1. Negotiation Seminar - page 1 NEGOTIATION SEMINAR - NCMA Sally Cunningham Dave Pronchick March 13, 2013

2. Negotiation Seminar - page 2 TODAY’S TOPICS - SALLY -8-STEP APPROACH FOR COMPLEX NEGOTIATIONS

3. Negotiation Seminar - page 3 1.PREPARE 2.ARGUE 3.SIGNAL 4.PROPOSE 5.PACKAGE 6.BARGAIN 7.CLOSE 8.AGREE 8 STEP APPROACH FOR COMPLEX NEGOTIATIONS

4. Negotiation Seminar - page 4 1. PREPARE A.ESTABLISH OBJECTIVES -MINIMUM (MUST) -TARGET (INTEND) -MAXIMUM (LIKE) B.GATHER INFO ABOUT OTHER PARTY C.FACT V. JUDGMENT

5. Negotiation Seminar - page 5 2.ARGUE A.DON’T INTERRUPT OTHER SIDE – LISTEN B.DON’T TRY TO SCORE POINTS C.USE A CONSTRUCTIVE RESPONSE

6. Negotiation Seminar - page 6 3.SIGNAL A.WATCH FOR CLUES, E.G., MUST, LIKE, ETC. B.LISTEN MORE THAN TALK

7. Negotiation Seminar - page 7 4.PROPOSE A.PROPOSE INSTEAD OF ARGUING B.BEGINNING – USE TENTATIVE NON- COMMITTAL PROPOSALS C.USE ADJOURNMENTS TO CONSIDER PROPOSALS

8. Negotiation Seminar - page 8 5.PACKAGE THINK CREATIVELY; TRADE-OFF

9. Negotiation Seminar - page 9 6.BARGAIN A.USE IF-THEN WORDS B.MAKE EVERYTHING CONDITIONAL C.LINK ISSUES TO PREVENT PIECEMEAL PICKING OFF

10. Negotiation Seminar - page 10 7.CLOSE A.TIMING – NOT TOO EARLY B.MEET OPPONENTS NEEDS C.USUALLY CONCESSION CLOSE D.ALWAYS LEAVE A LITTLE MORE ROOM

11. Negotiation Seminar - page 11 8.AGREE A.SUMMARIZE B.NO MISUNDERSTANDINGS

12. Negotiation Seminar - page 12 NEGOTIATION – A GOOD OUTCOME 1.IS IT BETTER THAN OUR BATNA? (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) 2.DOES IT SATISFY OUR INTERESTS AS WELL AS THEIRS? 3.IS IT A NO-WASTE SOLUTION; BEST OF MANY OPTIONS? 4.IS IT LEGITIMATE FOR ALL? NO ONE IS SEVERELY DISADVANTAGED

13. Negotiation Seminar - page 13 Review of 4 Seminal Works Preparation Bad Traits Conclusion Today’s Topics - Dave

14. Negotiation Seminar - page 14 Don’t be Nice; Separate People from Problem Mutual Gain Options Use Objective Criteria Countering Dirty Tricks Getting to Yes, Fister & Ury 1983 Bestseller, Harvard

15. Negotiation Seminar - page 15 Barriers and Breakthroughs Preparation the Key Build Golden Bridges Turn Adversaries into Partners Getting Past No Ury 1991

16. Negotiation Seminar - page 16 Critical elements – Time, Information, Power Questioning, Listening and Nonverbal Behavior Counteragents, Styles and Preparation 101 Tactics – “Ways to Win” - These Boots are Made for Walking - Feel, Felt, Found The Only Negotiation Guide You Will Ever Need Stark & Flaherty 2003

17. Negotiation Seminar - page 17 Displaying Confidence Prepare, Probe, Propose Achieve Win-Win Participate, Engage and Personalize The Power of Nice Shapiro & Jankowski 1998

18. Negotiation Seminar - page 18 W – 5 W’s H – Hypothesize A – Answer T – Tell Me More Probe – WHAT?

19. Negotiation Seminar - page 19 Show Me How Who Says Restatement Parry - Counters

20. Negotiation Seminar - page 20 Precedents Alternatives Interests Deadlines Strengths/Weaknesses Walk Away Point Strategy for Team Preparation the Key

21. Negotiation Seminar - page 21 Anxious Addicted Apathetic Aristocratic Amiable Traits of Lousy Negotiators

22. Negotiation Seminar - page 22 Practice and Preparation the Keys - Dry runs / Murder Boards - Anticipate Problems and/or Concerns Listen - Drill Conclusion

23. Negotiation Seminar - page 23 LAST THOUGHT “ 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