1. Negotiation Tips #13

2. Background • Negotiation is a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them. • The term may be used interchangeably with bargaining • distributive (zero-sum) • integrative (win-win)

3. Key Behavioral Dimensions • Consider the other party’s situation • Plan a concrete strategy before negotiating • Begin with a positive overture • Address problems, not personalities • Maintain a rational, goal-oriented frame of mind • Don’t take initial offers very seriously • Emphasize win-win solutions • Insist on using objective criteria

4. Role Playing Aka practice

5. Preparation • Negotiating is one of the more complex skills to demonstrate, practice & evaluate • As you work with these role plays, remember to integrate many of the behavioral dimensions found in • listening • persuasion • politicking • resolving conflicts

6. Round 1 Debbie Actor A Chris Actor B Observer Pat Round 2 Round 3 Debbie Actor A Debbie Actor A Chris Actor B Chris Actor B Observer Observer Pat Pat

7. Round 1 Chris Manager Lee Manager Observer Round 2 Round 3 Car Buyer Rusty Manager Car Seller Manny Manager Observer Observer

8. Timing • Since you should take 3-4 minutes before beginning the negotiation to • plan your strategy • develop • aspiration ranges • target points • resistance points, etc. . . • 10 minutes will be allocated for each round, with 2 additional minutes provided for observer feedback.

9. Questions

10. Debriefing • Regarding Exercise 3 • How many teams reached a win-win solution? • What elements did your packages include? • If you did not reach a win-win outcome, what difficulties did you encounter?

11. Key Behavioral Dimensions • Consider the other party’s situation • Plan a concrete strategy before negotiating • Begin with a positive overture • Address problems, not personalities • Maintain a rational, goal-oriented frame of mind • Don’t take initial offers very seriously • Emphasize win-win solutions • Insist on using objective criteria

12. Modeling ExerciseA Raise for Lisa

13. I need 2 volunteers “Terry” & “Dale”

14. Instructions • While “Terry” & “Dale” conduct their meeting, the rest of us will play the role of observers, using the worksheet for observers. • “Terry” & “Dale” will have about 12 minutes to conduct their meeting. • This will be followed by class discussion.

15. Key Behavioral Dimensions • Consider the other party’s situation • Plan a concrete strategy before negotiating • Begin with a positive overture • Address problems, not personalities • Maintain a rational, goal-oriented frame of mind • Don’t take initial offers very seriously • Emphasize win-win solutions • Insist on using objective criteria