BEST PRACTICES IN NEGOTIATION

BEST PRACTICES IN NEGOTIATION

1. be prepared

   • negotiators needs to prepare properly for their negotiation
     • doesn't need
       • to be a time consuming activity
         • but
           • negotiators who are better prepared have advantage
       • to overplan negotation or tactics
         • better
           • adjust promptly and effectevly as negotiation proceeds
     • means
       • understanding one's own goals
       • understanding interests
       • being ready to other party's communication
       • find agreement that meets both needs parties
       • set aspirations high but achievable
         • in order
           • to get an optimal agreement
           • if you set aspirations low, you probably won't sucess

2. make conscious decision

   • according
     • if facing a fundamentally distributive negotiation
     • an integrative negotation
       • choose
         • strategies and tactcis accordingly
           • accommodation
           • avoidance
           • compromise
         • careful when trnasitioning between each other
           • it can confuse the other partyy and lead to impasse

3. BATNA

   • best alternative to a negotiated agreement
     • important
       • option if agreement is not reached
     • without it
       • it maybe be difficult get a good agreement
         • less room to manuever
       • other party more agressive
     • be aware
       • other negotiator's BATNA
         • Monitor it carefully
         • remind negotatior your advantages
         • suggest it is not strong

4. be willing to walk away

   • do not
     • lose sight of goals
       • better
         • no agreement than bad agreement
           • consider BATNA
           • set a walk away point

5. negotations embodies paradoxes

   • five
     • common paradoxes
       • claiming value vs creating value
         • value claiming stage
           • parties
             • dicide who gets how much of what
               • distributive skills
                 • useful
                   • for value claiming
         • creating value stage
           • parties
             • work together to expand resources
               • integrative skills
                 • useful
                   • for value creation
       • sticking to by your principles VS being resilient to flow
         • complex negotation
           • may
             • involve both
               • good negotatiors now is critical to convey that principle in order th other party do not misread firmress
       • sitck with strategy VS opportunistic pursuit of options
         • new information
           • frequently
             • come to light during negotation
               • challange
                 • distinguish phantom opportunities from real ones
       • Honest and open VS closed and opaque
         • ongoing process
           • build trust
             • so
               • other party reveals more information
       • Trust VS distrust
         • built trust
           • but
             • constantly monitor how they manage the challenge

6. remember the intangibles

   • remember
     • intangibles factors influence behaivor
       • be symphatetic listener
   • try
     • see what is not there

7. Actively manage coalitions

   • against you
   • support you
     • Strong negotiators
       • asses
         • the presence and strength of coallitions
           • work
             • capture caolitions for their benefit
   • undifined coalitions
   • specially important
     • when
       • negotiators need to rely on others

8. savor and protect your reputation

   • fragile
   • important to build
     • negotatiors
       • work to shape and enhance their reputation
         • by
           • being fair and consistent
   • very hard to rebuild when broken

9. remember

   • rationality and fairness are relative
     • negotiators can illuminate definitions of fairness held by the other party and engage in a dialogue.
       • in order to
         • reach consensus on which standards of fairness apply in a given situation

10. continue

    • learn from experience
      • always
        • take a time to make a reflection after negotatiion
          • take lessons from trainer
            • read books
              • enhance your skils
        • consider your strenghts and weakness
          • work
            • on weakness