Effective Negotiation Styles and Strategies for Successful Conflict Resolution
Negotiating Styles
and Strategies
Amy Coopman, Esq.
Bridge Mediation, LLC
KCMBA Student Law Academy
July 16, 2020
Road Map for Our Session
●
Why is Negotiation Important?
●
What is your Negotiation Style?
●
What are some Strategies for a Successful Negotiation?
Conflict exists. Can you negotiate a solution?
1. Conflict is natural and not
necessarily bad.
2. How we respond to conflict is
important.
3. Each person has the wisdom
and knowledge inside to respond
to conflicts in a healthy,
productive way (negotiate a
solution).
4. Effective negotiation requires
awareness and practice.
Avoid conflict
at all costs.
Ex) leave;
don’t text
back.
How do you handle conflict?
Run Away!
1
Charging
Bull
Demand to get
your way. Be
forceful and
aggressive.
2
Yielding.
Engage but
compromise
away your
needs.
3
Win-Win
Negotiation
Work together
to meet each
sides’ needs.
Collaborate.
4
Self respect and
Respect for others.
Know your limits.
Building Blocks for Effective Negotiation
Respect
Verbal/Non-
Ve
rbal.
Speak clearly.
Listen.
Communication
Treat people as
individuals; avoid
labels and
assumptions.
No Stereotyping
Behaviors Used in Negotiation
▶
A
Attack
Threats, hostile tones/gestures, insults, criticizing
▶
E
Evade
Ignore, change subject, withdraw, postpone to get
more information, think about it
▶
I
Inform
State what you want and why; support your position
with facts or opinions; reveal your underlying
needs/feelings.
▶
O
Open
Ask non-judgmental questions about the other’s
position, needs, or feelings; actively listen by
paraphrasing; summarize without necessarily agreeing.
▶
U
Unite
Ritual sharing to build rapport, establish common
ground, reframe the issue to meet both sides’ needs,
propose win-win solutions
▶
Source: Coleman and Raider International 1997
Effective Negotiation Strategies
1.
Keep an open mind.
2.
Show your cards.
3.
Set and stretch your goal.
4.
Turn anxiety into excitement and curiosity.
5.
Project self confidence.
6.
Take a timeout.
7.
Silence can be golden.
Reynolds, Michelle, “Seven Negotiation Strategies that Actually Work,” Harvard Business School, May 15,
2019.
“
So, the first challenge is you. It is
people
who negotiate; not machines, or
companies. We all have prejudices, values, ideologies, preferences, pressures,
objectives, and judgment, as will the other party in your negotiations.
So one part of our journey will involve you understanding why your greatest
challenge in negotiation is yourself and how, by nature, you naturally see the
world from your perspective rather than that of others.
STEVE GATES,
The Negotiation Book
Thanks!
Do you have any
questions?
Amy Coopman
amy@bridgemediationkc.com
816-260-5635
Resources
▶
Modern business card template with abstract shapes
▶
Collection flat gadgets
▶
Collection black white geometric patterns
▶
Geometric halloween pattern collection
Vectors
▶
Side view businessman checking clipboard
▶
Young african businessman and businesswoman
▶
Young businessman with his arm crossed
▶
Portrait smiling confident young businesswoman
▶
Woman balcony talking phone
Photos
Understand the importance of negotiation, explore different negotiation styles and strategies, and learn how to handle conflicts effectively. Discover the building blocks for effective negotiation, behaviors used in negotiation, and key negotiation strategies. Develop skills in respectful communication, self-awareness, and problem-solving to achieve win-win outcomes in negotiations.
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Presentation Transcript
Negotiating Styles and Strategies Amy Coopman, Esq. Bridge Mediation, LLC KCMBA Student Law Academy July 16, 2020
Road Map for Our Session Why is Negotiation Important? What is your Negotiation Style? What are some Strategies for a Successful Negotiation?
Conflict exists. Can you negotiate a solution? 1. Conflict is natural and not necessarily bad. 2. How we respond to conflict is important. 3. Each person has the wisdom and knowledge inside to respond to conflicts in a healthy, productive way (negotiate a solution). 4. Effective negotiation requires awareness and practice.
How do you handle conflict? 1 2 3 4 Charging Bull Win-Win Negotiation Run Away! Yielding. Avoid conflict at all costs. Ex) leave; don t text back. Demand to get your way. Be forceful and aggressive. Engage but compromise away your needs. Work together to meet each sides needs. Collaborate.
Building Blocks for Effective Negotiation Respect Communication No Stereotyping Self respect and Respect for others. Know your limits. Verbal/Non-Verbal. Speak clearly. Listen. Treat people as individuals; avoid labels and assumptions.
Behaviors Used in Negotiation A Attack Threats, hostile tones/gestures, insults, criticizing E Evade Ignore, change subject, withdraw, postpone to get more information, think about it I Inform State what you want and why; support your position with facts or opinions; reveal your underlying needs/feelings. O Open Ask non-judgmental questions about the other s position, needs, or feelings; actively listen by paraphrasing; summarize without necessarily agreeing. U Unite Ritual sharing to build rapport, establish common ground, reframe the issue to meet both sides needs, propose win-win solutions Source: Coleman and Raider International 1997
Effective Negotiation Strategies Keep an open mind. 1. 2. Show your cards. 3. Set and stretch your goal. 4. Turn anxiety into excitement and curiosity. 5. Project self confidence. 6. Take a timeout. 7. Silence can be golden.
So, the first challenge is you. It is people who negotiate; not machines, or companies. We all have prejudices, values, ideologies, preferences, pressures, objectives, and judgment, as will the other party in your negotiations. So one part of our journey will involve you understanding why your greatest challenge in negotiation is yourself and how, by nature, you naturally see the world from your perspective rather than that of others. STEVE GATES, The Negotiation Book
Thanks! CREDITS: This presentation template was created by Slidesgo, including icons by Flaticon, and infographics & images by Freepik Do you have any questions? Amy Coopman amy@bridgemediationkc.com 816-260-5635
Resources Vectors Modern business card template with abstract shapes Collection flat gadgets Collection black white geometric patterns Geometric halloween pattern collection Photos Side view businessman checking clipboard Young african businessman and businesswoman Young businessman with his arm crossed Portrait smiling confident young businesswoman Woman balcony talking phone
