Negotiation Success Factors

1
Negotiation Success Factors
Lisa J. Downs

• American Society for Training Development

2
Defining Success

• It is important to have measures of success to
  know if your approach to negotiation is
  effective.
• Negotiating goals should be in alignment with
  those of the organization.
• Ask, What does success look like?

3
Success Factors

• BATNA Has the deal been measured against the
  best alternative to a negotiated agreement?
• Relationship Did the negotiation result in both
  parties being interested in working together
  again in the future?

Source Watkins, Michael. Negotiation. Boston
Harvard Business School Press, 2003.
4
Success Factors

• Options Have you looked for innovative and
  effective solutions with mutual benefit?
• Interests Are all interests satisfied to an
  acceptable level as a result of the deal?

Source Watkins, Michael. Negotiation. Boston
Harvard Business School Press, 2003.
5
Success Factors

• Criteria Did we use objective, agreed-upon
  criteria to select an option?
• Communication Did the negotiations create an
  environment of open, respectful communication?

Source Watkins, Michael. Negotiation. Boston
Harvard Business School Press, 2003.
6
Success Factors

• Commitment Is a realistic, workable plan in
  place, with agreement from all parties?
• Experience Did the overall experience improve
  negotiation skills and lead to the desire to
  engage in future negotiations?

Source Watkins, Michael. Negotiation. Boston
Harvard Business School Press, 2003.
7
Effective Negotiators

• Support the goals of the organization during the
  negotiation.
• Prepare before and during the negotiation
  process.
• Recognize potential obstacles and find ways
  around them.

8
Effective Negotiators

• Learn more about the other sides interests and
  issues during the negotiation.
• Help the other side investigate interests and
  approach issues with creativity.

9
Effective Negotiators

• Build relationships and earn support from others.
• Are trustworthy, ethical, and reliable.
• Keep the negotiation about the issues and not
  about the people.

10
Setting Negotiation Goals

• Always enter a negotiation situation with
  specific goals.
• Think about what you really wantwhat is most
  important.
• Set a realistic target.

11
Setting Negotiation Goals

• Be specific use numbers and measures as much as
  possible.
• Commit to the goal by sharing it with others and
  making it available in printed form.
• Take the goal with you into negotiation
  conversations.

12
Keep in Mind

• Continuous improvement and goal achievement can
  also be important negotiation success factors.
• Documenting and revisiting lessons learned will
  help with future negotiations.
• Clear expectations are the foundation for many
  negotiations.