Create a roadmap for successful
negotiations.
Stephen Boyle
Phillip Matthews
Programme Director
Director, Executive Education
UCD Smurfit School
UCD Smurfit School
Create a roadmap for
successful negotiations.
Presenter:
Moderator:
Stephen Boyle
Phillip Matthews
AGENDA
• The key to success: preparation
• Competitive negotiation skills:
Tips for claiming value in negotiations
• Collaborative negotiation skills:
Tips for creating value in negotiations
25 minutes
• Questions and Answers
15 minutes
The key to success:
preparation
How good are most negotiators?
• 96% of managers
fail to reach “win-win”
outcomes
• 50% fail to spot
when they are in
perfect agreement
Barriers to improvement:
Some negotiation myths
“Great negotiation skills are
learned from experience”
“The purpose of negotiation is
to reach agreement”
“Negotiating is a natural
ability: you either have it or
you don’t”
Preparation
Do you have a plan?
Have you sized up the
other party?
What are the rules of
the game?
The negotiation game
More
conflict
Less
conflict
The win-lose fallacy…
• 80% of negotiators operate under a winlose or “fixed-pie” assumption about all
negotiations
Which type of negotiation?
• Competitive approach:
• Negotiating over a
single issue
• Once-off negotiations
• No ongoing
relationship
• Collaborative
approach:
• Negotiating over many
issues
• Repeat negotiations
• Relationship matters
Effective negotiation requires
two skills:
• Creating value
• Claiming value
Your slice
Their slice
Competitive negotiation skills:
Tips for claiming value
Set ambitious targets
Set your limits
• Make sure you know your true limits…
• …but don’t confuse targets with limits!
Best
Alternative
To
Negotiated
Agreement
Should you make the first offer?
• First offers can have a powerful anchoring
effect in competitive bargaining situations
Don’t say yes too quickly
Collaborative negotiation skills:
Tips for creating value
Why bother creating value?
Your slice
Their slice
Understand the interests
• Yours and theirs
• Don’t let your ego get in the way of your
interests
• Put yourself in their shoes
Make tradeoffs, not concessions
• Always ask for something in return
• Search for the best tradeoffs
• Do you understand the value
of what you have to offer?
Deal with the human factor
• Have you addressed the “people issues”?
• Are you a listener or a talker?
A cautionary note
• Do you put the relationship at the forefront
of your concerns?
• If so, beware!
Summary
FURTHER READING &
USEFUL LINKS
QUESTIONS &
ANSWERS
Thank you for your
participation today.
For more information on our
‘Winning Negotiation Strategies’
programme led by Stephen Boyle, please
contact Gillian Brown, Programme
Manager at (01) 716 8818 or email
gillian.brown@ucd.ie
NEXT WEBINAR – JAN ‘10
‘Winning with Accountability’ with Henry J
Evans, author of “Winning With
Accountability, The Secret Language of
High Performing Organizations.”