NEGOTIATION SEMINAR - NCMA Sally Cunningham March 8, 2017 © 2009 by Carnegie Mellon University

TODAY’S TOPICS 8-STEP APPROACH FOR COMPLEX NEGOTIATIONS DETERMINING A GOOD OUTCOME TRAITS OF A GOOD NEGOTIATOR © 2009 by Carnegie Mellon University

8 STEP APPROACH FOR COMPLEX NEGOTIATIONS PREPARE ARGUE SIGNAL PROPOSE PACKAGE BARGAIN CLOSE AGREE © 2009 by Carnegie Mellon University

1. PREPARE ESTABLISH OBJECTIVES MINIMUM (MUST) TARGET (INTEND) MAXIMUM (LIKE) GATHER INFO ABOUT OTHER PARTY FACT V. JUDGMENT © 2009 by Carnegie Mellon University

2. ARGUE DON’T INTERRUPT OTHER SIDE – LISTEN DON’T TRY TO SCORE POINTS USE A CONSTRUCTIVE RESPONSE © 2009 by Carnegie Mellon University

3. SIGNAL WATCH FOR CLUES, E.G., MUST, LIKE, ETC. LISTEN MORE THAN TALK © 2009 by Carnegie Mellon University

4. PROPOSE PROPOSE INSTEAD OF ARGUING BEGINNING – USE TENTATIVE NON-COMMITTAL PROPOSALS USE ADJOURNMENTS TO CONSIDER PROPOSALS © 2009 by Carnegie Mellon University

5. PACKAGE THINK CREATIVELY; TRADE-OFF © 2009 by Carnegie Mellon University

6. BARGAIN USE IF-THEN WORDS MAKE EVERYTHING CONDITIONAL LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF © 2009 by Carnegie Mellon University

7. CLOSE TIMING – NOT TOO EARLY MEET OPPONENTS NEEDS USUALLY CONCESSION CLOSE ALWAYS LEAVE A LITTLE MORE ROOM © 2009 by Carnegie Mellon University

8. AGREE SUMMARIZE NO MISUNDERSTANDINGS © 2009 by Carnegie Mellon University

NEGOTIATION – A GOOD OUTCOME IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS? IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS? IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED © 2009 by Carnegie Mellon University

NEGOTIATION – A GOOD OUTCOME ARE COMMITMENTS WELL PLANNED, REALISTIC, AND OPERATIONAL? IS THE PROCESS EFFICIENT – GOOD COMMUNICATION? PROCESS HELPS BUILD THE RELATIONSHIP © 2009 by Carnegie Mellon University

ESSENTIAL QUALITIES OF EFFECTIVE NEGOTIATORS CONTRACT AND FINANCIAL SKILLS PRODUCT AND SERVICES KNOWLEDGE ABILITY TO NEGOTIATE WITH YOUR OWN PEOPLE ABILITY TO DEAL WITH AMBIGUITY WILLINGNESS TO LISTEN WILLINGNESS TO USE EXPERT TEAM MEMBERS PLANNING ABILITY

ESSENTIAL QUALITIES OF EFFECTIVE NEGOTIATORS INTEGRITY VERBAL COMMUNICATION SKILLS NON-VERBAL AWARENESS FLEXIBILITY AND CREATIVITY PROFESSIONAL DEMEANOR LEADERSHIP SKILLS BUILDING A UNITED TEAM

BUILDING A UNITED TEAM DEMOCRATIC SEATING EQUAL EYE CONTACT SMIILES NO SMIRKS – PRIVATE GLANCES ALLOW APPROPRIATE TURN TAKING DIRECT BODY ORIENTATION TO SPEAKING TEAM ENERGETIC VOCAL TONE

LAST THOUGHT Desmond Tutu “A readiness to make concessions is a sign of strength, not weakness… In negotiations we are…seeking to give all the chance to begin again. The rigid will have a tough time. The flexible, those who are ready to make principled compromises, end up being the victors.” Desmond Tutu