You Want What? Making Negotiation Matter—7 Elements of Negotiations 2016 RPI Conference—Las Vegas, Nevada Dr. Vicki Hargrove ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134

How do I incorporate a BATNA? How do I use the 7 negotiation elements? Agenda What is negotiation? How do I incorporate a BATNA? How do I use the 7 negotiation elements? How do I improve my RFP process? ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 2

What is negotiation? The process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed* *Taken from Getting Past No., p4. William Ury. Bantam Books ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 3

The walk from “no” to yes” William Ury discusses negotiation ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 4

0-05.17 The walk from “no” to “yes”. William Ury. TED Talk. TED.com. 2010 ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 5

What is Principled Negotiation? Produces wise outcomes efficiently and amicably by being problem solvers Separates problem from people Focuses on interests not positions Looks for mutual gains Insists results are based on objective criteria ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 6

BATNA Prepare before you begin negotiating Look for ways to improve Best Alternative To a Negotiated Agreement. When negotiating, you need to know what you will do if you cannot reach an agreeable deal* Prepare before you begin negotiating Look for ways to improve Consider the other parties BATNA *Getting Ready to Negotiate, pp. 45-60. Roger Fisher and Danny Ertel. Penguin Books ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 7

BATNA EXAMPLE ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 8

7 Elements of Negotiating* Interests Options Alternatives Criteria for persuasion/legitimacy Communication Relationship Commitment *Getting Ready to Negotiate. Roger Fisher and Danny Ertel. Penguin Books ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 9

RFP A request for proposal (RFP) is a formal document inviting providers to submit proposals with specific detailed information Preparations first—answer Why, Who, What, How and When Write RFP content Coordinate with appropriate persons/department ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 10

RFP Template* Statement of Purpose Background Info Scope of Work Outcomes and Performance Standards Deliverables Term of Contract Payment, Incentives, Penalties Contractual Terms of Agreement Requirements for Proposal Preparation Evaluation and Award Process Process Schedule Contacts *Taken from: http://rfptemplates.technologyevaluation.com/rfp-template.html#.Ves3U_ZVikp ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 11

Mahalo Danke Bedankt ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 12

References Getting Past No: Negotiating Your Way From Confrontation to Cooperation. William Ury. Bantam Books Getting Ready to Negotiate: The Getting to Yes™ Workbook. Roger Fisher and Danny Ertel. Penguin Books Getting to Yes: Negotiating Agreement Without Giving In. Roger Fisher, William Ury and Bruce Patton. Penguin Books Getting to Yes: The Video Workshop Nathan/Tyler Productions Getting Together: Building Relationships as We Negotiate. Roger Fisher and Scott Brown Penguin Books Harvard’s Program on Negotiation: http://www.pon.harvard.edu/ The walk from “no” to “yes”. William Ury. TED Talk. TED.com. 2010 (https://www.ted.com/talks/william_ury?language=en#t-312541) ©Hargrove Business Consulting---vhargrove@hargrovebusinessconsulting.com---+1904 318 3134 12