Opening%20a%20negotiation:%20language - PowerPoint PPT Presentation

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Opening%20a%20negotiation:%20language

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Title: PowerPoint Presentation Author: Keli Yerian Last modified by: Keli Yerian Created Date: 5/1/2006 4:13:00 AM Document presentation format: On-screen Show – PowerPoint PPT presentation

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Title: Opening%20a%20negotiation:%20language


1
Opening a negotiation language
  • Greetings
  • Introductions, if necessary
  • Small talk, in most cases
  • Getting comfortable, if necessary (drinks,
    sitting down)
  • Transition to negotiation (setting agenda)
  • Establishing positions
  • (establishing good lines of communication)

2
(No Transcript)
3
Interactional Style what is it?
  • A persons habitual, often subconscious, patterns
    of acting and speaking in interaction with other
    people

4
Interactional style dimensions
More indirect style
More direct style
Possible miscommunication
Feels confused, impatient
Feels offended, pushed
5
Interactional style is influenced by
  • Wider culture
  • Community norms
  • Family norms
  • Individual personality
  • Education, school and work
  • Immediate context/situation
  • Mood, health

6
Lets try another dimension of style
  • Find one partner
  • One person in the pair sit with your back to this
    screen (so you cant see it). You will be
    talking about a recent trip you took (for
    vacation or work) for 3 minutes.
  • Other person While your partner is talking,
    MAKE LESS EYE CONTACT than is usual for you.
    Otherwise, try to act normally.

7
Interactional style dimensions
Less eye contact
More eye contact
Possible miscommunication
Feels other doesnt care
Feels other is aggressive
8
Interactional style dimensions
Fewer, shorter pauses Frequent overlap of talk
More, longer pauses Rare overlap of talk
Possible miscommunication
Talks all the time, trying to fill the awkward
silences
Rarely talks cant get a word in edgewise
9
Interactional style dimensions
Information should be volunteered
Ask questions to get information
Possible miscommunication
Asks all the questions, Waits for questions,
feels other doesnt care about him/her
Waits for other to volunteer information feels
interrogated
10
Interactional style dimensions
Less pitch variation
Wide pitch variation
Possible miscommunication
Thinks other is boring, disinterested
Thinks other is overly emotional, excitable
11
Interactional style dimensions
Less use of gesture, body movement
Frequent use of gesture, body movement
Possible miscommunication
Feels other is disinterested, uninspired
Feels other is overly excitable, unprofessional
12
Interactional style dimensions
Softer voice
Louder voice
Possible miscommunication
Feels other is timid, shy, or possibly weak
Feels other is aggressive, annoying
13
Interactional style dimensions
Infrequent backchannels
Frequent backchannels
Possible miscommunication
Feels other is disinterested, or doesnt
understand
Feels other is interrupting, disruptive
14
Interactional style dimensions
Speaks only after thinking
Speaks as part of thinking
Possible miscommunication
Thinks other is too cautious, conservative, not a
quick thinker
Thinks other is too impulsive, not careful, not
trustworthy
15
What can be done? Some options
  • Be aware of possible style differences
  • Dont assume you know the others styles
  • Stay observant in the interaction rather than
    judgmental
  • Try to identify style differences if they occur.
  • Try to adjust your style somewhat
  • Occasionally check in with the others are they
    comfortable with the interaction?
  • Talk explicitly about style differences name
    the problem

16
Be aware of possible style differences
  • Before you begin a negotiation (or any
    interaction with a new person), be aware that
    that person may have different patterns of
    negotiating than you do. These patterns may be
    consciously employed, or subconsciously employed,
    or some mix of each. They may be intended to
    have a negative effect on you, or they may be
    intended to have a positive effect (though the
    actual effect may not match the intended
    effect!). Just being aware of the possibility of
    difference is the first step.

17
Dont make assumptions about the others styles
  • Before you begin a negotiation, find out as much
    as you can about the other parties involved, as
    we discussed regarding preparation. Making
    possible predictions about their behavior is
    helpful, but dont make assumptions about them or
    their styles based on cultural background, for
    example. You may be wrong and caught unawares.

18
Stay observant in the interaction rather than
judgmental
  • During the negotiation, remain aware of the
    process as well as the content of the
    negotiation. What patterns of interaction are
    emerging in the negotiation? Who is talking, not
    talking, what is the body language of everyone
    involved, etc. Ask yourself, how do I feel about
    what is happening, and what can I do about it
    that will be productive to this process?

19
Try to identify specific style differences if
they occur
  • Once you identify differences, they may not
    affect you as negatively.
  • For example, if you find yourself being
    interrupted often, notice this, and think about
    it. The person may be intending to disrupt you,
    or may simply have a style that allows and
    expects interruption. Instead of getting angry
    and/or withdrawing from the interaction, stay
    calm and focused and make sure you return to your
    own points after you are interrupted.

20
Try to adjust your own style somewhat
  • For example, if you find yourself being
    interrupted a lot, another option is to try
    calmly but firmly holding the floor when you are
    interrupted (i.e. dont stop talking), instead of
    instantly relinquishing the floor. Likewise, if
    they are talking a lot, you can try politely
    interrupting them Excuse me, may I just say
    something here. Avoid becoming increasingly
    quiet because you feel overwhelmed or angry.

21
Occasionally check in with the others are they
comfortable with the interaction?
  • (This is particularly important if you are trying
    to establish or maintain a longer-term
    relationship).
  • If you suspect that your style may be dominating
    their style (because they are getting quiet,
    looking frustrated, etc.), you can explicitly ask
    them some questions. E.g.,Are you feeling
    comfortable with this decision? How do you feel
    about these terms? Have you had enough chance to
    discuss your concerns?

22
Talk explicitly about what is happening name
the problem
  • For example, if you find yourself being
    interrupted a lot, try saying, Excuse me, sorry
    to interrupt, but I feel like Im having a hard
    time getting a word in. Could I take a few
    minutes to explain my perspective on this? If
    they are interrupting with no intention of
    disrupting you, then you have just helped to
    raise their awareness of what is happening. If
    they indeed are interrupting you to disrupt you,
    you have just politely asserted your right to not
    be treated this way.
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