the skilled negotiator

Lisa ChowContracts, Procurement, and Negotiation for

Project ManagersNYU Fall 2014

Be versatile

Assess interests, concerns, and emotions prior to and during negotiation

Set an agenda

• Setting an agenda is a negotiation in and of itself.

• Process guidelines include: – Who will start

– Order of topics to be addressed

– Time to be allocated to each topic

– Issues that should not be addressed during the negotiation

Identify primary claims

Try all possible options

Find out your negotiation styles

Prioritize and negotiate issues

Persuasion strategies

• Framing

• ACE Model– Appropriateness

– Consistency

– Effectiveness

Losing or Saving Face

• Face - “the positive social value a person effectively claims for himself [or herself] by the line others assume he [or she] has taken during a particular encounter.”

• Whenever possible, negotiators should try to maintain the other side’s face.

• The fear of losing face can be used as a strategy – can be risky.

Power is negotiable

• Static indicators of power: rank, gender, age, reputation, status, intelligence, reputation, appearance, physical size

• Respect > authority

• Perception of power

• Credibility

• Use the power of who you know

Dealing with deception

In general, skilled negotiators are…

• More observant

• More versatile

• Confident but not arrogant

• Life-long learners

• Experimenters

“In business and in life, you don’t get what you deserve, you get what

you negotiate.” - Chester L. Karrass