1. The Process of Negotiation

2. Negotiation is not a transaction
If you want to negotiate, you must necessarily go through a process to follow. There cannot be a time limit nor can there be a procedure

3. Negotiating Phrases
“I know that you are busy, but the boss would like it if…….”
“There were a few problems last time, so I thought we could do this……”
“This worked well the last time we tried it and the situation was very similar…”
Think about what to do, but I will need to know about it by the end of the day”
“I would only ask a friend…..”
“If we authorize it now, we get a good discount”
“ I know that you are pretty strong on this subject…..”
“As long as its on time, you do it whichever way you prefer”
“If you did this part, I could get it finished fairly quickly”

4. Every negotiation is different
The past has no future

5. What are the things to look for in the process?
Where is the location?
Where is the venue?
What time of day or night?
What information is available?
What is the seating arrangement?
How much expertise is available with the negotiator?
What is the admin support you have?

6. Stages of Negotiating Preparation Scene setting Stating goals
Exchanging information – facts, responses, feelings to ascertain needs and desires
Exploring conflict and compromises
Offers and compromises
Agreements
Administration

7. ZOPA
This is the zone of possible agreement. It would fall somewhere between the respective BATANAs of the negotiators

8. Focus of Negotiators Structure/facts Analysis Focus Results focus
Assertive
Unassertive
Involvement focus
Stability focus
Variety/emotions

9. Characteristics Structure/ facts Results/focus Analysis Focus
Quick decisions
Active
Hardheaded
Structured
Dislikes wasting time
In control
Little small talk
Analysis Focus
Slow decisions
Remuneration
Gadgets
Detail, information
Principles
Likes calm atmosphere
Dislikes ‘give and take’
Rigid
Unassertive
Assertive
Involvement focus
Quick decisions
Experiments
Enjoys influencing
Shared enthusiasm
Friendly informal
Gut feel
Dislikes detail
Stability focus
Relaxed atmosphere
Dislikes pressure
Relationships
Barriers
Slow to trust
Habits and routine
Not keen to change
Variety /emotions

10. Vary the style with the person
Structure/facts
Analysis Focus
Be detailed
Give reasons
Allow time
Results Focus
Be concise
Use key points
Be positive, not aggressive
Be businesslike
Unassertive
Assertive
Involvement Focus
Be enthusiastic
Be informal
Present the facts clearly
Be interesting
Appeal to imagination
Stability Focus
Develop trust
Present a clear case
Go slowly
Variety/ emotions

11. Negotiating Weaknesses
Structure/facts
Analysis Focus
Can be inflexible
Dislikes give and take
Detached
Results Focus
Impatient
Domineering
Introduces threats
Rigid
Win-lose
Unassertive
Assertive
Involvement Focus
Convictions override facts
Can be insensitive; ignores other’s views
Can be stubborn
Stability Focus
Gives in
Too easily influenced
Slow to accept change
Variety/emotions

12. Common Negotiating Mistakes
Inadequate preparation
Not looking for a win-win result
Not listening
Pulling rank or browbeating
Scoring points for personal satisfaction
Being aggressive
Arguing
Ignoring conflict
Impatience
Failing to end on a personal note