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

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

3. 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS
PREPARE
ARGUE
SIGNAL
PROPOSE
PACKAGE
BARGAIN
CLOSE
AGREE
© 2009 by Carnegie Mellon University

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

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

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

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

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

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

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

11. 8. AGREE SUMMARIZE NO MISUNDERSTANDINGS
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12. 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

13. 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

14. 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

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

16. 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

17. 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