Best practices in negotiation

Best practices in negotiation

1. Negotiation

   • Is
     • An opportunity to negotiate surround us
     • A skill that involves
       • Analysis and communication

2. There are 10 best practices in negotiation

   • 1.-Be prepared
     • Negotiators who are better prepared have advantages like
       • Ability to analyze the other party´s offers
       • Understand the nuances of the concession- making process
       • Achive their negotiation goals
     • Means
       • Setting aspiration for negotiation that are high but achievable
   • 2.-Diagnose the fundamental structure of the negotiation
     • Should make a decision if they are facing
       • Distributive negotiation
         • After this they should
           • Choose their strategies and tactics
       • Integrative negotiation
     • May be appropriate strategies
       • Accommodation
       • Avoidance
       • Compromise
   • 3.-Identify and work the BATNA
     • What is BATNA
       • Best Alternative To a Negotiated Agreement
         • Is
           • The alternative available in an agreement is no reached
         • Without a strong BATNA
           • May find it difficult to achieve a good agreement
         • 3 things negotiators should do with respect negotiators BATNA
           • Monitor ir carefully
           • Remind your advantages
           • Suggest his or her BATNA is not strong in subtle way
   • 4.- Be willing to walk away
     • Strong negotiators remember
       • Walk away if no agreement is better than poor agreement
     • Negotiators main goal
       • achieving a valued outcome
         • Remember
   • 6.-Remember the intangibles
     • Intangibles
       • Affect negotiation in negative way
       • Include
         • winning, avoiding lose, looking tough, not looking weak, being fair
       • A way to identify the existence
         • "See what is not there"
         • Ask questions
   • 7.- Actively manage coalitions
     • Coalitions
       • Can have significants effects on the negotiation
       • 3 Types
         • Coalitions against you
           • Extremely challenging task
         • Coalitions that support you
         • Loose
       • Ocurre in many formal negotiations
   • 5.-Master the key paradoxes of negotiation
     • Negotiation embodies 5 paradoxes
       • 1) Claiming value vs creating value
         • Claiming value
           • Parties decide who gets how much of whats
             • Distributive skills
         • Creating value
           • Parties work together to expand the resources
             • Integrative skills
       • 2) Sticking by your principles vs being resilient to the flow
         • Requires
           • Flexible thinking
           • Understanding
             • TO
               • Achieve any deal
       • 3) Sticking with the strategy vs opportunistic pursuit of new options
         • Make differences between
           • Phantom opportunities
           • Real opportunities
             • TO
               • Get the best strategy
         • Strong preparation
       • 4) Honest and open vs closed and opaque
         • Completely open
           • Expose theme selves to risk
             • Challenge
               • Deciding how much information to reveal and how much to conceal
         • Completely closed
           • Negative effect on your reputation
       • 5) Trust vs Distrust
         • Negotiators who
           • Believe everything
             • Vulnerable to being taken advantage
           • Believe anything
             • Difficult to reach an agreement
   • 8.- Savor and protect your reputation
     • Good reputation
       • Is
         • Esencial in negotiation
         • Important to build, easy to break and hard to rebuilt
     • Bad reputation
       • difficult time negotiation
   • 9.- Remember that rationality and fairness are relative
     • Negotiators can do 3 things to manage this perceptions
       • Question their own perceptions
       • Find external benchmark that suggest fair outcomes
       • Illuminate definitions and engage in a dialogue
   • 10.- Continue to learn from the experience
     • Practice and experience
       • Are
         • ESENCIAL
     • Negotiations
       • You will never see two identical negotiations
       • Is important
         • Analyze each negotiation after it has concluded