Negotiation

Creative Negotiating, Stephen Kozicki, Adams Press, 1998

“Negotiation is the art of reaching an agreement by resolving differences through creativity”

Negotiating Process

Style

Outcome

Principles

Style

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

compromise

Quick Style

Negotiate in a hurryUse when you won’t negotiate

with these people again Get the best deal without regard

to the other side’s “win”

Deliberate StyleUse when long

term relationship likely

Involves cooperation and relationship building to reach agreement

Needs much prep, hard work

May move in fits and starts

OutcomesRealistic

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 you’re 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

agendaEverything is

negotiableAsk for a better

dealBe creative Learn to say

“NO” yourself

Are you a Motivated Negotiator?

Enthusiasm Confidence Engaged

Recognition Accomplishme

nt Pat on the

backIntegrity

No trickery Trustworthines

s

Social Skills Enjoy people Interest in others

Teamwork Better as a team Self-control

Creativity Always looking

for ways to complete the deal

Negotiation Model

InvestigatePresentationBargainingAgreement

Investigate

What do you want?

What does the other side need?

Decide on styleWhat are the

consequences of each choice.

Presentation

Prepare other side’s case

Present the reasons for your side better

Planning sheet Issues involved Realistic,

possible, worst

“The” Presentation

Creative titleReduce to “must

know” itemsKeywordsMini-speeches

around keywords

Visuals

Don’t 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

Don’t use Emotional

outburst Argue special

case Pretend

ignorance Play for time Nibble and

retreat

“You go first” Bad environment Defer to higher

authority Not willing to

make any changes

Silence Good guy/bad

buy

Agreement

Arrangements should be neutral and comfortable

Pay attention to what others say

Screen out all visual distractions

Ask open ended questionsListen to responsesProactive vs. reactive

behavior

A Good Negotiator Is..

CreativeVersatileMotivated Has the

ability to walk away