Negotiation Skills Principles for Success

1
Negotiation SkillsPrinciples for Success

• Robert W. Strauss, M.D., FACEP
• SAEM 2007 Annual Meeting
• May 17, 2007 - Chicago

2
Handout Chapter

• Presentation Slides 1 47
• Chapter Negotiating (Provided on-site)
• Components of Successful Negotiating 271 278
• Critical Aspects of Negotiation 278 280
• Negotiating Ploys 282 284
• References 284
• Negotiation Exercise (Provided on-site)

3
Objectives

• Describe 4 components of successful negotiation
• Develop a successful negotiating strategy
• Define an appropriate starting point
• Use concession behavior effectively
• Explain approaches to negotiation hurdles by
• Using the Theory of Yes
• Recognize ploys and break deadlocks
• Describe Principled Negotiation
• Through a skills session, learn how to apply
  successful negotiating techniques

4
Do you consider yourself a negotiator?
5
Everything we want is under the control of
someone else.

• Roger Dawson

6
The first offer is never the final offer.

• Edward Levin

7
Successful negotiation is a mutually acceptable
resolution of a conflict.
8
Negotiation is Distasteful

• To some because
• The Tijuana Syndrome Haggling that cheapens
  all involved.
• The International Treaty An expertise
  unobtainable by a mere amateur.
• It involves a potential NO!

9
Our children our among the best negotiators
because they intuitively understand that
Negotiation is Knowing and Caring about
what you want!
10
Components of Success

• Attitude
• Information
• Time
• Power
• and

11
Planning(Among Inexperienced)

• 90 of planning occurs just before the
  negotiation . . .
• 10 occurs afterwards!

12
AttitudeWinning doesnt necessarily require
overcoming an opponent, so when trying to
influence people, create trust

• Become an active listener
• Talk less then they do
• Hear their goals and aspirations
• Avoid emotional negotiations

13
We will bury you!

• Nakita Khrushchev

14
Information AspirationFacts are a stupid
thing!

• Ronald Reagan

15
I worked for a menials hire, only to learn
dismayed, that any wage Id asked of life,life
would have paid.

• Jessie B. Rittenhouse

16
People who expect more, earn more.

• Dean Fouraker

17
Paradox of LOFTY Goals Win
MoreSimultaneously Lose More
18
How do you respond to

• NO!!

19
A Study of the Relationship of Negotiator Skill
and Power as Determinants of Negotiation Outcome.

• Chester Karass

20
Chester Karass

• Higher aspirations lead to higher awards
• Negotiators project their own aspirations

21
Fair and reasonable to Me are Not necessarily
fair and reasonable to You______________________
________________________ He is well paid, who
is well satisfied.
William Shakespeare
22
Time / Deadline

• Greatest concessions occur at the last minute
  and
• Easy settlements dont achieve the greatest
  concessions.
• What happens if you go beyond the deadline?

23
D E A D L I N E Determine

• Their deadline.
• Is yours real?
• Can it be extended?

24
Power / Control

• Most people believe,
• the other side has more.

25
The dumber one appears to be, the more relaxed
and vulnerable the other side will be. Roger
Dawson
26
COLUMBO Principle

• Weak Strong
• Dumb Smart

27
The Power of

• Competition
• Legitimacy
• Expertise
• Limited Authority

28
CompetitionSolutions

• If you are one of several options, they compete
  for you.
• If you appear desperate,
• you compete for them.

29
CompetitionSolutions

• Gain information
• Describe your uniqueness
• Develop your own options

30
Power ofExpertise

• Establish your background and credentials early,
  when they are most likely to be accepted as fact.

31
ExpertiseSolutions

• Healthy disrespect for expertise
• Use their expert to help you
• Establish your expertise early

32
(No Transcript)
33
Limited AuthoritySolutions

• Establish authority early
• Play on pride
• Gain commitment
• Invent your own authority

34
Negotiations

• How Do You
• Start
• Concede
• Overcome Obstacles

35
(No Transcript)
36
Hovelands Experiment A, B, . . . . . . . . .
X, Y, Z
37
Creating Vision (RS)If you want to move
people along a continuum, youve got to show
them what is beyond where you want them to go.
38
Karass on Concessions

• Winners
• Small Concessions
• Last Concessions
• Decrease toward deadline

• Losers
• Large Concessions
• First Concessions
• Increase at deadline

39
TheINCREMENTAL NATUREofCONCESSIONS
40
Concede Slowlyand ask forSomething in Return
41
The Too Easy Win

• I could have done better
• Is there something wrong
• I dont trust them

42
The Theory of Yes Just say YES

• Definitely Not
• Nancy Reagan

43
Negotiating Ploys The greatest cunning is
to have none at all.

• Carl Sandburg

44
Negotiating Ploys

• Bait and Switch
• Good Guy / Bad Guy
• Higher Authority
• Funny Money
• False Reluctance

• End Run
• Puppy Dog
• Nibble
• Abuse
• Flinch

45
Focus on issues,not positions Getting to
Yes Fisher and Ury
46
Satisfaction is not necessarily linked to
Outcome.
47
Michael, I am more proud of how you handle your
success than I am of your success.

• Kirk Douglas