The Process of Negotiation

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The Process of Negotiation
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Negotiation is not a transaction

• If you want to negotiate, you must necessarily go
  through a process to follow. There cannot be a
  time limit nor can there be a procedure

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Negotiating Phrases

• I know that you are busy, but the boss would
  like it if.
• There were a few problems last time, so I
  thought we could do this
• This worked well the last time we tried it and
  the situation was very similar
• Think about what to do, but I will need to know
  about it by the end of the day
• I would only ask a friend..
• If we authorize it now, we get a good discount
• I know that you are pretty strong on this
  subject..
• As long as its on time, you do it whichever way
  you prefer
• If you did this part, I could get it finished
  fairly quickly

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Every negotiation is different

• The past has no future

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What are the things to look for in the process?

• Where is the location?
• Where is the venue?
• What time of day or night?
• What information is available?
• What is the seating arrangement?
• How much expertise is available with the
  negotiator?
• What is the admin support you have?

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Stages of Negotiating

• Preparation
• Scene setting
• Stating goals
• Exchanging information facts, responses,
  feelings to ascertain needs and desires
• Exploring conflict and compromises
• Offers and compromises
• Agreements
• Administration

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ZOPA

• This is the zone of possible agreement. It would
  fall somewhere between the respective BATANAs of
  the negotiators

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Focus of Negotiators
Structure/facts
Analysis Focus
Results focus
Assertive
Unassertive
Involvement focus
Stability focus
Variety/emotions
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Characteristics
Structure/ facts

• Results/focus
• Quick decisions
• Active
• Hardheaded
• Structured
• Dislikes wasting time
• In control
• Little small talk

• Analysis Focus
• Slow decisions
• Remuneration
• Gadgets
• Detail, information
• Principles
• Likes calm atmosphere
• Dislikes give and take
• Rigid

Assertive
Unassertive

• Involvement focus
• Quick decisions
• Experiments
• Enjoys influencing
• Shared enthusiasm
• Friendly informal
• Gut feel
• Dislikes detail

• Stability focus
• Relaxed atmosphere
• Dislikes pressure
• Relationships
• Barriers
• Slow to trust
• Habits and routine
• Not keen to change

Variety /emotions
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Vary the style with the person
Structure/facts

• Analysis Focus
• Be detailed
• Give reasons
• Allow time

• Results Focus
• Be concise
• Use key points
• Be positive, not aggressive
• Be businesslike

Assertive
Unassertive

• Involvement Focus
• Be enthusiastic
• Be informal
• Present the facts clearly
• Be interesting
• Appeal to imagination

• Stability Focus
• Develop trust
• Present a clear case
• Go slowly

Variety/ emotions
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Negotiating Weaknesses
Structure/facts

• Analysis Focus
• Can be inflexible
• Dislikes give and take
• Detached

• Results Focus
• Impatient
• Domineering
• Introduces threats
• Rigid
• Win-lose

Assertive
Unassertive

• Involvement Focus
• Convictions override facts
• Can be insensitive ignores others views
• Can be stubborn

• Stability Focus
• Gives in
• Too easily influenced
• Slow to accept change

Variety/emotions
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Common Negotiating Mistakes

• Inadequate preparation
• Not looking for a win-win result
• Not listening
• Pulling rank or browbeating
• Scoring points for personal satisfaction
• Being aggressive
• Arguing
• Ignoring conflict
• Impatience
• Failing to end on a personal note