the skilled negotiator

14
Lisa Chow Contracts, Procurement, and Negotiation for Project Managers NYU Fall 2014

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Page 1: The Skilled Negotiator

Lisa ChowContracts, Procurement, and Negotiation for

Project ManagersNYU Fall 2014

Page 2: The Skilled Negotiator

Be versatile

Page 3: The Skilled Negotiator

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

Page 4: The Skilled Negotiator

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

Page 5: The Skilled Negotiator

Identify primary claims

Page 6: The Skilled Negotiator

Try all possible options

Page 7: The Skilled Negotiator

Find out your negotiation styles

Page 8: The Skilled Negotiator

Prioritize and negotiate issues

Page 9: The Skilled Negotiator

Persuasion strategies

• Framing

• ACE Model– Appropriateness

– Consistency

– Effectiveness

Page 10: The Skilled Negotiator

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.

Page 11: The Skilled Negotiator

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

Page 12: The Skilled Negotiator

Dealing with deception

Page 13: The Skilled Negotiator

In general, skilled negotiators are…

• More observant

• More versatile

• Confident but not arrogant

• Life-long learners

• Experimenters

Page 14: The Skilled Negotiator

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

you negotiate.” - Chester L. Karrass