1. CHAPTER 9 Interpersonal Skills in Organizations
NEGOTIATIONS

2. “You often get not what you deserve but what you negotiate.”

3. 4 Benefits of Negotiating Skills
Which one of the following is not a benefit?
Negotiation helps your career and company too.
Negotiation promotes diversity
Negotiation improves relationships
Negotiation may prevent future conflict.
Negotiation reduces litigation
(SEE PAGE 174/164)

4. NEGOTIATING STRATEGIES find Figure 9-1
INTEGRATIVE STRATEGY
Explain how this is a “WIN-WIN” strategy.
Explain the “preferred supplier” aspect of this strategy. Think “COLLABORATION”
DISTRIBUTIVE STRATEGY
Explain how this is “WIN-LOSE” strategy.
When should I use this strategy? Think “COMPETITION”

5. THE FIVE STAGES OF NEGOTIATING
FIND THEM IN YOUR TEXT

6. NEGOTIATION: FIVE STAGES
PREP & PLANNING
Have a PLAN B(atna)!
DEFINING GROUND RULES
“WHERE is the location?”
CLARIFYING AND JUSTIFYING
“What’s the INTEREST Behind the POSITION?”
BARGAINING & PROBLEM SOLVING
“A GOOD BARGAIN requires an OPEN MIND”
CLOSURE & IMPLEMENTATION
“Get it in WRITING!”

7. VERBAL NEGOTIATION SKILLS

8. VERBAL NEGOTIATION TACTICS
MATCH THIS………
WITH THIS………….
RECOMMENDATION
NORMATIVE APPEAL
COMMITMENT
SELF DISCLOSURE
PUNISHMENT
COMMAND
WARNING
THREAT
PROMISE
I will sell you a kipper if you will sell me a mackerel.
You can have all my kippers!
I do not sell my kippers to fools!
Most people buy my kippers for 50 rials!
If you do not like my kippers, I have friends in the Mafia.

9. NEGOTIATING STRATEGIES
MATCH THIS……………..
WITH THIS…………………
SCRIPTING
FRAMING
MANAGING
With this strategy, I need to listen, ask, questions, control my emotions, and practice!
With this strategy, I use my imagination to envision how the negotiation will go from both sides, like a movie scene.
With this strategy, I anticipate the negotiation outcome by thinking through the issues.

10. Negotiation questions See page 172
MANAGEABLE
UNMANAGEABLE

11. WHY ARE SOME QUESTIONS UNMANAGEABLE?
Why are you so ignorant?
Why won’t you negotiate in good faith?
Can we move along to something sensible?
Thank you for agreeing– You do agree, right?
You don’t want to make a deal, do you?

12. TIPS FOR NEGOTIATING WHAT ARE THE GOOD ONES?
Forget about the future, now is what counts
Always use a competitive strategy
The person is the issue and the issue is the person
Let your “gut reaction” be your guide
Always defend your position
Never use a mediator

13. TIME FOR