Negotiation Skills 130406

7/28/2019 Negotiation Skills 130406

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Negotiation Skills


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Objectives:

Understand the basics of negotiation

Better understand how a negotiating session works

and what its key elements are

Understand their own strengths and weakness in

negotiating

Explore how a positive negotiating position will

sustain a positive collaborative atmosphere after

negotiations have concluded

Introduction to Negotiation Skills


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Situations in which concerns of two people appear tobe incompatible.

It begins when two or more parties with different goals

or needs become involved.

It can arise from differences in interests, desires orvalues, or from scarcity of a resource.

Conflict


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1.The time I felt best about dealing with a conflict was

2. When someone disagrees with me about something

important or challenges me in front of others, I usually

3. The most important outcome of conflict is

4. When I confront someone I care about, I

5. I feel most vulnerable during conflict when

6. When someone avoids conflict with me, I

7. My greatest strength in handling conflict is

8. When I was growing up, conflict was

9. My greatest weakness in handling conflict is

Conflict Management


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Positive and Negative Uses of Conflict

Conflict in itself is not bad.

In fact, many good things may come out of

conflict.

The absence of conflict may reflect

underlying problems that are not being

addressed.

Allowed to continue, it could spell major

problems if left unresolved.


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Some Positive Uses of Conflict are:

Forces people to deal with problems rather than avoid

interacting with others

Provides a warning that things are not going well

If it occurs frequently, may highlight something more

serious than previously thought

Makes people more creative since they have to look

for more solution

Sharpens problem solving skills

Appreciation of others point of view

Provides an opportunity for improvement

Positive and Negative Uses of Conflict


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Positive and Negative Uses of Conflict ( cont)

Conflict gives us the opportunity to addressand bring out into the open underlying

issues.

However, there are few people how canhandle conflict in a positive constructive

way.

Too often conflict can harm relationships

through the following:


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Positive and Negative Uses of Conflict (cont)

Some Negative Uses of Conflict are:

Decreased productivity due to constant bickering

Constant conflict may reveal more serious

underlying problems

Constant conflicts may lead to bickering amongstaff resulting in polarizing and formation of

cliques

It can cause undue stress for some people

It can lower morale and hinder team building Excessive consumption of time due to

confrontation

Decision processes disrupted as people are

unsure of themselves


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Conflict can be boiled down into the

following categories:

Facts

Methods

Goals

Values Expectations

Causes of Conflict


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AVOIDANCE

DELAY

CONFRONTATION

COLLABORATION

Strategy for Dealing with Conflict


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AVOIDANCE

When would you want to avoid a conflict? When the issue is trivial

When maintaining the relationship is not a priority, and the

outcome is not a priority as well

When theres no chance of getting what you want

When the potential of damage outweighs the benefits of

resolution

DELAY

When would you want to delay dealing with a conflict?

When you want to give someone time to cool down

When you want to collect information that would help better

identify the problem

Strategy for Dealing with Conflict


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CONFRONTATION

When would you want a confrontation?

When each partys desire to resolve the situation is high - the

problem is deemed important enough for each to invest time,

energy and resources - then confronting the issue is in both

parties interests.

COLLABORATION

When would you want to collaborate?

When both parties concerns are too important to compromise

When one must better understand the point of view of others

When commitment needs to be increased by incorporating

others concerns into a decision

When looking to improve interpersonal relationships

Strategy for Dealing with Conflict (cont)


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Perfect Negotiation

Two brothers were squabbling over some leftover cake.Each boy insisted that he should have the larger slice.Neither one would agree to an even split. Their motherhad the solution.

Negotiation

She suggested that one boy cut the cake any way he liked,and the other boy could choose the piece he wanted.

When working in teams, differences in vieware bound to arise.

When handled inappropriately, suchdifferences could result in unproductive

conflict at the workplace.

Negotiation skills are thus important as one

possibility for settling disagreements.


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Definition of Negotiation:

To come to agreement with someone with whom you haveshared and opposing interests

Negotiation is a major form of communication for humans. We

negotiate with nearly everyone with whom we have shared

interests our families, friends, suppliers, bosses, and

colleagues.

Negotiation skills include:

Satisfying needs, wants and desires

Focusing on interests not positions, Techniques for separating people from the problem,

Insisting on the use of objective criteria.

It also relies on a sound base of interpersonal skills and

understanding of the approach demanded by the circumstances.

Negotiation (cont)


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What are the things that we negotiate at home or

work?

What are the benefits of Effective Negotiation?

Negotiation Process

Determine the degree of seriousness

Identify the organisational and individual self interest

Establish mutually acceptable negotiating guidelines

Establish ground rules

Negotiation (cont)


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When looking to assess negotiation approaches for resolving

conflict, it is important to understand the differences betweencontact and contract. This difference is explained from a

Gestalt psychology perspective.

