Negotiating

Negotiating is the art of

reaching an agreement by
resolving differences
through creativity

Negotiating Process
Style
Outcome
Principles

Style
Style is a
continuum
between
two styles:
Quick
Deliberate
Middle is
compromise

Quick Style
Negotiate in a hurry
Use when you wont negotiate
with these people again
Get the best deal without regard
to the other sides win

Deliberate Style
Use when long term
relationship likely
Involves
cooperation and
relationship
building to reach
agreement
Needs much prep,
hard work
May move in fits
and starts

Outcomes
Realistic
Both sides satisfied, win/win situation
Usually results from deliberate style

Acceptable
Likely to result from quick style
Something is better than nothing
Always ask for a better deal

Worst
When youre too stubborn to be flexible
Usually from quick style

Outcomes
Predetermine the outcomes
before you start negotiations,
you have a better chance of
getting a better result
Think carefully, think
creatively, and think ahead

Principles
There are no rules
Establish an
agenda

Everything is
negotiable
Ask for a better
deal
Be creative
Learn to say NO
yourself

Are you a Motivated

Negotiator?
Enthusiasm
Confidence
Engaged

Recognition
Accomplishment
Pat on the back

Integrity
No trickery
Trustworthiness

Social Skills
Enjoy people
Interest in others

Teamwork
Better as a team
Self-control

Creativity
Always looking for
ways to complete
the deal

Negotiation Model

Investigate
Presentation
Bargaining
Agreement

Investigate
What do you
want?
What does the
other side need?
Decide on style
What are the
consequences of
each choice.

Presentation
Prepare other
sides case
Present the
reasons for your
side better
Planning sheet
Issues involved
Realistic,
possible, worst

The Presentation
Creative title
Reduce to must
know items
Keywords
Mini-speeches
around keywords
Visuals

Dont give
concessions
just to keep
things going
Make note of
concerns and
keep going

Bargaining
When in doubt,
ask questions!
Open
questions
Reflective
questions
Tactics

Bargaining refers to the process of

dividing or distributing scarce
resources
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Two parties have different but
interdependent goals
There is a clear conflict of interests

Staking Out the

Bargaining Zone

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Agreement
Arrangements should be neutral
and comfortable
Pay attention to what others say
Screen out all visual distractions
Ask open ended questions
Listen to responses
Proactive vs. reactive behavior

A Good Negotiator
Is..

Creative
Versatile
Motivated
Has the
ability to
walk away

THANKS FOR
YOUR ATTENTION

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