Conducting the Negotiation

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Conducting the Negotiation

• ISQA 454

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Cultural Issues

• Cialdinis Influence
• Reciprocation
• Commitment/Consistency
• Social Proof
• Liking
• Authority
• Scarcity
• Other Domestic Cultural Issues
• Other Cultures

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What if Youre Stuck?

• Position or Personality?
• Information
• Missing? Incorrect?
• Concentrate on Merits - Not Positions
• Consider a Mediator

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What if Youre Stuck?

• Their Attack
• Forcefully State Their Position
• Attack Your Position
• Attack You
• What if You Attach Back?
• Cialdinis Commitment and Consistency
• What Should You Do?

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What if Youre Stuck?

• DO NOT ATTACK BACK
• Look Behind Their Positions
• Always Ask Why
• Work to Understand Reasons for Their Position
• Assume Their Positions Reflect Genuine Concerns
• Theirs, Their Bosses, Their Organizations

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What if Youre Stuck?

• DO NOT DEFEND YOUR POSITION
• Invite Criticism of Your Position
• Work to Understand Whats Behind Their Objections
• Ask What They Suggest as Improvements

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What if Youre Stuck?

• Call a Time-out
• Recast Your Position With Your New Understanding
• Of Their Positions
• Of Their Objections to Yours
• Reconvene With Reconsiderations
• Ask What They Would Do In Your Position
• When You Ask, Dont Answer, LISTEN!

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What if Youre Stuck?

• Never Forget The Real Goal
• To Forge A Reasonable and Fair Deal
• Not to Get Even
• Remember the Husband, Wife and Architect (One
  Text Procedure)
• Features, not Overall

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Conduct of the Negotiation

• Communication Problems
• Tools and Tactics
• Negotiation Practices
• Negotiation Ethics

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Communication Problems

• Technical Vocabulary
• Judgmental
• Certainty
• Controlling
• Superiority
• Indifference
• Undiplomatic
• Attention Span

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Art of Listening

• Truly Hear
• Understand
• Their Perspective
• Hear What Isnt Said

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Non-Verbal Communication

• Arms Crossed
• Head Position
• Eye Contact
• Squirming
• Facial Expressions
• Others

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Tools and Tactics

• Where and When
• With Whom
• Rehearsal
• Power
• Concessions
• Silence
• Deadlines

• Caucus/Breaks
• Side Bargaining
• Multiple Sessions
• Post Mortem

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Ethics and Negotiation

• People Respond to Fairness
• They Resist Unfair Treatment
• Unethical Behavior Has More Impact Than Ethical
  Behavior - On Both Parties

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Unethical Practices

• Selective Disclosure
• Exaggeration
• Misrepresentation
• Deception
• False Threats
• Price Increases
• Shortages
• False Promises
• Delivery Dates

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Getting to NO

• Unethical Behavior
• Playing Win-Lose
• Walk Away Point
• Doesnt Make Business Sense
• Conflicting Philosophical Goals

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Global Sourcing Communication

• Understanding the True Barriers
• Speaking
• Reading and Writing
• Slang and Colloquialisms
• Two Word Verbs
• Vocabulary
• Conversational
• Business
• Technical

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Global Sourcing Communication

• Translators
• Local
• At Destination
• Types
• Translating Written Materials
• Business Cards and Titles

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International Negotiation

• Age, Gender
• Status, Authority
• Formality
• Numbers and Team Composition
• Professionalism
• Yes and No

• Silence
• Subtleties
• Deadlines
• Cultural Respect
• On Being Alone