  • Lying
usually useful strategies
Usually useful strategies
  • Perspective-taking
    • Trying to figure out what the other party wants or needs
  • Asking questions
    • What are the other party’s priorities?
  • Answering questions (within reason)
usually useful strategies1
Usually useful strategies
  • Unbundle the issues
  • Offer “package deals”
  • Make multiple offers simultaneously
    • Get away from sequential bargaining
    • Make the different offers equally desirable (to you)
    • Make all the offers at the same time
  • Ask for concessions
negotiation exercise iii
Negotiation exercise (III)
  • Find three other people that you have not negotiated with yet (form groups of 4)
  • Read your instructions and plan your strategy
  • Wait for my go-ahead to begin
  • Write down 1 copy of your agreement
  • Debrief each other
multi party negotiations
Multi-party negotiations
  • What made this negotiation more challenging than the last two exercises?
  • Was there anything that worked to your advantage?
  • Were there any pitfalls? How did you handle them?
multi party negotiations1
Multi-party negotiations
  • Set your own priorities and goals
    • Do not let another party decide or argue on your behalf
  • Try to agree on a process in advance
    • Ok to rotate roles if necessary (e.g., time keeper, note taker)
  • Stay “at the table”
  • Strive for equal participation from all groups
multi party negotiations2
Multi-party negotiations
  • Try to agree on something early on
    • What are the issues? What is the process?
  • Try not to give in to the “equal shares” bias
  • Try not to be too agreeable / disagreeable
  • Avoid “sequential bargaining”
    • Don’t vote on one issue at a time
  • Argue from principle / fairness
  • Don’t reveal your BATNA to your “ally”
ted talks
TED Talks
  • What were the primary arguments in the first talk? What about the second one?
  • What did you agree with?
  • What did you disagree with?
  • What else should have been included?
  • What is your overall assessment or evaluation of the talks?