NEGOTIATIONS

CHAPTER 9Interpersonal Skills in Organizations

“You often get not what you deserve but what you negotiate.”

4 Benefits of Negotiating Skills Which one of the following is not a

benefit?

1. Negotiation helps your career and company too.

2.Negotiation promotes diversity3.Negotiation improves relationships4.Negotiation may prevent future conflict.5.Negotiation reduces litigation (SEE PAGE 174/164)

NEGOTIATING STRATEGIESfind Figure 9-1

INTEGRATIVE STRATEGY

Explain how this is a “WIN-WIN” strategy.

Explain the “preferred supplier” aspect of this strategy. Think “COLLABORATION”

DISTRIBUTIVE STRATEGY

Explain how this is “WIN-LOSE” strategy.

When should I use this strategy? Think “COMPETITION”

THE FIVE STAGES OF NEGOTIATING

FIND THEM IN YOUR TEXT

NEGOTIATION: FIVE STAGES

CLOSURE & IMPLEMENTATION“Get it in WRITING!”

BARGAINING & PROBLEM SOLVING“A GOOD BARGAIN requires an OPEN MIND”

CLARIFYING AND JUSTIFYING“What’s the INTEREST Behind the POSITION?”

DEFINING GROUND RULES“WHERE is the location?”

PREP & PLANNINGHave a PLAN B(atna)!

VERBAL NEGOTIATION SKILLS

VERBAL NEGOTIATION TACTICS

MATCH THIS………

RECOMMENDATION NORMATIVE APPEAL COMMITMENT SELF DISCLOSURE PUNISHMENT COMMAND WARNING THREAT PROMISE

WITH THIS………….

a) I will sell you a kipper if you will sell me a mackerel.

b) You can have all my kippers!

c) I do not sell my kippers to fools!

d) Most people buy my kippers for 50 rials!

e) If you do not like my kippers, I have friends in the Mafia.

NEGOTIATING STRATEGIESMATCH

THIS……………..

SCRIPTING

FRAMING

MANAGING

WITH THIS…………………

a) With this strategy, I need to listen, ask, questions, control my emotions, and practice!

b) With this strategy, I use my imagination to envision how the negotiation will go from both sides, like a movie scene.

c) With this strategy, I anticipate the negotiation outcome by thinking through the issues.

Negotiation questionsSee page 172

MANAGEABLE UNMANAGEABLE

WHY ARE SOME QUESTIONS UNMANAGEABLE?

Why are you so ignorant?

Why won’t you negotiate in good faith?

Can we move along to

something sensible?

Thank you for agreeing– You

do agree, right?

You don’t want to make a deal,

do you?

TIPS FOR NEGOTIATINGWHAT ARE THE GOOD ONES?

Forget about the future, now is what counts

Always use a competitive strategyThe person is the issue and the issue

is the personLet your “gut reaction” be your guideAlways defend your positionNever use a mediator

TIME FOR