The process of Negotiation
In 2 steps
The process plan:
The 2 steps:
* What is negotiation?
* A pick up on ”The Essence of Negotiation”
* Presentation of ”Why doesn’t he use a spoon?”
* Case work
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First in your homes or at class you sum up the basics from:
”The essence of Negotiation”.
Material on Itslearning.
In the process take notes for your self for further use.
You have ¾ of an hour.
No other presentation than what you can use later on in the day.
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So, hopefully you can take this away…
What is basically
The six steps of negotiation:
1) Preparation
2) Developing a strategy
3) Getting started
4) Building understanding
5) Bargaining
6) Closing
…But also the meaning behind
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The book ”Why doesn’t he use a spoon?”
By Søren Hilligsøe & Richard Pooley
”Negotiation is a process of give and take between two or more parties,
each with their own needs, targets and world-view, wanting to reach a
workable agreement.”
(Hilligsøe&Pooley)
Why learn about it/learn to do it, and
why alt all?
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The differences:
•
Very different values
• - attitudes
• - behavior
• - cultural etiquette
• - mistranslations
• - misinterpretations
• - different languages
• Just to mention some issues
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3 questions:
What result should I want from a negotiation?
Is it still win-win?
And is it always about negotiation?
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Be prepared:
”By failing to prepare, you are preparing to fail.
(Benjamin Franklin)
What did you come up with in your work from the beginning?
“No plan survives contact with the enemy.”
(A plan will have to adapt continually)
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(p.36)
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Imagine you are on a plane…
• Ask questions that gives you qualitative answers.
• Seek information about the country, market, company etc.
• Don’t underestimate the importance of culture
”The way different groups of people around the world solve the same problems – e.g. How
to make decisions, how to communicate, how to live and work in harmony with others, how
to learn, how to lead, how to negotiate…”
(Hilligsøe/Pooley.2014)
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The law:
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What do I want to get out of this?
• Aims and targets
• Your most desirable outcome (MDO)
• Your least desirable outcome (LDO)
• The best alternative to a negotiated agreement (best alternative to no
agreement)(BATNA)
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Don’t underestimate building relationships
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Strategy and tactics:
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What strategy should I employ in a negotiation?
Exercise: In the previous text, find what you can about strategy (20 min)
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Tactics:
”Tactics are the more specific step by step moves and behaviours adopted
during the negotiation process to support your overall strategy.”
Find what you can on this from your previous reading. (20 min)
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So much more…
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•
Exchange - Expand – Eliminate
•
Knowledge is power – never assume, because when you ASSUME, you make an ASS of U
and ME
•
Develop trust by agreeing on agenda and summarise often
•
Keep things open by not closing doors
•
Never accept first offer
•
Give room for movement by aiming high
•
Widen the scope…
•
Create a provisional agreement by trading not giving
•
And…
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* Reach an agreement by closing
* Dirty tricks:
* Feeling Tired and emotional- physical pressure
* Time pressure
* As we keep saying…
* Just one more thing…
* Good cop/bad cop
* Poor me
* You need us
* Linguistic pressure
* Numeracy pressure
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What should I say, and how should I say it?
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•
Ask and listen
•
Check and summarise
•
Map and signposts
•
Avoid saps (to weaken)
•
Speak conditionally
•
Sound strong and look confident
•
Use offshore English
•
Be silent
•
Write clearly
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I keep six honest serving-men
They taught me all I knew.
Their names are What and Why and When
and How and Where and Who.
(Rudyard Kipling)
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