© 2010 Jones and Bartlett Publishers, LLC

Umiker's Management Skills for the New Health

Care Supervisor, Fifth Edition

Charles McConnell

© 2010 Jones and Bartlett Publishers, LLC

Chapter 36

Negotiating SkillsNegotiating Skills

© 2010 Jones and Bartlett Publishers, LLC

Effective Leaders

A characteristic of effective leaders

is that they are persuasive

negotiators who obtain commitment

rather than obedience from their

people.

© 2010 Jones and Bartlett Publishers, LLC

Basic Forms of Negotiation

The power-play or “gotcha” approach

People who play this game may have

prestigious titles, powerful friends, or

weighty professional expertise. Many

such people consider it naive to believe

that cooperation works; they believe that

their way is best.

© 2010 Jones and Bartlett Publishers, LLC

Coping with Power Plays

Develop a thick skin. Do not take the

nasty things you hear personally.

Don’t be intimidated; be assertive.

Request a third-party mediator.

Respond to threats with “Why would

you want to do that?”

© 2010 Jones and Bartlett Publishers, LLC

Basic Forms of Negotiation

The haggling approach

Hagglers ask for more than they expect

to get and promise more than they will

deliver. They offer options that are only

favorable to them. Don’t get drawn into

this kind of negotiation.

© 2010 Jones and Bartlett Publishers, LLC

Basic Forms of Negotiation

The high-low-dollar approach

A game where sellers quote more than they

expect to get and buyers respond with less

than they expect to pay. If you are the

buyer and have done your homework, avoid

the high-low-dollar game and make one

honest offer and stick to it.

© 2010 Jones and Bartlett Publishers, LLC

Basic Forms of Negotiation

Collaboration or value adding

Most likely to result in win-win outcomes.

You achieve your goals while helping

others achieve theirs. Negotiators add

value rather than seeking concessions

from each other.

© 2010 Jones and Bartlett Publishers, LLC

Preparing for Negotiation

Assemble your wish list Collect data Organize your approach

Sketch out the options you can offer.Prepare your opening remarks.Ready your arguments. Role-play what you plan to say or

offer. Choose the best time and place.

© 2010 Jones and Bartlett Publishers, LLC

Major Steps in Negotiation

Clarify interests. Focus initially on points of agreement. Formulate possible options. Agree on the best option. Be prepared to encounter an impasse. Perfect the deal, Wrap it up.

© 2010 Jones and Bartlett Publishers, LLC

Barriers to Successful Negotiation

• Fear

• Secrecy

• Ultimatums and deadlines

• Anger, guilt, ridicule, or tears

• The team approach

• Reliance on data

• Delaying tactics

© 2010 Jones and Bartlett Publishers, LLC

Negotiating With Your Boss

Sometimes your boss may reject

something you feel strongly about. After

the first rebuff, try a second verbal

approach at a better time or place and

bring more information with you. If that

attempt stalls, put your request in

writing.

© 2010 Jones and Bartlett Publishers, LLC

Negotiating With Your Boss

If nothing reasonable has worked,

you must decide whether the

matter is important enough to

challenge your boss and possibly to

risk your career.