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The Art of WinWin Negotiation

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... delivering a difficult message by sometimes taking the path of least resistance ... resistance? 2007 Whittle Consulting Group. WHY. would they. RESIST ... – PowerPoint PPT presentation

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Title: The Art of WinWin Negotiation


1
Whittle Consulting Group
www.WhittleConsultingGroup.com
Paris Boehm, Associate 515.720.5325 paris_at_Whittle
ConsultingGroup.com
The Art of Win-Win Negotiation
2
whos
who?
3
?
Why am I here
4
Todays objectives
Examine different models and approaches for
effective negotiation
Explore ways to utilize relationships to
achieve win-win results
Apply negotiation models approaches through
practice
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
Models Tools
Context Overview
Practice Application
8
2
  • Materials
  • Slides
  • Breaks
  • Evaluation

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
Desired State
Current State
No
12
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 cant - Excuses
  • 2. Blame Others
  • 1. Unaware / Unconscious

powerless
18
(No Transcript)
19
ACTIVITY Putting the pieces together
20
take a
BreaK
21
Negotiation…
its 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

WORKING STYLES
2
25
ACTIVITY Lets Make a Deal
26
Who are YOU?
27
Who is HE/SHE?
28
Lets do it RIGHT
Lets do it NOW
Lets do it in a CARING way
Lets do it TOGETHER
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 teams 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
Its all about
  • OTHERS!

3
38
  • Do unto others as you
  • would be done unto.

THEY
X
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
Fire
Aim
Aim
Fire
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 Whats best for
  • team, department, company

49
Lets do
LuncH
50
5
Five critical concepts
51
  • What do you want
  • from this interaction?
  • What resistance might you
  • encounter?
  • How will you overcome this
  • resistance?

52
?
WHY would they RESIST
53
Reasons for
I dont like you!
I dont get it!
I dont like it!
RESISTANCE
54
  • What are my needs?
  • What are the needs of my
  • stakeholder(s)?
  • What do we have in common?
  • Where are the greatest gaps?

55
Stakeholder Questions
Individual Stakeholder
Level of agreement?
Low, Medium, High?
Your needs?
What do you want?
What do they want? How can they block? What can
you offer?
Their needs?
Who do they influence? Who influences them?
Influence?
6
56
Self-Actualization
What is worth doing?
Aesthetics
What is worth appreciating?
Know Understand
What is worth knowing?
Esteem
What is worth becoming?
Love Belonging
What is worth loving?
Safety Security
What is worth risking?
Physiological
What is worth nurturing?
Maslows Hierarchy of needs
57
  • What issues are most important
  • to you?
  • What issues are most important
  • to the other party?
  • What are the levels of potential
  • outcomes (BATNA)?
  • What is Your BATNA?
  • What might be His/Her BATNA?

58
Diplomacy is the art of letting someone else
have your way.
Daniele Vare, Italian diplomat
59
Best
6
Alternative
To a
Negotiated
Agreement
60
BATNA
Content With
Live With
Aspire To
61
  • Examine all your arguments
  • you intend to use
  • Which of these are
  • assumptions?
  • Which of these are facts?
  • Anticipate their arguments
  • Look for points of agreement

62
Assumptions vs. Facts
A
  • Big cars are definitely safer.
  • He has failed to meet the last three deadlines.
  • She leaves us with no doubt that shes not a team
    player?
  • The answer is obvious.
  • Given the available resources, the project
    timeline cannot be met.

F
A
A
F
63
Write your own statements
assumptions
facts
7
64
  • What elements of TIMING
  • can you control?
  • What is the best CHANNEL
  • (or combination)?

65
Disinterested Disorganized Suspicious Tense Hostil
e Overfriendly
Common Climates
66
Use your personal power
  • What/who can you control?
  • What/who can you influence?
  • What is out of your control?

67
  • Speak when you are angry…
  • and you will make
  • the best speech
  • you will
  • ever regret.
  • Ambrose Bierce

68
Setting Level of formality Preparation Process
time Decision commitment
Timing
69
Oral In person Oral Distance Electronic Print Gr
apevine
Channels
70
PRACTICE
71
I hear and I forget. I see and I remember. I do
and I understand. Chinese Proverb
72
DURING
7
BEFORE
AFTER
3 phases of negotiation
73
BEFORE
74
WHAT do they expect of me?
manage expectations
WHAT do I expect of them?
75
DURING
76
REINFORCEMENT Acknowledge the right behaviors
77
AFTER
78
DOES WHAT?
FOLLOW UP
BY WHEN?
WHO?
79
take a
BreaK
80
Scenario 1
81
Scenario 2
82
Scenario 3
83
?
Questions
84
E
valuation
85
Stop
Continue
Start
8
86
Always remember…
e. e. cummings
87
Whittle Consulting Group
www.WhittleConsultingGroup.com
Paris Boehm, Associate 515.720.5325 paris_at_Whittle
ConsultingGroup.com
The Art of Win-Win Negotiation
88
(No Transcript)
89
ccountable
esponsible
onsult
nform
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