Negotiation Skills and Strategies

Transcription

1 Local Buy Conference 2015 Negotiation Skills and Strategies Rachel Collis

2 Negotiation is an interpersonal decision making process when we cannot achieve our objectives singlehandedly (Thompson, 2012)

3 However much you think negotiation is part of your life, you re underestimating (Walker, 2003)

4 Your experience What are you currently doing that works in your contract and tender negotiations? What have you found doesn't work?

5 The problem: Fewer than 4% of managers reach win:win outcomes when tested (Nadler, Thompson, & Van Bowen,2003) 20% of deals are lose:lose without the negotiators realising it (Thompson & Hrebec,1996)

6 Negotiation is a wicked learning environment

7 The solution Science!

8 Distributive Skills Claiming Value

9 Integrative Skills Creating value Lorem Ipsum Dolor big pie

10 Claiming Value

11 4 Strategies for Creating Value

12 4 Strategies for Claiming Value

13 4 Strategies for Creating Value

14 The Orange Story

15

16 1. Identify underling interests & unbundling

17 Lorem Ipsum Dolor 2. Logrolling

18 3. Ask Good Questions Only 7% of negotiators seek information about the other parties preferences Thompson,2013

19 Arguing!

20 I am right

21 You are wrong

22 3. Ask Good Questions Needs Interests Priorities Thompson,2013

23 Consider asking: What do you hope we will achieve here? Can you tell me why you want that? Can you explain why that is important to you? Which aspects of this are most important to you? What are your concerns? What are you concerned could go wrong here? If you had x then what would it do for you? What about that is important to you?

24 You are trying to find out relevant information including: What outcome does the other party really want or need? Why is that important? What are their priorities? What don t they want to happen? Why is that important? What do other affected people want/not want to happen? What will happen if you don t resolve this? What other options do they have?

25 Pick a conflict in your life: Tell me a little about the conflict, what are you trying to accomplish? Why is that important to you? What are you asking the other person in your conflict to do? If you got what you wanted then what would it do for you? How would things be different for you? What are your most important priorities in this? What are you concerned could go wrong? What about that is important to you? Listener - After each response paraphrase back what you heard

26 3b. Share Information

27 Share: What you want? Why you want it? What your priorities are The key facts - to help them understand what is fair

28 4. Take perspective

29 Using the same conflict: Now answer the questions from their perspective: What are you trying to accomplish? Why is that important to you? What are you asking the other person in your conflict to do? If you got what you wanted then what would it do for you? How would things be different for you? What are your most important priorities in this? What are you concerned could go wrong? What about that is important to you? Listener - After each response paraphrase back what you heard

30 4 Strategies for Creating Value Identify interests and unbundle issues Logrolling Ask good questions, share info Take perspective

31 4 Strategies for Claiming Value

32 Myth 1: Good negotiators rely on their gut feel

33 1. Prepare. 80% of your effort Use spreadsheets

34 Myth 2

35 2. Make The First Offer..Unless you are hopelessly underprepared or convention says they make the first offer

36 Lorem Ipsum Dolor An example story

37 3.Have a Good Plan B - BATNA Best Alternative To a Negotiated Agreement

38 4. They need to believe it is fair..

39

40 What would their victory speech be?

41 4 Strategies for Claiming Value Prepare well and use a spreadsheet Make the first offer Improve your BATNA and work out what their BATNA is Make them feel it was fair - plan their victory speech

42 4 Strategies for Creating Value Identify interests and unbundle issues Logrolling Ask good questions, share info Take perspective

43 Case study

44 What are you going to do with this information?

45 Where to find out more 1. Training QUT One day Course Some private providers of negotiation training are good but expensive Some private providers of negotiation training are not good but still expensive Ask Rachel! 2. Reading and viewing list

46 Thank you!

47 4. Don t negotiate issues one by one Discuss issues one by one and then create a package deal.

48 Why it is hard to be fair even when you want to be?