Negotiation Skills

1
Negotiation Skills

• Scott D. LeDuc
• ATT Local Network Services

2
Negotiation Defined

• Back-and-forth communication to reach agreement,
  when some interests are shared and some are
  opposed.

3
Changing the Game
Principled Negotiation
4
Principled Negotiation Strategy

• 1. Separate the People from the problem.
• 2. Focus on Interests behind positions.
• 3. Invent Options for mutual gain.
• 4. Insist on using Independent Standards.
• 5. Develop your BATNA.

5
Separate the People from the problem

• Perceptions
• Emotions
• Communications

6
Handling Perception Problems
7
Handling Emotions
8
Communicating Effectively
9
Focus on Interests behind positions

• Interest a concern, aspiration, or fear that
  motivates a person to take a position.

Types of Interests
10
Questions To Uncover Interests

• Why is this important to you?
• What concerns do you have?
• Whats the real problem?
• Why not this?. . .

11
Inventing Options for mutual gain

• Option

12
Successful Inventing of Options

• Invent before you judge.
• Invent a wide range of options.
• Involve others.
• Dont let past success get in your way.
• Dont assume a fixed pie.

13
Insist on using Independent Standards

• Standard

• When using Standards

14
Examples of Independent Standards

• Market value.
• Competitive offerings.
• Tradition/Equal treatment.
• Laws.
• Reciprocity.
• Seniority.
• Split the difference.

15
Develop your BATNA

• BATNA

When developing your BATNA
16
Contact information

• Scott LeDuc

Office number (407)
563-1653 e-mail leduc_at_att.com