the skilled negotiator
TRANSCRIPT
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