Negotiation tatatics for the work places

Negotiation tatatics for the work place

1. Negotiation

2. Ice Breaker Activity 1 Separate the Negotiators from the Competitors This exercise, it’s so simple – yet such an eye opener. A kind of physical variation on the “Prisoner’s Dilemma” 1. Get everyone in pairs and seated so they can arm wrestle. 2. Announce a competition to see who can push their partner’s arm over the most times in two or three minutes. Some sort of prize should be offered which can easily be divided in two. 3. The point is that the “negotiators” will agree to let one partner get a maximum score and then divide the prize between them. All the “competitors” will be struggling to see who can beat their partner – thus ensuring that neither of them win. 4. If no-one spots the “negotiator” option, offer to beat the best score so far in just 30 seconds, with you partnering whoever the current winning team care to choose (except themselves). And agree with your “partner” that if you (as a couple) win, you’ll share the prize equally. Then just let your partner keep winning.

3. A quick and fun exercise 2 One short exercise I have used is a variation on the paper clip exercise. Give everyone a paperclip and ask them to spend 2 minutes individually thinking of as many creative, wacky, interesting uses for the paperclip. After 2 minutes, split them into 2 groups. They have 5 minutes to share their findings in their groups and come up with 1 choice per group. After 5 minutes, the two groups join together and have 5 minutes to decide on which of the two choices they can all agree on. You can vary the amount of time, although I find it works best if it’s done fairly quickly. When we run this exercise, there is usually lots of laughter and people are suprised at how passionate they can get about their choice for using a paperclip! We usually find that when you get to the final stage, the groups tend to become very positional and try to influence on the basis of “mine is best & your’s is rubbish”. This leads nicely into talking about more productive ways of influencing others, such as task oriented negotiation

4. What pops-up to your mind when you think of negotiation ? ### add word cloud to next slide What are the places where you undertake negotiation in your day to day life ?

5. What are the places where you undertake negotiation in your day to day life ?

6. Negotiation The term negotiation refers to a strategic discussion intended to resolve an issue in a way that both parties find acceptable. Negotiations involve give and take, which means one or both parties will usually need to make some concessions . Successful negotiation usually involves compromises on the part of one or all parties.

7. Common life examples of negations

8. Significance The importance of negotiation can’t be overstated. Negotiation holds the key to getting ahead in the workplace, resolving conflicts, and creating value in contracts. It’s not just dispute resolution that highlights the importance of negotiation, however. The right approach to negotiation can improve the situation of multiple parties. 

9. Negotiation Strategies Distributive Negotiation - This type of negotiation often results in a win-lose scenario. Integrative Negotiation - This type of negotiation is carried out with the objective of achieving a win-win scenario.

10. Kenneth W. Thomas identified five styles of negotiation based on dual-concern model. Compete (I Win- You Lose) Accommodate (I Lose – You Win) Avoid (I Lose – You Lose) Compromise (I Lose / Win Some – You Lose / Win Some) Collaborate (I Win – You Win)

11. Preparing for Negotiation Consider what would be a good outcome for both parties. Learn about the people on the other side before negotiation . Gather external information about the deal points and negotiate from your positions of strength. Determine the authority position of the person with whom you are negotiating.

12. 6 Communication Skills for Negotiation Know your purpose for the conversation. On what are you willing to negotiate? What are your critical points and your non-negotiables? Focus on how you deliver your messages. What body language should you be using with your audience? What facial expressions? Do you look and sound likeable, believable, and interesting in your presentation? Mirror your audience’s speed of speech and tone. If he/she is serious, you should be serious. If he/she is talking fast, then you should talk fast. This “mirroring and watching” makes negotiations stronger, shows your respect for him or her, and keeps you at equal business stature. Listen to their “REALLY” emotions: really happy, really excited, or really mad. What words are they using and what senses do they appeal to? Visual, auditory, or kinesthetic ? Stay on that same “sensory mode” during that topic. This improves your bonding and rapport while showing respect . Practice saying your content out loud before the meeting. This should include your purpose statement, your opening, and your closing. Saying it out loud may prompt you to polish and clarify your first key message. Practice saying your content out loud before the meeting. This should include your purpose statement, your opening, and your closing. Saying it out loud may prompt you to polish and clarify your first key message .

13. Elements of Principled Negotiation

14. Elements of Principled Negotiation Separate the people from the problem . For example, if two department heads are locked in a heated battle over resources, they or their leaders would confront the strong emotions underlying their dispute through active listening and other communication techniques. The goal is not to “win,” but to reach a better understanding of each party’s concerns. Focus on interests, not positions. Imagine that two siblings disagree about where to host their parents’ anniversary party. One wants to have it at a restaurant, while the other wants to have it in her home. They only make headway when they identify their deeper interests: the former doesn’t have a lot of time to devote to preparation, while the other is concerned about the cost. Armed with this understanding of each other’s interests, they do some research and decide to host the party at a relatively inexpensive restaurant. This type of interest-based bargaining can enable solutions that meet each party’s needs.

15. Elements of Principled Negotiation Invent options for mutual gain imagine a job negotiation where the candidate values a higher salary, while the hiring organization is concerned about being fully staffed. If so, the job seeker might be willing to make a concession on vacation days in return for the promise of a higher salary. Don’t Forget Your BATNA a house hunter might negotiate for two or more homes simultaneously while making a backup plan for living arrangements if those deals don’t pan out. If you and your negotiating counterpart have thoroughly explored your interests and options, there’s no shame in walking away from a deal that doesn’t meet your interests as well as your BATNA does—in fact, it’s the right thing to do.

16. Importance of preparing for negotiation

17. Kenneth W. Thomas identified five styles of negotiation based on dual-concern model. Compete (I Win- You Lose) Accommodate (I Lose – You Win) Avoid (I Lose – You Lose) Compromise (I Lose / Win Some – You Lose / Win Some) Collaborate (I Win – You Win)

18. How does it work ?/ Process Preparation: Determine if the situation is collaborative, then research, analyze, and identify interests and positions Discussion: Clearly outline goals and identify points that require discussion Clarification of goals: Negotiate towards a win-win outcome Bargaining: The second-last stage, where the negotiating people lay down their agendas and endeavors to get the other party to concur with them Joint problem-solving: Both sides work together to find a solution to the problem Closure: The final stage, which may result in an acceptable agreement between the parties involved or it may result in failure to reach an agreement