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planning. What makes an effective negotiator?. Integrity Patience Subject knowledge Listening skills Ability to persuade. Think clearly Preparation and planning Decisiveness Express thoughts Judgment and intelligence. The Ideal Negotiator. Preparation & planning Subject Knowledge

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what makes an effective negotiator
What makes an effective negotiator?
  • Integrity
  • Patience
  • Subject knowledge
  • Listening skills
  • Ability to persuade
  • Think clearly
  • Preparation and planning
  • Decisiveness
  • Express thoughts
  • Judgment and intelligence
the ideal negotiator
The Ideal Negotiator
  • Preparation & planning
  • Subject Knowledge
  • Think clearly
  • Express thoughts
  • Listening skills
  • Judgment and intelligence
  • Integrity
  • Ability to persuade
  • Patience
  • Decisiveness
know your default negotiating style
Know Your defaultNegotiating Style
  • Competing
  • Accommodating
  • Avoiding
  • Collaborating
  • Compromising
  • Assertive and uncooperative
  • Unassertive and cooperative
  • Unassertive and uncooperative
  • Assertive and cooperative
  • Moderately assertive and cooperative
know yourself
Know Yourself

What is my alternative to reaching agreement (BATNA) and, so, my reservation point?

What is my target or aspiration?

What are my interests?

What issues am I concerned about?

What assumptions am I making and how can I validate them (what questions will I ask)?

What is my fall back plan?

develop your reservation price
Develop your Reservation Price
  • Research and identify as many alternatives as possible.
  • Evaluate, rank,and assess the likelihood of the alternatives
  • Try to improve your BATNA
  • Determine your reservation price.
put yourself in the other party s shoes
Put yourself in the other party’s shoes
  • Role reversal exercise
  • Currently perceived choice tool
think strategically
Think strategically

Anticipate how the other party will respond to your tactics and if you want a different response, adjust your tactics accordingly.

know the other party s
Know the other party’s…

…negotiating style

…BATNA and reservation point.

…target or aspiration


… issues it’s concerned about

…assumptions it might be making

…fall back plan

know the situation
Know the Situation

Is the negotiation one time, repetitive, or long term?

Are there linkages?

Is agreement required?

Is it legal to negotiate?

Are third-parties involved, including ratification?

Are the right people at the table?

Is precedent important?

prepare a process
Prepare a process
  • Where will we negotiate?
  • What are our time constraints?
  • Who will keep track and how?
  • Shall we discuss interests and priorities first?
  • Who will open?
  • Will we discuss issues sequentially or in packages?
  • Will we take breaks?
the goal of a negotiation

The goal of A Negotiation…

…is not to reach an agreement.

It’s to reach a good agreement.