Negotiating

Negotiating is the art of reaching an agreement by resolving differences through creativity

Creative Negotiating, Stephen Kozicki, Adams Press, 1998

Negotiating Process
Style

Outcome Principles

Style
Style is a continuum between two styles:
Quick Deliberate Middle is compromise

Quick Style
Negotiate in a hurry Use when you wont negotiate with these people again Get the best deal without regard to the other sides win

Deliberate Style
Use when long term relationship likely Involves cooperation and relationship building to reach agreement Needs much prep, hard work May move in fits and starts

Outcomes
Realistic
Both sides satisfied, win/win situation Usually results from deliberate style

Acceptable
Likely to result from quick style Something is better than nothing Always ask for a better deal

Worst
When youre too stubborn to be flexible Usually from quick style

Outcomes
Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result Think carefully, think creatively, and think ahead

Principles
There are no rules
Establish an agenda

Everything is negotiable Ask for a better deal Be creative Learn to say NO

Are you a Motivated Negotiator?

Enthusiasm
Confidence Engaged

Social Skills
Enjoy people Interest in others

Recognition
Accomplishment Pat on the back

Teamwork
Better as a team Self-control

Integrity
No trickery Trustworthiness

Creativity
Always looking for ways to complete the deal

Negotiation Model
Investigate Presentation Bargaining Agreement

Investigate
What do you want? What does the other side need? Decide on style What are the consequences of each choice.

Presentation
Prepare other sides case Present the reasons for your side better Planning sheet
Issues involved Realistic, possible, worst

The Presentation
Creative title Reduce to must know items Keywords Mini-speeches around keywords Visuals Dont give concessions just to keep things going Make note of concerns and keep going

Bargaining
When in doubt, ask questions! Open questions Reflective questions Tactics

Tactics
Use
Walk out You go first Bad environment Defer to higher authority Not willing to make any changes Silence Good guy/bad buy

Dont use
Emotional outburst Argue special case Pretend ignorance Play for time Nibble and retreat

Agreement
Arrangements should be neutral and comfortable Pay attention to what others say Screen out all visual distractions Ask open ended questions Listen to responses Proactive vs. reactive behavior

A Good Negotiator Is..

Creative Versatile Motivated Has the ability to walk away