Negotiations

Negotiations

1. Key aspects of negotiation

   • Process
   • Set objectives
   • Occurs at all levels
   • interdependent parties
   • build relationships
   • BANTA; WANTA

2. Importance of negotiations

   • Relevance for everyone
     • Job seeking, managing others
   • Helps both parties
     • achieve a workable soluion
     • preserve and improve relationships
   • Reduces stress and frustratuion
   • reduces number of future potential conflicts

3. Interest and positions

   • Why!
     • underlying issue driving negotiations
   • What!
     • a particular expression of interest

4. Forms of Negotiation

   • Distributive
   • Intergrative

5. Impact of Negotiating Style

   • Accommodating
     • Wanting to learn
     • To build future relationships
     • individuals who want to learn and establish relationships will adopt this style
   • Compromising
     • Under time pressure
     • to achieve temporary settlements to complex issues
     • individuals who are eager to close negotiations may adopt this style
   • Competing
     • Quick decisive action is vital
     • On issues vital to company welfare
     • individuals who enjoy competing may adopt this style
   • Avoiding
     • Issue is trivial or more important issues are pressing
     • Disruption outweighs the benefits of solution
     • Individual who do not like confrontation may adopt this style
   • Collaborating
     • Need to find a solution and both sets of concerns are too important to compromise
     • When your objective is to learn
     • To gain commitment by incorporating
     • Individuals who enjoy problem solving and generating creative solutions will adopt this style

6. The Stages of Negotiating

   • Preparation and planning'
     • Evaluate benefits and risks
       • Key elements of preparation
         • The parties involved - may be multiple
         • The relationship between the parties
         • The negotiation style of both parties
         • The interests and positions of both parties
         • The impact of the point being negotiated
   • Defining ground rules
     • Location of the negotiation
     • Parties present
     • timing and length
     • acceptable behaviours
   • Clarifying and Justifying your case
     • Clear statement of purpose
     • Share information
     • Clarify with questions
   • Bargaining and Problem solving
     • Discussing options and working towards solutions
     • Development of creative ideas to benefit all parties
     • make concessions and trade offs
   • Closure and Implementation
     • Agreement has been reached
     • Evaluate outcomes with BANTA and objectives

7. Principles of Successful Negotiation