planning
What makes an
effective negotiator?
• Integrity
• Think clearly
• Patience
• Preparation and planning
• Subject knowledge
• Decisiveness
• Listening skills
• Express thoughts
• Ability to persuade
• Judgment and intelligence
The Ideal Negotiator
1. Preparation &
planning
6. Judgment and
intelligence
2. Subject Knowledge 7. Integrity
3. Think clearly
8. Ability to persuade
4. Express thoughts
9. Patience
5. Listening skills
10.Decisiveness
Know Your default
Negotiating Style
• Competing
Assertive and uncooperative
• Accommodating
Unassertive and cooperative
• Avoiding
Unassertive and uncooperative
• Collaborating
Assertive and cooperative
• Compromising
Moderately assertive and
cooperative
Know Yourself
What is my alternative to reaching agreement
(BATNA) and, so, my reservation point?
What is my target or aspiration?
What are my interests?
What issues am I concerned about?
What assumptions am I making and how can I
validate them (what questions will I ask)?
What is my fall back plan?
Develop your
Reservation Price
• Research and identify as many alternatives as
possible.
• Evaluate, rank, and assess the likelihood of the
alternatives
• Try to improve your BATNA
• Determine your reservation price.
Put yourself in the
other party’s shoes
• Role reversal exercise
• Currently perceived choice tool
Think strategically
Anticipate how the other party will
respond to your tactics and if you want
a different response, adjust your tactics
accordingly.
Know the other
party’s…
…negotiating style
…BATNA and reservation point.
…target or aspiration
…interests
… issues it’s concerned about
…assumptions it might be making
…fall back plan
Know the Situation
Is the negotiation one time, repetitive, or long
term?
Are there linkages?
Is agreement required?
Is it legal to negotiate?
Are third-parties involved, including ratification?
Are the right people at the table?
Is precedent important?
Prepare a process
• Where will we negotiate?
• What are our time constraints?
• Who will keep track and how?
• Shall we discuss interests and priorities first?
• Who will open?
• Will we discuss issues sequentially or in packages?
• Will we take breaks?
The goal of A Negotiation…
…is not to reach an agreement.
It’s to reach a good agreement.