Negotiating “Negotiating is the art of reaching an agreement by resolving differences through creativity” Creative Negotiating, Stephen Kozicki, Adams Press, 1998

Negotiating Process Style Outcome Principles

Style Style is a continuum between two styles: Quick Deliberate Middle is compromise

Quick Style Negotiate in a hurry Use when you won’t negotiate with these people again Get the best deal without regard to the other side’s “win”

Deliberate Style Use when long term relationship likely Involves cooperation and relationship building to reach agreement Needs much prep, hard work May move in fits and starts

Outcomes Realistic Acceptable Worst Both sides satisfied, win/win situation Usually results from deliberate style Acceptable Likely to result from quick style Something is better than nothing Always ask for a better deal Worst When you’re too stubborn to be flexible Usually from quick style

Outcomes Predetermine the outcomes before you start negotiations, you have a better chance of getting a better result “Think carefully, think creatively, and think ahead”

Principles There are no rules Everything is negotiable Establish an agenda Everything is negotiable Ask for a better deal Be creative Learn to say “NO” yourself

Are you a Motivated Negotiator? Enthusiasm Confidence Engaged Recognition Accomplishment Pat on the back Integrity No trickery Trustworthiness Social Skills Enjoy people Interest in others Teamwork Better as a team Self-control Creativity Always looking for ways to complete the deal

Negotiation Model Investigate Presentation Bargaining Agreement

Investigate What do you want? What does the other side need? Decide on style What are the consequences of each choice.

Presentation Prepare other side’s case Present the reasons for your side better Planning sheet Issues involved Realistic, possible, worst

“The” Presentation Creative title Reduce to “must know” items Keywords Mini-speeches around keywords Visuals Don’t give concessions just to keep things going Make note of concerns and keep going

Bargaining When in doubt, ask questions! Open questions Reflective questions Tactics

Tactics Use Don’t use “You go first” Walk out Bad environment Emotional outburst Argue special case Pretend ignorance Play for time Nibble and retreat “You go first” Bad environment Defer to higher authority Not willing to make any changes Silence Good guy/bad buy

Agreement Arrangements should be neutral and comfortable Pay attention to what others say Screen out all visual distractions Ask open ended questions Listen to responses Proactive vs. reactive behavior

A Good Negotiator Is.. Creative Versatile Motivated Has the ability to walk away