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NEGOTIATION

MANAGING NEGOTIATON TEAM

INTEREST-BASED NEGOTIATION

NEGOTIATORS

Types

-Analytical: Methodical, rational.

-Amiable: Concerned about relationships.

-Extrovert: Tend to form ideas and opinions through interaction with others.

-Introvert: Prefer working and thinking alone.

-Pragmatic: Entrepreneurial and efficiency-oriented.

Features good Negotiator

-Good at listening and observing.

-Understand body language.

-Open, flexible and firm.

-Patient, fresh and mature.

Control his emotions.

-Leadership qualities.

-Know relevant information: Goals and objectives.

-Able to handle situations.

-Ability to think clearly and quickly under pressure.

-Analytical and problem-solving skills.

-Understand the stages of the process.

How to manage?

-Aligning your team’s own interests: Plot out the conflicts, mediate conflicts of interest, persuade with data.

-Implementing a shared strategy: Simulate a negotiation, assign roles, establish a coomunication plan.

-Ask for what you want.

-Shut up and listen.

-Do your homework.

-Always be willing to walk away.

-Don't be in a hurry.

-Aim high and expect the best outcome.

-Focus on the other side's pressure, not yours.

-Show the other person how their needs will be met.

-Don't give anything away without getting something in return.

-Don't take the other person's behavior personally.

Best practices

Negotiation is not a zero-sum game.

MAJOR CHANGES

Relationship-based process that emphasizes empathy and cooperation.