Conducting the Negotiation ISQA 454

Cultural Issues  Cialdini’s Influence  Reciprocation  Commitment/Consistency  Social Proof  Liking  Authority  Scarcity  Other Domestic Cultural Issues  Other Cultures

What if You’re Stuck?  Position or Personality?  Information  Missing? Incorrect?  Concentrate on Merits - Not Positions  Consider a Mediator

What if You’re Stuck?  Their Attack  Forcefully State Their Position  Attack Your Position  Attack You  What if You Attach Back?  Cialdini’s Commitment and Consistency  What Should You Do?

What if You’re Stuck?  DO NOT ATTACK BACK  Look Behind Their Positions  Always Ask Why  Work to Understand Reasons for Their Position  Assume Their Positions Reflect Genuine Concerns  Theirs, Their Bosses’, Their Organization’s

What if You’re Stuck?  DO NOT DEFEND YOUR POSITION  Invite Criticism of Your Position  Work to Understand What’s Behind Their Objections  Ask What They Suggest as Improvements

What if You’re Stuck?  Call a Time-out  Recast Your Position With Your New Understanding  Of Their Positions  Of Their Objections to Yours  Reconvene With Reconsiderations  Ask What They Would Do In Your Position  When You Ask, Don’t Answer, LISTEN!

What if You’re Stuck?  Never Forget The Real Goal  To Forge A Reasonable and Fair Deal  Not to Get Even  Remember the Husband, Wife and Architect (One Text Procedure)  Features, not Overall

Conduct of the Negotiation Communication Problems Tools and Tactics Negotiation Practices Negotiation Ethics

Communication Problems  Technical Vocabulary  Judgmental  Certainty  Controlling  Superiority  Indifference  Undiplomatic  Attention Span

Art of Listening  Truly Hear  Understand  Their Perspective  Hear What Isn’t Said

Non-Verbal Communication  Arms Crossed  Head Position  Eye Contact  Squirming  Facial Expressions  Others

Tools and Tactics  Where and When  With Whom  Rehearsal  Power  Concessions  Silence  Deadlines  Caucus/Breaks  Side Bargaining  Multiple Sessions  Post Mortem

Ethics and Negotiation  People Respond to Fairness  They Resist Unfair Treatment  Unethical Behavior Has More Impact Than Ethical Behavior - On Both Parties

Unethical Practices  Selective Disclosure  Exaggeration  Misrepresentation  Deception  False Threats  Price Increases  Shortages  False Promises  Delivery Dates

Getting to “NO”  Unethical Behavior  Playing Win-Lose  Walk Away Point  Doesn’t Make Business Sense  Conflicting Philosophical Goals

Global Sourcing: Communication  Understanding the True Barriers  Speaking  Reading and Writing  Slang and Colloquialisms  Two Word Verbs  Vocabulary  Conversational  Business  Technical

Global Sourcing: Communication  Translators  Local  At Destination  Types  Translating Written Materials  Business Cards and Titles

International Negotiation  Age, Gender  Status, Authority  Formality  Numbers and Team Composition  Professionalism  “Yes” and “No”  Silence  Subtleties  Deadlines  Cultural Respect  On Being Alone