1. Negotiating “Negotiating is the art of reaching an agreement by
resolving differences
through creativity”
Creative Negotiating, Stephen Kozicki, Adams Press, 1998

2. Negotiating Process
Style
Outcome
Principles

3. Style Style is a continuum between two styles: Quick Deliberate
Middle is compromise

4. Quick Style Negotiate in a hurry
Use when you won’t negotiate with these people again
Get the best deal without regard to the other side’s “win”

5. Deliberate Style Use when long term relationship likely
Involves cooperation and relationship building to reach agreement
Needs much prep, hard work
May move in fits and starts

6. Outcomes Realistic Acceptable Worst
Both sides satisfied, win/win situation
Usually results from deliberate style
Acceptable
Likely to result from quick style
Something is better than nothing
Always ask for a better deal
Worst
When you’re too stubborn to be flexible
Usually from quick style

7. Outcomes
Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result
“Think carefully, think creatively, and think ahead”

8. Principles There are no rules Everything is negotiable
Establish an agenda
Everything is negotiable
Ask for a better deal
Be creative
Learn to say “NO” yourself

9. Are you a Motivated Negotiator?
Enthusiasm
Confidence
Engaged
Recognition
Accomplishment
Pat on the back
Integrity
No trickery
Trustworthiness
Social Skills
Enjoy people
Interest in others
Teamwork
Better as a team
Self-control
Creativity
Always looking for ways to complete the deal

10. Negotiation Model
Investigate
Presentation
Bargaining
Agreement

11. Investigate What do you want? What does the other side need?
Decide on style
What are the consequences of each choice.

12. Presentation Prepare other side’s case
Present the reasons for your side better
Planning sheet
Issues involved
Realistic, possible, worst

13. “The” Presentation Creative title Reduce to “must know” items Keywords
Mini-speeches around keywords
Visuals
Don’t give concessions just to keep things going
Make note of concerns and keep going

14. Bargaining When in doubt, ask questions! Open questions
Reflective questions
Tactics

15. Tactics Use Don’t use “You go first” Walk out Bad environment
Emotional outburst
Argue special case
Pretend ignorance
Play for time
Nibble and retreat
“You go first”
Bad environment
Defer to higher authority
Not willing to make any changes
Silence
Good guy/bad buy

16. Agreement Arrangements should be neutral and comfortable
Pay attention to what others say
Screen out all visual distractions
Ask open ended questions
Listen to responses
Proactive vs. reactive behavior

17. A Good Negotiator Is.. Creative Versatile Motivated
Has the ability to walk away