The Art of Win-Win Negotiation

1. Whittle Consulting Group www.WhittleConsultingGroup.com Paris Boehm, Associate 515.720.5325 paris@WhittleConsultingGroup.com The Art of Win-Win Negotiation

2. who’s who?

3. ? Why am I here

4. Today’s objectives: Examine different models and approaches for effective negotiation Apply negotiation models & approaches through practice Explore ways to utilize relationships to achieve win-win results NEGOTIATION

5. At the end of the day… To better know & understand yourself and others in order to improve your your skills in negotiating a win-win resolution

6. ? What does today look like

7. Concepts & Strategies Context & Overview Models & Tools Practice & Application

8. H ousekeeping • Materials • Slides • Breaks • Evaluation 2

9. Successful negotiation What does it look like? Unsuccessful negotiation 2

10. The process by which human beings or groups of human beings exchange ideas with each other in order to effect a change in their relationship. Negotiation Juliet Nierenberg & Irene S. Ross

11. YES Desired State Current State No

12. YES Desired State Desired State Current State No

13. WIN LOSE Me You LOSE WIN LOSE LOSE WIN WIN

14. Power? Authority?

15. Positional Power

16. When you think you are powerful, you are. When others think you are powerful, you are.

17. POWERFUL 8. Lead & Make It Happen 7. Find Solutions 6. “Own It” 5. Acknowledge Reality 4. Wait & Hope 3. “I can’t” - Excuses 2. Blame Others 1. Unaware / Unconscious powerless

18. ORGANIZATIONAL CULTURE (High) GROUP BEHAVIOR INDIVIDUAL BEHAVIORS Difficulty INDIVIDUAL ATTITUDES KNOWLEDGE (Low) Time involved (Short) (Long)

19. ACTIVITY:Putting the pieces together

20. take a BreaK

21. Negotiation… it’s all about relationships

22. You must agree… • You can not control others • You can control yourself • You accept responsibility for your actions, reactions, decisions, and emotions • You share responsibility for the success of your team

23. Understanding yourself Understanding others Connecting

24. Effective relationships are all about STYLE WORKINGSTYLES 2

25. ACTIVITY:Let’s Make a Deal

26. questioning deliberate precise formal caring patient sharing encouraging dynamic sociable persuasive enthusiastic strong-willed competitive demanding determined Who are YOU?

27. questioning deliberate precise formal caring patient sharing encouraging dynamic sociable persuasive enthusiastic strong-willed competitive demanding determined Who is HE/SHE?

28. Let’s do itRIGHT Let’s do itNOW Let’s do it in a CARING way Let’s do itTOGETHER

29. Gifts • Sets clear targets for themselves • Is honest and direct with the team • Presents ideas and facts with absolute certainty • Provides a fast response to the team’s needs • Brings energy and momentum to the project

30. Challenges • May be in a hurry to present a solution without always listening thoroughly to the business needs • May appear intimidating • May sometimes move on to the next big opportunity before finalizing the details of the last one • May be so single-minded that they fail to anticipate problems or explore alternative approaches

31. Gifts • Brings great energy and enthusiasm to the role • Socializes well with the team and makes meetings positive and upbeat • Takes a creative approach to solving problems • Believes that anything is possible and talks in a compelling way about future possibilities • Brings optimism to the team, inspiring others to embrace new ideas and concepts

32. Challenges • May make promises they cannot keep • May lose track of time, show up late, or run over • May forget the finer details by focusing too much on the ‘big picture’ • May lose interest in the project and fail to follow through completely

33. Gifts • Excels at maintaining long-term relationships with team members • Listens well and takes time to establish needs • Takes a collaborative, partnership approach to implementation • Brings a voice of reason to the team, ensuring new ideas are really in the best interest of the business

34. Challenges • May be seen as hesitant and lack a sense of certainty in proposing solutions • May avoid confrontation or delivering a difficult message by sometimes taking the path of least resistance • May appear to lack passion and/or excitement about their area of responsibility • May be seen as slow to respond

35. Gifts • Asks excellent fact-finding questions • Allows the team time to reflect and consider options • Demonstrates care by attention to detail • Provides accurate and timely data to support the project • Plays a questioning role within the team, ensuring decisions made will have a viable benefit to the business

36. Challenges • May appear cold, dispassionate and severe • May present so much information that the team loses interest • May ask too many questions and take too long to suggest a solution • May show discomfort with an unstructured meeting • May become irritated with team mates who appear disorganized and unplanned

37. OTHERS! It’s all about 3

38. THEY X Do unto others as you would be done unto.

39. be bright, brief and be gone • be direct & to the point • focus on results • try to take over • hesitate or waffle • focus on feelings Do Do not Approaching and Communicating

40. be entertaining & stimulating • be friendly & sociable • be open & flexible • bore me with details • ask me to work alone • tie me down with routine Do Do not Approaching and Communicating

41. be patient & supportive • give me time to answer • work at my pace • ask my opinion • spring last minute surprises • push me to make quick decisions • take advantage of my good nature Do Do not Approaching and Communicating

42. be well prepared & thorough • let me consider the details • put things in writing • get too close or hug me • be flippant on important issues • change my routine without notice Do Do not Approaching and Communicating

43. Aim Fire Fire Aim Ready Ready

44. 4 Collaboration 4 Compromise Competition Options for negotiation Accommodation

45. Accommodation • Minimizes, • suppresses • differences • Maintains surface harmony • Can result in feelings of • powerlessness, frustration

46. Competition • Focuses on defeating • other side

47. Compromise • Each party • gives up something • Trade-offs • Multiple options, solutions • Use to build consensus

48. Collaboration • Experience, • expertise, perceptions of both • parties recognized & valued • Alternatives discussed openly • Decisions made in broader • context: What’s best for • team, department, company

49. Let’s do LuncH

50. 5 5 3 1 2 4 Control the climate Pause for reflection Search for needs Clarify your objectives Agree on the facts Five critical concepts