Contactinvolves an aggressive response to something of

interest. It is knowing what is possible, not necessarily

achieving what is desired (Nevis, Gestalt Institute of

Cleveland). Contact is just that making contact with

something, to explore it and understand it, or to make it a figure

as opposed to ground.

Contract, on the other hand is two parties coming together and

agreeing on terms of an outcome, including what each party is

responsible for and a schedule of what will be accomplished by

when.

Contract versus Contact Negotiation


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Nierenberg Need Theory of Negotiation:

Needs and their satisfaction are the common denominator in

negotiation

If people had no unsatisfied needs, they would never negotiate

Requires two parties, motivated by needs, to start a negotiation

Negotiation presupposes that both sides want something;

otherwise they would turn a deaf ear to each others demands

and there would be no bargaining

This is true, even if the need is to maintain the status quo

Need Theory of Negotiation


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Needs, Wants and Desires in Negotiation

Our

Desires

Our Needs

Our Wants

Negotiation = Closing The Gap

Their

Desires

Their Needs

Their Wants

Their NeedsOur Needs

Our Wants

Our

DesiresTheir

Desires

Their Wants

Gap = NotMeeting

Needs,

Wants &

Desires


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Interests define the problem. Interests are what you

really want. A position is a stand that you take, and

usually dont budge from. Positions frequently get in the

way of finding a solution to meet both parties interests

and needs.Roger Fisher

Focus on Interests Not Position


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Interpersonal skills are very important innegotiation because conflicting positions

deteriorate into personality conflicts.

Personality conflict is where one or both

parties feel that other does not value them,

trust them or respect them.

To overcome, or prevent, a personality

conflict requires self-confidence, disciplineand skills.

Some of the skills involved are Perception,

Emotion and Communication

Complexities of People Problems


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Perceptionis when you:

Put yourself in their shoes

Dont deduce their intentions from your fears

Dont blame them for your problem

Discuss each others perceptions

Face-saving: Make your proposals consistent with

their values

Complexities of People Problems (cont)


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Emotionis:

Recognising and understanding emotions - theirs

and yours

Acknowledging them as legitimate

Allowing the other side to let off steam

Not reacting to emotional outbursts



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Communication is:

Active listening, acknowledging what is being said

Speaking to be understood

Speaking about yourself not them

Building a working relationship

Facing the problem not the people



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1. Ensure that all topics that you wish to have

discussed are covered and dealt with to your

satisfaction.

2. Ensure either that those points which you do

not wish to have raised are not raised or, ifthey are, that you can suitably counter them.

3. Ascertain what it is that your opponent is

hoping to obtain from the discussion. Just

as you evaluated your own, you should

assess your opponents needs, wants and

desires.

Key Objectives in Negotiation


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4.Ensure that your own preferred strategy is

followed during all the preliminary stages andwhen you face your opponent across the table. How you wish to approach the negotiation

Sequence in which you wish to pursue the various

points What you will do if you are diverted from your

preferred approach

How you will handle the difficulties which will be

raised The concessions you have to offer

The concessions you will be seeking

Who on your team will do what and when

Key Objectives in Negotiation


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5. Ensure that you must seek to achieve: All of the yourNeeds Most of the yourWants

Some of the yourDesires

During negotiation: Needs are usually fixed The worst position to which I am

willing to be pushed and which I will accept.

Wants may shift as negotiation progresses The positionwhich I believe to represent a reasonable expression of my

expectations from this negotiation and which I fully expect toachieve if I handle it correctly and with due skill.

Desires tend to be flexible The position which I hope toachieve if everything that I have not thought of falls in my

favour

Key Objectives in Negotiation (cont)


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How did you rate yourself on the following

successful traits of a negotiator?

1. Planning skills2. Verbal ability

3. Ability to think under stress

4. Practical or street intelligence

5. Personal integrity6. Knowledge of yourself

7. Ability to perceive and exploit power

Self Assessment

Personal Negotiation Skills


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A conflict I am currently experiencing:

If I were to sit down with the other party for a negotiation, guidelinesI would want to agree to are:My Interests Other Partys Interests

My BATNA:

My Min/Max Position

My best estimate of the other partys min/max positionMy negotiation strategy will be:

Negotiation Activity


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Evaluation of Negotiation Skills

Technique Used Yes No Reason

1. Perception

2. Handling Emotion

3. Communication

4. Planning Skills

5. Ability to think under stress

6. Verbal Ability

7. Practical Intelligence (street

wise or world wise)

8. Personal Integrity

9. Knowledge of yourself

10. Ability to perceive and project

power

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Negotiation Skills 130406

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