1. Mahesh Sharma, MPA, ICMA-CM, MASCE City Administrator City of Raytown
Negotiation Skills
Mahesh Sharma, MPA, ICMA-CM, MASCE
City Administrator
City of Raytown

2. Learning Objectives
Understand the purpose and importance of negotiation
What are the different phases of negotiations
Specific skills and techniques of negotiating
Create mutually beneficial outcomes
Develop and improve your negotiation skills

3. What is negotiation? Negotiation is back and forth communication
designed to reach agreement
while leaving the other side intact and positive

4. Negotiating Use Creativity Persuasive communication or bargaining.
“Negotiation about getting the
best possible deal in the
best possible way.”

6. You negotiate everyday

7. It is NOT an in-born talent
Negotiations
Discipline
Process
Relentlessness
Consistency
Practice
Routine
It is NOT an in-born talent

8. Bargaining
“I want the fruit!”
“I want the peel!”

9. Benefits of Good Negotiation
Career success
Efficiency
Achieving your goals
Help you make deals
Solve problems
Manage conflicts
Working relationship
Preserve relationships

10. Interpersonal Skills Avoider: dislikes conflicts
Compromiser: fair-minded people interested in maintaining relationships
Accommodator: resolve interpersonal conflicts by resolving the other person’s problem
Competitor: winning is the main thing
Problem-Solver: seeks to find the underlying problem, use brainstorming to solve

11. Qualities of a Skilled Negotiator
Knows how to build relationships
Can identify people’s needs effectively
Is able to recognize shared interests
Both sides can claim victory
Learn from each experience

12. Top 10 Needs For Negotiations
Prepare rigorously.
Build trust and rapport.
Exchange information & listen.
Identify things of unequal value & trade them.
Grow the pie before dividing it.
Claim the slice you deserve.
Know thyself.
Understand power and when to use it.
Coalitions.
Don’t be evil.

13. Prepare Rigorously

14. Preparation Checklist
Research the people and situation.
Build relationships with the other side.
Know your priorities & how much you value each.
Build a decision tree.
Role play the debate.
Write a script for tough situations.
Draft, Devil’s Advocate, Deliver (3 D’s).
Know your BATNA –
Best Alternative To A Negotiated Deal and goal.

15. Build Trust and Rapport
People need to like you.
Ways to communicate.
Preserve relationships.
Quick wins.
Frame the negotiation as a team problem-solving exercise.
Deals happen because of people

16. Exchange Information & Listen

17. Identify things of unequal value & trade them
Find out what they want.
Try to give it to them in exchange for what you want.
Ask open-ended questions to get good information.
Connect what you hear to what you know.
Never assume! Follow up to test your understanding.
Don’t be afraid to talk about what’s most important to you.
If you are unclear, ask or involve an expert.

18. Grow the pie before you cut it
The Pie = The benefit you both get by working together beyond what you both could’ve gotten by working alone.

19. Claim what you deserve! Aim for the high side of reasonable.
Don’t be afraid to ask.
Unreasonable offers can create ill-will.
Know when not to ask or when to stop.
Leave room
In multi-party negotiations, timing is key

20. Know Thyself
What are my strengths?
What are my
Weaknesses?

21. Understand sources of power & know when to use it
In negotiations, power is how much value you bring to the other party relative to how much value they bring to you

22. Coalitions
Form
Anticipate

23. Don’t Deceive Everyone has different values.
Some negotiators will be more ethical than others.
Take the high road by taking the high road.

24. Factors for success Legitimacy of your case
Confidence in presenting it
Courtesy to the other party
Adaptation to the other party’s style
Rapport
Incentives and trade offs
Research the bigger picture

25. Why Negotiation Fails? Not preparing enough.
Fixating on price not on deal.
Trying only to find common ground.
Negotiating one issue at a time.
Try to answer every question.
Anchoring yourself with a low offer.
Not willing to walk away at your BATNA.
Saying yes too quickly.
Letting emotion take over.
Not knowing when to stop asking.

26. Summary
Negotiation is a way to settle difference while maintaining and improving relationships
Good negotiation skills are important to your career success
The ultimate goal of any negotiation is to reach an agreement that benefits both parties
When you negotiate, remember to separate people from problems and focus on interests, not positions
To become a better negotiator, think about your successes and failures, and learn from your mistakes

27. GO FORTH AND NEGOTIATE “THANK YOU”
The greatest failure in negotiation is failing to negotiate
“THANK YOU”