NegotiationIts value in a changing world

Negotiation

• The preeminent form of making decisions.

Leadership and Management

• As the world changes, negotiation is becoming the primary form of decision-making.– John Naisbitt and

Patricia Aburdene– Co-authors of

Megatrends 2000

Management & Leadership

• Communicate– Vision– Mission

• Decision Making– Buy in – Commitment

• Negotiate

Decision Structure

Old• Patriarchy• Centralized• Autocracy• Hierarchy• Dictate

New• Equality• De-centralized• Autonomy• Flat/Networks• Negotiate

People Skills

Problem Solving/Avoiding

Iterative

Buy in

Common Interests

BATNA

Domains

• Family• Work– Transactions– Deal making– M&A

• Politics• Law and legal disputes • Trade• International Relations• Diplomacy

Hierarchy

• Top down decision making

• Boss dictates• Rule based• Managing:– Up– Down– Laterally

Networked

• Cooperation• Buy in• Management by

agreement• Managing:– Up– Down– Laterally

• Vision/Mission• Negotiation

It is a question of Power

• And influence• From your perspective,

in your life situations and encounters: how do you meet your needs and self interests and those you are aligned with– Family– Friends – Company

Past life

• In a past life I must have been a king, because I like it when people do as I say and want.

• Hierarchical approach

We are all Negotiators

• Sell or buy:– a bicycle– Apartment

• Where to go:– to dinner– Vacation

• What movie to watch• Salary

Global

Pick a Negotiation

• From history• From current events• Business• International relations• Trade• Arbitrated• Legal• UN WTO

Analyze

• Expand the options• Might there be a better

agreement that was not explored or achieved?

• Zero Sum Games

Explore & Expand Options

• All ships rise on a rising tide

• Slices of a bigger pie• What are the interests

of both sides?

John Cousins

jjcousins@gmail.com@jjcousins