Presentation by: Karthik Kumar Dodda

My Guide

LIKE it or not, YOU ARE A “NEGOTIATOR”

What is negotiation???

Dilemma: People see two ways to negotiate Soft Hard

ENDS UP EXPLOITED AND FEELING BITTER SOFT NEGOTIATOR Avoids personal conflicts Makes concessions readily in order to make Agreements 3. Needs an amicable solution. But Finally, ENDS UP EXPLOITED AND FEELING BITTER

HARD NEGOTIATOR Sees any situation as a contest to win He wants to win Takes the extreme positions But Finally, EXHAUSTS HIM AND HIS RESOURCES AND FINALLY HARMS HIS RELATIONSHIP WITH OTHER SIDE

Third way to negotiate: PRINCIPLED NEGOTIATOR Hard on merits Soft on the people It employs no tricks and no posturing

PROBLEM: Don’t Bargain Over Positions Arguing over positions produces unwise agreements Here negotiators lock themselves into positions which they must defend The more you defend, the harder it is to change a position Shatters the relationship

THE METHOD Separate the PEOPLE from the Problem Focus on INTERESTS, Not Positions Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA

Separate the PEOPLE from the Problem Negotiators are people first Every negotiator has two types of interests Substance. Relationship. Relationship tends to become entangled with the problem.

Three Basic problems encountered here PERCEPTION EMOTIONS COMMUNICATION

PERCEPTION 1. Put yourself their shoes 2. Don’t deduce their intentions from your fears 3. Don’t blame them for your problem. 4. Discuss each other’s perceptions

EMOTIONS First recognise and understand emotions, yours and theirs. 2. Allow the other side to let steam off

COMMUNICATION Listen actively and acknowledge what they said. 2. Speak about yourself, not about others. 3. Speak clearly.

BEST SOLUTION Prevention is better than cure

Focus on INTERESTS, Not Positions Interests define the problem. Interests are Needs, Desires, Concerns, Fears Interests should be very clear, Guidelines should be much more clear Initial position can be hidden, we can’t see what is really the issue and what is important. To get a wise solution, Focus on interests not on positions.

Invent OPTIONS for Mutual Gain Diagnosis: Searching for the single answer. The assumption of a fixed pie. Thinking that “solving their problem is their problem”

Prescription: Brainstorm for alternatives. Propose options without adding judgements Figure out what solution works for both of them.

Insist on Using Objective CRITERIA Develop Objective criteria by using Fair Standards Fair Procedures While negotiating with Objective Criteria Always reason and be open to reason. Never yield to pressure.

YES , BUT… What If They Are More Powerful??? What If They Won’t Play?? What If They Use Dirty Tricks?

What If They Are More Powerful??? Making the most of your BATNA Best Alternative To a Negotiated Agreement. 2. Develop your BATNA > Invent a list of actions you can take if no agreement is reached. > Improve some most promising ideas and convert into practical ones. > Select carefully which one is the best 3. Consider the other side’s BATNA.

What If They Won’t Play?? Use NEGOTIATION JUJITSU > Don’t attack their position, Look behind it. > Don’t Defend your ideas, Invite criticism and advice > Consider the ONE - TEXT procedure

What If They Use Dirty Tricks? Common Dirty Tricks include: Deliberate deception Dubious Intention Personal Attacks Good guy/ Bad guy routine Extreme Demands

How To Defend Dirty Tricks?? Recognise the tactic Raise the issue explicitly. Question the tactics legitimacy and negotiate over it.

RECAP METHOD: Separate the PEOPLE from the Problem Focus on INTERESTS, Not Positions Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA YES BUT?? What If They Are More Powerful??? What If They Won’t Play?? What If They Use Dirty Tricks?

Any questions? You can find me at @kdodda2015 @fit.edu Thanks! Any questions? You can find me at @kdodda2015 @fit.edu