10. Best Practices in Negotiation

10. Best Practices in Negotiation

1. Diagnose Structure of Neg.

   • adopt apropriate strategies
     • accommodating
     • avoidance
     • compromise
   • Integrative ft. distributive
     • strategies/tactics
       • depending on situation
     • both elements
     • using
       • conscious decision
       • transitioning
         • careful
         • impasse
           • confusion

2. Be prepared

   • opening statements
   • Understanding/ Articulate
     • own goals
     • own interests
     • strengths and weaknesses
     • needs
     • situation
     • other party
       • adjust promptly
       • Analyze
   • avoid preplanning
   • setting aspirations
   • broader context
     • forming coalitions
     • existing relationship
     • presence of audiences
     • between teams
     • crosscultural differences
   • before meeting

3. Key Paradoxes

   • 1. Paradox
     • Creating Value
       • collaborative
         • expand resources
         • integrative skills
     • claiming value
       • confrontational
         • distributive skills
     • manage transition
       • overemphasis
       • publicily label
   • 2..Paradox
     • transition
       • intense haggle over financial issues
       • intense debate over deeply held principles
       • right or fair
       • solucion
         • flexible thinking
         • concession
           • both sides
         • adjust
           • assessment
             • new Information
         • thoughtful about distinction
           • core principles
             • issues of principle
               • firmness
             • other issues
               • compromise
               • accommodation
   • 3.. paradox
     • strategy ft. Opportunity
       • Problem
         • sticking in prepared strategy
         • distinguish phantom opportunities
       • new options in process
       • solucion
         • attention
         • Intution
         • breaks
           • consult
             • friend
             • collegue
         • develop capacity
           • recognizing Trojan horses
         • not overcautious
       • Ex. Oppotrunity
         • changes Business Strategy
         • market
         • excess inventory
         • short term cash flow
           • challenge
   • 4. Paradox
     • Honest& Open
       • ft.
         • Closted & Opaque
         • risk
           • other Party
             • take advantage of exposing
           • bad Reputation
             • no creating groundwork
           • solucion
             • buliding trust
               • comfortable
                 • revealing
   • 5. Paradox
     • Distrust
       • ft.
         • Trust
         • risk
           • vulnerable
           • difficulties
             • reaching agreement
         • realizing
           • depending Prozess
             • sharing information
               • reciprocal trust
               • credible disclosure
             • constantly monitor

4. Continue learning from Experience

   • enhance skills
     • read books
     • choach
     • continue practice
     • Analyze
       • review
         • Focus What & Why Questions
   • 3 step process
     • Plan reflection time
     • trainer/ couch lesson
     • personal diary
       • strength & weaknesses
         • Improvingplan
   • epitomize lifelong learning

5. Relativeness Rationality & Fairness

   • question
     • own perception
       • fairness
         • ground clear principles
   • external benmarks
     • suggest fair outcomes
   • situation

6. Savor and Protect Reputition

   • discover
     • seek feedback
       • strengthen credibility
       • trustworthiness marketplace
     • vigilant
   • Enhance
     • honest and fair
       • reasonable
       • principled
     • consistent
       • stable
   • facts
     • important to build
     • easy breakable
     • hard to rebuild
   • types
     • tough but fair
       • push hard for their perspective
         • but rational behavior
     • tough but unhanded
       • verifiy content
       • dirty tricks
       • guarded sharing Information

7. Remember Intangibles

   • discover
     • Questions
       • gentle
       • formal
     • observer/ listener
       • read emotional tone
       • nonverbal communication
       • other perspective
       • refocus
     • changes behavior
     • gathering Information
       • preparing
         • other Party
   • Influence
     • own behavior
     • strong emotions
     • values
   • Examples
     • winning
     • avoiding loss
     • looking tough
     • being fair

8. Manage Coalitions

   • types
     • against you
       • counter influence
         • work consciosly
           • monitor/manage proactivly
             • assess
               • presence
               • strength
                 • capture for benefit
     • support
     • loose, undefined
   • Importance
     • relying
   • divide conquer strategy

9. Willing to walk away

   • outcome
     • valued
     • no poor agreement
   • process
     • comparing
       • target
       • runaway point
         • remind
           • write down
           • communicate to others
       • BATNA
     • reevaluable goals

10. BATNA

    • alternative option
    • Apply in communicating
      • Monitor carefully
        • understand
        • retain comparative advantage
      • remind
        • offered advantages
      • suggest
        • subtle way
          • stressing own strengths
          • highlighting
            • competitors weaknesses
      • respect
        • other Party
          • BATNA
    • impact
      • without
        • lead compromising
      • similiar BATNA
        • less maneuver room
    • Improving
      • long term option
      • aware
        • counterparts BATNA