NEGOTIATION - PowerPoint PPT Presentation

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NEGOTIATION

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Integrative Negotiation / Getting to Yes Bargain Over Interests Not Positions Separate People From the Problem Generate Options Before Deciding Base Results On ... – PowerPoint PPT presentation

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Title: NEGOTIATION


1
NEGOTIATION
  • TWO TYPES OF NEGOTIATION
  • 1.Distributive (Competitive)
  • Parties have different and independent goals
  • fixed-sum
  • win-lose
  • positional

2
NEGOTIATION
  • 2. Integrative (Collaborative)
  • Parties work together toward common or compatible
    goal
  • Resolution of conflict
  • Advancement of shared vision
  • Recognize Interdependence
  • Deal constructively with difference
  • Joint ownership of resolution

3
NEGOTIATION
  • Distributive Integrative
  • Soft Hard Problem solving
  • Avoid conflict Win Solve the problem
  • Friends adversaries Professionals
  • Change easily Dig in Focus on interests
  • Concede easily Concede Dont concede ?
  • ---------- stubbornly Invent options

4
NEGOTIATION
  • Soft Hard Problem Solving
  • Avoid contest Win contest Use standards
  • of will of will
  • Make Demand Separate people

    concessions concessions and problem
  • Back down Make threats Know others walkaway
  • Commit early Commit early Draft as you go
  • draft late draft late commit at end

5
Tactics and Techniques
  • 1. Delay When you have the power, when you dont
    , delay
  • 2. Silence and Bracketing Direct opponents
    attention to a certain topic and then
    listen. Gains information
  • 3. Limited Authority Opponent lacks authority,
    needs to get approval for agreement.

6
Tactics and Techniques
  • 4. No Value of a no is you can ask why.
    Answer reveals what he will do.
  • 5. Expectation and control This part is not
    negotiable, but that part is. Redirects the
    negotiation.

7
Tactics and Techniques
  • 6. Rationale Be able to explain positions and
    concessions. Gives satisfaction to other party.
  • 7. Message sending Recognize verbal, visual and
    written messages. (i.e. nervous laugh, jiggling
    foot, crying.

8
Tactics and Techniques
  • 8. Threats To be effective threats must be
    believable. Credible if reasonably proportionate
    to action it is intended to effect. Never make a
    threat unless prepared to carry it out.
    Affirmative promises usually better that
    negative threats

9
Tactics and Techniques
  • 9. Boulwarism Named for Lemuel Boulware, former
    V.P. for labor relations at General Electric.
    Best offer take it or leave it bargaining.
    Deprives opponent of participation. Reduces
    chance of successful resolution.
  • 10. Mutt and Jeff routine Good guy /bad guy.
    Reaonable / unreasonsble teams

10
Tactics and Techniques
  • 11. Never accept first offer.
  • 12. Flinch For most people visual overrides
    auditory.
  • 13. Avoid confrontation Especially at beginning
    of process. Intensifies opponents desire to be
    proven right.
  • 14. The Vise Youll have to do better then
    that. Response, How much better?

11
Tactics and Techiques
  • 15.Split the difference Never suggest, let
    your opponent suggest. Can be caught by appeal
    to higher authority.
  • 16. Set aside Gambit Set aside difficult issues
    to be decided later. Get agreement on smaller
    issues which creates momentum.

12
Tactics and Techniques
  • 17. Avoid last minute nibbles You are most
    vulneralbe after you think negtiationis
    completed, but other side then wants more
    concessions.
  • 18. Maintain Walk-away power.

13
Optimize Probability of Success
  • 1. Do your homework Prepare
  • 2. Go to the top Negotiate with those who
  • have authority.
  • 3. Build relationships whenever possible
  • Easier to communicate with a friend
  • than with a stranger or enemy.
  • 4. Avoid quick concessions

14
  • 5. Accentuate the positive Frame negative
  • points in positive ways.
  • 6. Maintain your composure
  • 7. Dont give up What appears to be a dead
  • end may only be a corner.

15
Integrative Negotiation / Getting to Yes
  • Bargain Over Interests Not Positions
  • Separate People From the Problem
  • Generate Options Before Deciding
  • Base Results On Objective Criteria

16
POSITIONS / INTERESST
  • POSITIONS INTERESTS
  • Things you say Underlying
    you
    want Motivations
  • Demands Needs and Concerns
  • What you will Fears and Aspirations
  • or wont do

17
DISCOVERING INTERESTS
  • Look behind positions for underlying reason
  • Put yourself in other persons shoes
  • Ask Why?
  • Ask Why not? What would be wrong with
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