Negotiation Skills for Software Developers
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1 Negotiation Skills for Software Developers Boston-SPIN June 20, 2006 Moshe Cohen The Negotiating Table 245 First Street, 18th Floor Cambridge, MA (617) The Negotiating Table All rights reserved. 1
2 Agenda Introduction Negotiation Exercise Developing a Negotiation Mindset Preparing to Negotiate Conducting a Negotiation Effective Communication Concluding Discussion 2006 The Negotiating Table All rights reserved. 2
3 Developing a Negotiating Mindset How do you define success: Traditional: I got what I wanted I convinced the other person to agree with me I won and the other person lost Collaborative: I got what I needed I created as much value as possible for myself The other person got enough to be happy too 2006 The Negotiating Table All rights reserved. 3
4 Developing a Negotiating Mindset Avoid self-limiting assumptions: Don t negotiate with yourself prior to the negotiation. Many negotiators make assumptions that limit what they ask for and consequently what they get in a negotiation The Negotiating Table All rights reserved. 4
5 Developing a Negotiating Mindset Balance outcome and relationship: OUTCOME high Competing my way Compromising half way Collaborating our way Avoiding no way Accommodating your way low RELATIONSHIP high 2006 The Negotiating Table All rights reserved. 5
6 Preparing to Negotiate Focus on interests yours and theirs: Interests are the reasons behind the positions you take. They represent your underlying needs, fears, desires, etc. Think of negotiation as an opportunity to meet your interests and to understand and satisfy the other side s interests as well. They may be compatible The Negotiating Table All rights reserved. 6
7 Preparing to Negotiate Consider your alternatives: Understand what might happen if there is no agreement. Look at the possible outcomes, and pick your fall-back in case things don t work out in the negotiations. Be realistic about your alternatives. Do not pretend that they are better than or worse than they really are. Look to improve your alternatives The Negotiating Table All rights reserved. 7
8 Preparing to Negotiate Research and gather objective standards: Do your research into objective criteria such as industry standards, precedents, and comparables that you can use to discuss options and alternatives during the negotiation The Negotiating Table All rights reserved. 8
9 Conducting a Negotiation Start with relationship Inquire about interests Develop and consider multiple options Ask for and present objective standards Communicate effectively Be willing to walk away to your best alternative 2006 The Negotiating Table All rights reserved. 9
10 Effective Communication Perspectives: When we look around us, we think that we and the people around us see the same world In reality, each of us perceives the world through the lens of unique perspectives Their world likely differs significantly from ours Understanding the other party s perspectives makes us more effective negotiators 2006 The Negotiating Table All rights reserved. 10
11 Effective Communication Each conversation we have with others is really composed of three conversations: Facts Feelings Identity 2006 The Negotiating Table All rights reserved. 11
12 Effective Communication Ladder of Inference: Our Conclusions How We Think About It What We See What Actually Happened 2006 The Negotiating Table All rights reserved. 12
13 Effective Communication Interactive listening: ASK OEQ 2006 The Negotiating Table All rights reserved. 13
14 Effective Communication Interactive listening: ASK OEQ LISTEN (INTERESTS) 2006 The Negotiating Table All rights reserved. 14
15 Effective Communication Interactive listening: ASK OEQ LISTEN (INTERESTS) REFLECT 2006 The Negotiating Table All rights reserved. 15
16 Resources Getting To Yes: Negotiating Agreements Without Giving In, Roger Fisher, William Ury, Bruce Patton Getting Past No: Negotiating With Difficult People, William Ury Difficult Conversations, Douglas Stone, Sheila Heen, Bruce Patton 2006 The Negotiating Table All rights reserved. 16
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