Principles of Effective Negotiation Workshop
Explore the art of negotiation through a strategic framework, relationship management, and participatory role-plays. Understand the process of negotiation, its value, and learn practical tactics to enhance your negotiation skills. Embrace self-awareness, active listening, and preparation to achieve successful outcomes in various negotiation scenarios.
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Presentation Transcript
Why are you here? What I hope you will learn: Principled negotiation Creating a framework Relationship management How I will teach Page 2
Negotiation Introduction Role Play Debrief / Discussion Lessons to Take Away Participation! Participation! Participation! Page 3
Define Negotiation: Process of getting people to agree Why do we engage in it? Because there is perceived value to be gained Your Negotiations Give me an example What made it a good or bad experience? Page 4
Your reputation matters! Tactics are limiting Frameworks open up opportunities Know your assumptions Be a good listener; listening is persuasive! Be prepared!!! Self-analysis, self-realization Know what you value Determine your BATNA best alternative to no agreement Questions?? Page 5
Read information carefully Write down your goal Write down your BATNA Think about the other side s goal Think about the other side s BATNA List what you want to learn Think about how you will negotiate Ready??!! Page 6
Do NOT Exchange sheets Cash deals only You have 6 minutes to come to an agreement or not Try not to jump to a fast agreement Try to find out more information about the other side before talking about numbers Negotiate!!! Page 7
Level of Satisfaction Survey How close to BATNA? Survey for $ results $15,000 or less $15k - $24k $25k - $29k $30k - $34k $34k - $40k Over $40k Satisfaction Survey after viewing results Page 8
Low seller What happened? 1st to give out a price tag? How prepare? BATNA? Tactics? Assumptions? What do differently? High seller What happened? What worked well? At what cost? Page 9
Single issue negotiation Most issues in life much more complex Do not anchor yourself too soon Do your research and figure out your BATNA Tactics avoid them Relationship and reputation matter! Seek joint gain whenever possible Page 10
Separate the people from the problem Soft on the people, hard on the issue Focus on interests, not positions Avoid positional bargaining Look for interests behind the positions Invent options for mutual gain Brainstorm to increase mutual gain Insist on objective criteria Identify measures of fairness Separates people from the issue Page 11
Communication Relationship Interests Options Criteria Agreement BATNA Page 12
What lessons do you take away? Want to learn more? Page 13
