Neil Rackham Markus Ochsenfeld & Patrick Koehler & Marc Pajerols

Background

3 Classes of Negotiation  „Here‘s how I do it“ used by successful negotiators risky guide for would-be negotiators to follow!  Theoretical models, those are idealized, complex and seldom  Laboratory studies, those are short term and contain a degree of artificiality

Neil Rackham  Carried out studies since 1968  Using behaviour analysis methods  Allowed direct observation during real negotiations  To show how a skilled negotiator behaves

The Successful Negotiator  He should be…. rated as effective by both sides have a track record of significant success have low incidence of implementation failures

The Research Method  Researchers meet negotiators before negotiation  Negotiator is introduced to actual negotiation  Key behaviors are recognized by researcher during negotiation

How the skilled negotiator plans

Amount of Planing Time  No difference recognized between „skilled“ and „average“ negotiators  In conclusion it is not the amount of planning time that makes for success

Exploration of options  A random group of negotiators were studied to compare the behavior between „skilled“ and „average“ negotiators The skilled negotiator is concerned with a wider spectrum of outcomes. The average negotiator considers fewer options The average especially, does not consider options that might be raised by other party

Common Ground  Both parties concentrate on conflict areas Yet the „skilled“ negotiators gave over 3 times as much attention to common ground areas than average negotiators  Both focused mostly on the short term aspects

Setting Limits  Average negatiators had fixed limits  Skilled negotiators set themselves upper and lower limits Skilled therefore more flexible

Defend / Attack Spiral  Negotiation involves conflict Negotiators tend to heated and emotional  Attack by one side result in defence by the other “defending /attacking”  Once initiated this would start a spiral of increasing intensity  Average negotiators utilized three times as much defending / attacking than skilled negotiators

Irritators  Certain words have negligible value and cause irritation. Ex: generous offer.  Negotiators avoid direct insults and unfavourable value judgements.  Conclusion: Positive value judgements for you may imply negative judgements of the other party.

Counterproposal  One party puts a proposal and the other party immediately responds with a counterproposals. Not effective Introduce aditional option, whole new issue Clouds the clarity of negotiation They are perceived as blocking or disagreeing by the other party. Not seen as proposals

Behaviour Labeling Questions as a percentage of all negotiators behavior. ○ How many units are there? ○ Can I ask you a question? How many units are there?  Questions provide data about other party thinking position  Give control over discussion  Acceptable alternatives to direct disagreement  Keep the other party active  Reduce thinking time  Breathing space (own thoughts) Skilled21.3 average9.6