Negotiating Negotiating is the art of reaching an

Negotiating “Negotiating is the art of reaching an agreement by resolving differences through creativity” Creative Negotiating, Stephen Kozicki, Adams Press, 1998

Negotiating Process Style Outcome Principles

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

Quick Style z. Negotiate in a hurry z. Use when you won’t negotiate with these people again z. Get the best deal without regard to the other side’s “win”

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

Outcomes z. Realistic y. Both sides satisfied, win/win situation y. Usually results from deliberate style z. Acceptable y. Likely to result from quick style y. Something is better than nothing y. Always ask for a better deal z. Worst y. When you’re too stubborn to be flexible y. Usually from quick style

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

Principles z. There are no rules y. Establish an agenda z. Everything is negotiable z. Ask for a better deal z. Be creative z. Learn to say “NO”

Are you a Motivated Negotiator? z. Enthusiasm y. Confidence y. Engaged z. Recognition y. Accomplishment y. Pat on the back z. Integrity y. No trickery y. Trustworthiness z. Social Skills y. Enjoy people y. Interest in others z. Teamwork y. Better as a team y. Self-control z. Creativity y. Always looking for ways to complete the deal

Negotiation Model z. Investigate z. Presentation z. Bargaining z. Agreement

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

Presentation z. Prepare other side’s case z. Present the reasons for your side better z. Planning sheet y. Issues involved y. Realistic, possible, worst

“The” Presentation z. Creative title z. Reduce to “must know” items z. Keywords z. Mini-speeches around keywords z. Visuals z. Don’t give concessions just to keep things going z. Make note of concerns and keep going

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

Tactics z. Use y. Walk out z. Don’t use y. Emotional outburst y. Argue special case y. Pretend ignorance y. Play for time y. Nibble and retreat y“You go first” y Bad environment y. Defer to higher authority y. Not willing to make any changes y Silence y. Good guy/bad buy

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

A Good Negotiator Is. . z. Creative z. Versatile z. Motivated z. Has the ability to walk away