Negotiation(english)

NEGOTIATIONTACTICS&SKILLSManagementDevelopmentWorkshop2009Inbusiness,youdon'tgetwhatyoudeserve,yougetwhatyounegotiate.ChesterKarrass嘉洛斯NegotiationexpertWhatisNegotiation?…Aprocesswherebytwoormorepartiescometogethertoexchangeorcombineresourcessuchthatmutualbenefitisderivedandfeltasaconsequenceofcreativeresolvingdifference.ProfessorJohnOntoNegotiationsManagementMelbourneBusinessSchool(MBS)IntroductionAllnegotiationsWhetherapersonalmatter,suchasamortgageorhoped-forpayriseAmassivecorporatecommitmenttoaproject,orabillion-dollaracquisitionInvolvethesameelementsIntroductionThedetailsmaydiffersubstantiallyButthemainparticipantsinanynegotiationcanbeexpectedtofollowsimilarpatternsofthoughtanddiscussionIntroductionTherefore,tonegotiatesuccessfullyItisimportanttorecognizethestagesandtacticsthatcommonlyrepeatUnderstandwhatactionswillbestserveyourpurposeseachstepofthewayTherewillbesetbacksineverynegotiation:DelaysSurprisesConcessionsButtherewillalsobeopportunities,advancesand,potentially,biggainsThetruesignofsuccessiswhenbothpartiescanwalkawayfromthetablefeelinglikeawinner.BATNABestAlternativeToaNegotiatedAgreementBATNAWhatisthebestalternativewaytosatisfyyourinterestswithoutreachinganagreementwiththeotherparty?BATNAThestrongeryourBATNAthemorelikelyitisthatyouwill:HavepowerovertheotherpartyControlthenegotiationprocessLet’smakebreakfast!TacticsTacticsareeverythingwedoandsaytoimplementourplanTacticsAccommodatingCooperativeAvoidingCompetitiveOutcomeRelationshipAvoidingTacticsAvoidingthenegotiationsincethereisnoconcernforoutcomeorrelationshipAvoidingTacticsTacticswillinclude:NotreturningphonecallWithdrawingseniornegotiatorsProcrastinationonkeyissuesDelayingeachstageaslongaspossibleAccommodatingTacticsPreservingtherelationshipevenifitmeanssacrificingsomeoutcome.AccommodatingTacticsTacticswouldinclude:AgreeingwithsuggestionsReadilymakingminorconcessionsMeetingatvenuesandtimesuitabletootherpartyBuyinggiftsorlunchesCooperativeTacticsDevelopinginterestsinanefforttomaximizetheopportunitiesforallpartiesCooperativeTacticsTacticswouldinclude:BuildingstrongpersonalrapportLookingforcreativesolutionsHonestyLookingformutualinterestCompetitiveTacticsUsingwords/actionstomaketheotherpartyfeelthattheyshouldbeaskingforlessCompetitiveTacticsTacticwouldinclude:ExtremeopeningpositionsAttackingconcessionsHard-ballingyourtimingDevaluingotherparty’spositionExerciseWhattacticistheotherpartyusing?Howwouldyourespond?Whatoutcomeswouldresultfromyourtactic?QuestionsAskingDosandDon’tDon’tDon’taskantagonisticquestionsunlessyouwantafightDon’tDon’tstoplisteninginyoureagernesstoaskaquestion.Writeyourquestionsdownandwait.Don’tactlikealawyer.Anegotiationisnotacourtroomtrial.Don’tDon’tpickjustanytimetoaskaquestion.Waitfortherighttime.Don’taskaquestionjusttoshowhowsmartyouare.DoDogetyourquestionsreadyinadvance.Douseeveryearlycontactasafact-findingopportunity.Thebestquestionsandanswerscomemonthsbeforethenegotiation.DoDohaveabrainstormingquestion-askingsessionamongyourownpeople.You’llbesurprisedatthenumberofinterestingquestionstheywillraise.DohavethecouragetoaskquestionsDoDoaskotherpeopleDobequietafteryouaskaquestionDobepersistentinfollowingupyourquestioniftheanswerispoorCommonGambitsAskingforMoreThanYouExpecttoGetYoumightjustgetitItgivesyousomenegotiatingroomItraisestheperceivedvalueofwhatyou'reofferingAskingforMoreThanYouExpecttoGetItpreventsthenegotiationfromdeadlockingItcreatesaclimateinwhichtheothersidefeelsthatheorshewonNeverSayYestotheFirstOfferItautomaticallytriggerstwothoughts:Icouldhavedonebetter(andnexttimeIwill)andSomethingmustbewrongFlinchatProposalsTheymaynotexpecttogetwhatthey'reaskingforButifyoudon'tshowsurpriseyou'recommunicatingthatit'sapossibilityFlinchatProposalsAconcessionoftenfollowsaflinchIfyoudon'tflinch,itmakestheotherpersonatoughernegotiatorGoodGuy/BadGuyLookoutforitwheneveryou'renegotiatingwithtwoormorepeopleItisaveryeffectivewayofputtingpressureontheotherpersonwithoutcreatingconfrontationGoodGuy/BadGuyDon'tbeconcernedthattheothersideknowswhatyou'redoingEveniftheydoitcanstillbeapowerfultactic5AttributesofStarnegotiators1.DialogueGettingpeopletotalkabouttheir:NeedsExpectationsPriorities2.TacticsUnderstandingtheimportanceofsuitingstrategytothesituationNotalwaysrelyingonthesameployAlwaysCongratulateTheOtherSide3.PeopleRespectingpeoplefromdifferentCulturesIndustries3.PeopleWhoarethestakeholdersWhattheywantHowcultureandrolesmayaffecttheirpriorities4.SituationKnowingthatsuccessfulnegotiationisallaboutmanagingtheprocessandpeopleAdaptingyourknowledgetogetthebestoutcomeinthecircumstances5.InformationHavingareliablesystemResearchandrecordissuesFactsandcommentsRequireddetailsarereadilytohand5.InformationKnowasmuchaspossibleabout:-Yourpositionand-Yourcounterparty'sSuccessfulNegotiationTipsCommunicateclearlyRespecttheotherpersonRecognizeandclearlydefinetheproblemSuccessfulNegotiationTipsSeeksolutionsfromavarietyofsourcesCollaboratetoreachamutualsolutionBereliablePreservetherelati