amechi akpom, contract and grant administrator sara judd, director university of southern california...
Post on 22-Dec-2015
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Amechi Akpom, Contract and Grant AdministratorSara Judd, Director
University of Southern California
The Art of Negotiation:
Training the non-negotiator to negotiate
Why bother?
What’s in it for me/them/the institution? Mitigates risk exposure for University through better
language in your agreements It’s a wise investment
Builds capacity in your office
Builds a valuable resource infrastructure
Payoff = Significant reduction in negotiation times & staff effort
Examples: Master agreements and templates Streamlines negotiations
Getting to Yes…Getting to Yes…
How Do We Get There?How Do We Get There?
How do we teach others to get there?How do we teach others to get there?
Knowledge Of the project Of the appropriate laws, regulations, policies Of what we can and cannot do
Attitude Open mind Tact Patience Sense of humor
Skills/tools Identify and anticipate issues Prepare and implement a solid game plan Communicate well
Articulate your position persuasively Build rapport/teambuild Problem-solve
What do you need to know/have to do this “negotiation” thing, anyway?
What is your role as the trainer/mentor?
Teach the fundamental concepts The “why’s” Why teach the why’s?
Teach that it’s actually “okay” to negotiate with anyone…
Teach how to analyze
Teach where to go for what
Teach preparation Approach, strategery and teambuilding
Strategery
Regs
What is your role as the trainer/mentor? (cont’d)
Provide tools/resources
Teach how to use tools/resources
BE a resource Advise, provide feedback
Teach what works
Be supportive and encouraging
Create an environment that engenders “fearless” negotiators
Reinforce concepts and implementation
Celebrate successes
Referrals
Strategery
Regs
Issues to understand
Negotiating can be scary
Not everyone likes to negotiate
Not everyone thinks that they can negotiate well They think that the “strategery” only works for you
A lack of knowledge increases stress, procrastination and length of negotiation time
Negotiation involves a personal style, and everyone needs to develop their own
Learning to negotiate well takes time
Show and tell is not just for grade school Adult learning requires engagement and incorporation of
different learning tools and circumstances
Teaching the right perspective
Negotiation IS NOT: Mutual sacrifice in order to secure an agreement Giving in Trying to win an argument Gamesmanship
Negotiation IS: Problem solving Finding a formula that will maximize the goals of
both parties Teambuilding
The training plan
The Goal: Foster independent negotiators
The 5 stages: Tigers: Provide foundational information Wolves: Review everything together Bears: Mentor takes the lead on negotiations, Bears sit in Webelos: Webelos take the lead on negotiations, mentors sit in Eagle Scouts: Independent negotiators only needing assistance with very
complex issues
*transition time between stages depends on the person - everyone’s different
The training plan – where to start?
“Basic Training” Start with the foundational concepts re: big issues, i.e., who we
are and why we care about IP, Publication, confidentiality, etc. Utilize formal and informal training opportunities
Incorporate real language and examples into teaching scenarios
Take every opportunity to confirm understanding
Provide ideal, specific rationale language
Show and tell isn’t just for elementary school anymore The value of seeing/hearing a real life negotiation
Negotiation “before” and “after” discussions
Rinse and repeat
What tools do you need to maximize training?
Training plan that outlines expectations
Formal and informal training opportunities
Resources Laws, regulations, policies, procedures
Language and rationale library
Contract checklist
Agreements Template, master, previous
The “let’s call them right now” attitude
*Oh no! I don’t have all of this information completed yet!
Strategery
Regs
Agreement Review: The ApproachAgreement Review: The ApproachRReview the agreement and understand the projecteview the agreement and understand the project
Do your homeworkDo your homework What are the critical questions to askWhat are the critical questions to ask
IIsolate the issuessolate the issuesCCompare with standard language and principlesompare with standard language and principles
Have we negotiated with the sponsor before?Have we negotiated with the sponsor before?Check:Check:
Institutional data sourcesInstitutional data sources Other Administrators, campus, mgmntOther Administrators, campus, mgmnt Other educational institutionsOther educational institutions
Other resourcesOther resourcesStandards for clauses (your training materials and the rationale library)Standards for clauses (your training materials and the rationale library)Institutional standard research agreementInstitutional standard research agreementPrevious agreements that you have negotiated with good languagePrevious agreements that you have negotiated with good language
Develop analysis and Develop analysis and RRationaleationaleOffer to draft Offer to draft llanguage/propose alternate languageanguage/propose alternate language
Redline the documentRedline the document Draft rationaleDraft rationale
NNegotiateegotiateDDocument the fileocument the fileRemember “Every Good Boy Does Fine”….Remember “Every Good Boy Does Fine”….RICRLNDRICRLND
Agreement review…breakin’ it down
A 5 step process: Step 1: Review and scribble
Encourage them to take a stab at it….even if they don’t know Step 2: Discuss
Provide the why’s and why not’s (rationale) Step 3: Redline & rationale
Review prior to sending Step 4: Review response from other party
Discuss strategery Step 5: Sit in on phone negotiations Step 6: Role play
Provide specific feedback on the “how’s” of presenting Step 7: Transition to lead negotiations
No, it’s not a typo…
Teaching STRATEGERY…
Teaching Strategery (cont’d)Teach how to determine the best mode of communication
Email or telephonePros & cons of each
Criteria to consider
Teach how to develop a rapport/teambuild and why it’s important
Teach how to set up a “yes”
Teach how to overcome objections
Role play
Teaching Strategery (cont’d)Teach how to drive without actually being at the wheel
Need to know your destination to frame conversation Explain the why’s persuasively Help me understand… The good news is…
Teach the effectiveness of utilizing extreme examples Real life is always better than fiction
Teach the value of positive It’s all how you say it
Live observations Teach how to think on your feet Hear it over and over Teach segues
Teaching Strategery (cont’d)
Teach how to get unstuck
Teach to ask for help
Ready, Set, Go…Ready, Set, Go…
Questions???Questions???
Answers???Answers???
Jokes???Jokes???