Presentation is loading. Please wait.

Presentation is loading. Please wait.

Tactics for Creating value O nly P roposals T hat I nclude O thers N eeds S ucceed.

Similar presentations


Presentation on theme: "Tactics for Creating value O nly P roposals T hat I nclude O thers N eeds S ucceed."— Presentation transcript:

1

2 Tactics for Creating value O nly P roposals T hat I nclude O thers N eeds S ucceed

3 Opportunities to create value Multiple issuesMultiple issues Differing strengths of preferenceDiffering strengths of preference Differing interestsDiffering interests Future relationshipFuture relationship Multiple alternativesMultiple alternatives

4 Differences in valuation can create value DealPositionEmployerApplicantTotal OfficeNY 30 5 SF2025 Start2 mo.s week3530 First Deal NY 2 mo.s (30+10=) 40(5+40=) 45(40+45=) 85 After Trade SF 1 week (20+35=) 55(25+35=) 55(55+55=) 110 Gain+15+10(15+10=) 25

5 Distinguish: Interests (motivate) Issues (motivate) Positions

6 Anatomy of a Conflict Perceived Differences Scarce Resources Inaccurate Information Unfulfilled Needs Power Struggles SUCCESS POSITIONS: What each party says they want – their preconceived solution ARGUMENTS: Why they think they should get it INTERESTS: Underlying needs, hopes & concerns that must be satisfied to achieve a resolution. © 1992 – 2012 ICM, Inc./Sam Imperati/Portland, OR

7 Differences Create Private Value ValuationValuation Risk AversionRisk Aversion CapabilityCapability Time PreferencesTime Preferences ForecastsForecasts TradeTrade InsuranceInsurance CombinationCombination Sequence PerformanceSequence Performance Contingency ContractsContingency Contracts

8 Tactics Research and exploit differences Research and exploit differences Ask open ended questions versus persuade Ask open ended questions versus persuade Make proposals that satisfy your interests by satisfying the other sides interests Make proposals that satisfy your interests by satisfying the other sides interests Make package proposals and ask questions Make package proposals and ask questions Propose post-settlement settlement Propose post-settlement settlement

9 The goal of A Negotiation… …is not to reach an agreement. Its to reach a good agreement.


Download ppt "Tactics for Creating value O nly P roposals T hat I nclude O thers N eeds S ucceed."

Similar presentations


Ads by Google