Organizational Skills Negotiation

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Organizational SkillsNegotiation

• David L. Page
• ECE 400
• The University of Tennessee
• November 21, 2005

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Negotiation Skills

• Definition Negotiating helps people reach
  decisions jointly in a civilized way.
• Goals What do you want to get out of the
  negotiation? What do you expect the other person
  to want?
• Trading What do you and the other person have
  that you can trade? What do you and the other
  person have that the other might want? What might
  you each be prepared to give away?
• Alternatives If you dont reach agreement with
  him or her, what alternatives do you have? Are
  these good or bad alternatives? How much does it
  matter if you do not reach agreement? Does
  failure to reach an agreement cut you out of
  future opportunities? What alternatives might the
  other person have?
• The relationship What is the history of the
  relationship? Could or should this history impact
  the negotiation? Will there be any hidden issues
  that may influence the negotiation? How will you
  handle these?
• Expected outcomes What outcome will people be
  expecting from this negotiation? What has the
  outcome been in the past, and what precedents
  have been set?
• The consequences What are the consequences for
  you of winning or losing this negotiation? What
  are the consequences for the other person?
• Power Who has what power in the relationship?
  Who controls resources? Who stands to lose the
  most if agreement isnt reached? What power does
  the other person have to deliver what you hope
  for?
• Possible solutions Based on all of the
  considerations, what possible compromises might
  there be?

www.mindtools.com
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Homework

• Read the following four articles
• S. P. Cohen, Negotiation is not a competitive
  sport. ece400-negot1.pdf
• Focusing on interests rather positions in
  conflict resolution. ece400-negot2.pdf
• How to fight fires without burning bridges.
  ece400-negot3.pdf
• Deal and Communicate Effectively.
  ece400-negot3.pdf
• As a team, submit a one-page report that
  discusses a negotiation session of your team
  during the semester.
• Define the situation
• What was the outcome?
• Based on the above articles, what would you do
  differently? What would you do the same?