Neil Rackham

Markus Ochsenfeld & Patrick Koehler & Marc Pajerols

Background

3 Classes of Negotiation

„Here‘s how I do it“ used by successful negotiators risky guide for would-be negotiators to follow!

Theoretical models, those are idealized, complex and seldom

Laboratory studies, those are short term and contain a degree of artificiality

Neil Rackham

Carried out studies since 1968 Using behaviour analysis methods Allowed direct observation during real

negotiations

To show how a skilled negotiator behaves

The Successful Negotiator

He should be….

rated as effective by both sides

have a track record of significant success

have low incidence of implementation failures

The Research Method

Researchers meet negotiators before negotiation

Negotiator is introduced to actual negotiation Key behaviors are recognized by researcher

during negotiation

How the skilled negotiator plans

Amount of Planing Time

No difference recognized between „skilled“ and „average“ negotiators

In conclusion it is not the amount of planning time that makes for success

Exploration of options

A random group of negotiators were studied to compare the behavior between „skilled“ and „average“ negotiatorsThe skilled negotiator is concerned with a

wider spectrum of outcomes. The average negotiator considers fewer

optionsThe average especially, does not consider

options that might be raised by other party

Common Ground

Both parties concentrate on conflict areas Yet the „skilled“ negotiators gave over 3 times

as much attention to common ground areas than average negotiators

Both focused mostly on the short term aspects

Setting Limits

Average negatiators had fixed limits Skilled negotiators set themselves upper and

lower limitsSkilled therefore more flexible

Defend / Attack Spiral

Negotiation involves conflictNegotiators tend to heated and emotional

Attack by one side result in defence by the other“defending /attacking”

Once initiated this would start a spiral of increasing intensity

Average negotiators utilized three times as much defending / attacking than skilled negotiators

Irritators

Certain words have negligible value and cause irritation.Ex: generous offer.

Negotiators avoid direct insults and unfavourable value judgements.

Conclusion:Positive value judgements for you may imply

negative judgements of the other party.

Counterproposal

One party puts a proposal and the other party immediately responds with a counterproposals.Not effectiveIntroduce aditional option, whole new issueClouds the clarity of negotiationThey are perceived as blocking or disagreeing by

the other party.Not seen as proposals

Behaviour Labeling

Questions as a percentage of all negotiators behavior.

○ How many units are there?○ Can I ask you a question?

How many units are there?

Questions provide data about other party thinking position

Give control over discussion

Acceptable alternatives to direct disagreement

Keep the other party active

Reduce thinking time

Breathing space (own thoughts)

Skilled 21.3

average 9.6