1. Mirjana Rodic & Ricardo Gómez BREAKTHROUGH BARGAINING

2. INTRODUCTION Negotiation:  ART (naturally gifted)  SCIENCE (build on creative approach) Experts in getting “YES” Some negotiations NEVER get off the ground

3. SHADOW NEGOTIATION ???

4. SHADOWED NEGOTIATION Some negotiations NEVER get off the ground “WHAT” vs “HOW!” Unequal power (minorities: race, gender, age) Objective: confession of mutual need

5. STRATEGIC LEVERS (shadow negotiation) I. POWER MOVES II. PROCESS MOVES III. APPRECIATION MOVES

6. I. POWER MOVES Informal negotiation process- two way conversation never gets Power mooves bring Barginers better off if they negotiate There are 3 kinds of power moves

7. I. POWER MOVES (3) INCENTIVES  Advantages/Benefits gained from negotiation  Creating value and making it visible PRESSURE LEVERS ( “Put a Price on the Status Quo”)  Underscore the consequences to the other side if stalling continues ENLISTING ALLIES  Allies are crucial resource in shadow negotiation (credibility)  Turns up the voulume of the incentives or of the pressure

8. II. PROCESS MOVES Influence the negotiation proces itself Bargainers caugh in a dynamics of silence:  When decisions are made without their input  When colleagues interrupt them during the meeting  Dismiss their comments, or appropriate their ideas There are 3 kinds of process moves

9. II. PROCESS MOVES (3) SEED IDEAS EARLY  Being ignored- not listened  Produce negative reactions REFRAME THE PROCESS  Way of negotiation is structured  Competitive approaches to problem solving  Way discussion unfolds and issues are emerged BUILD CONSENSUS

10. III. APPRECIATIVE MOVES Change in the rules Denfense- get off the ground Not looking only own interest There are 3 kinds of appreciative moves

11. III. APPRECIATIVE MOVES (3) HELPS OTHERS SAVE FACE  Face- capture what people value (how want others to see them)  Negotiators- preserve face  Boss, colleagues, subordinates KEEP THE DIALOGUE GOING  Lack of time, Lack of information  Keeping dialogue without pushing and getting more on time agreement  More time to think and get finally new ideas ! SOLICIT NEW PERSPECTIVES  Right vs Wrong  Encouraging other side to work with

12. THANK YOU !