1. NEGOTIATION TWO TYPES OF NEGOTIATION 1.Distributive (Competitive)
Parties have different and independent goals
fixed-sum
win-lose
positional

2. NEGOTIATION 2. Integrative (Collaborative)
Parties work together toward common or compatible goal
Resolution of conflict
Advancement of shared vision
Recognize Interdependence
Deal constructively with difference
Joint ownership of resolution

3. NEGOTIATION Distributive Integrative Soft Hard Problem solving
Avoid conflict Win Solve the problem
Friends adversaries Professionals
Change easily Dig in Focus on interests
Concede easily Concede Don’t concede ?
stubbornly Invent options

4. NEGOTIATION Soft Hard Problem Solving
Avoid contest Win contest Use standards
of will of will
Make Demand Separate people concessions concessions and problem
Back down Make threats Know others walkaway
Commit early Commit early Draft as you go
draft late draft late commit at end

5. Tactics and Techniques
1. Delay: When you have the power, when you don’t , delay
2. Silence and Bracketing: Direct opponent’s attention to a certain topic and then listen. Gains information
3. Limited Authority: Opponent lacks authority, needs to get approval for agreement.

6. Tactics and Techniques
4. “No”: Value of a “no” is you can ask why. Answer reveals what he will do.
5. Expectation and control: “This part is not negotiable, but that part is”. Redirects the negotiation.

7. Tactics and Techniques
6. Rationale: Be able to explain positions and concessions. Gives satisfaction to other party.
7. Message sending: Recognize verbal, visual and written messages. (i.e. nervous laugh, jiggling foot, crying.

8. Tactics and Techniques
8. Threats: To be effective threats must be believable. Credible if reasonably proportionate to action it is intended to effect. Never make a threat unless prepared to carry it out. Affirmative promises usually better that negative threats

9. Tactics and Techniques
9. Boulwarism: Named for Lemuel Boulware, former V.P. for labor relations at General Electric. Best offer take it or leave it bargaining. Deprives opponent of participation. Reduces chance of successful resolution.
10. Mutt and Jeff routine: Good guy /bad guy. Reaonable / unreasonsble teams

10. Tactics and Techniques
11. Never accept first offer.
12. Flinch: For most people visual overrides auditory.
13. Avoid confrontation: Especially at beginning of process. Intensifies opponents desire to be proven right.
14. The Vise: “You’ll have to do better then that.” Response, “How much better?”

11. Tactics and Techiques
15.“Split the difference” : Never suggest, let your opponent suggest. Can be caught by appeal to higher authority.
16. Set aside Gambit: Set aside difficult issues to be decided later. Get agreement on smaller issues which creates momentum.

12. Tactics and Techniques
17. Avoid last minute “nibbles”: You are most vulneralbe after you think negtiationis completed, but other side then wants more concessions.
18. Maintain Walk-away power.

13. Optimize Probability of Success
1. Do your homework : Prepare
2. Go to the top: Negotiate with those who
have authority.
3. Build relationships whenever possible:
Easier to communicate with a friend
than with a stranger or enemy.
4. Avoid quick concessions

14. 5. Accentuate the positive: Frame negative
points in positive ways.
6. Maintain your composure:
7. Don’t give up: What appears to be a dead
end may only be a corner.

15. Integrative Negotiation / Getting to Yes
Bargain Over Interests Not Positions
Separate People From the Problem
Generate Options Before Deciding
Base Results On Objective Criteria

16. POSITIONS / INTERESST POSITIONS INTERESTS
Things you say Underlying you want Motivations
Demands Needs and Concerns
What you will Fears and Aspirations
or won’t do

17. DISCOVERING INTERESTS
Look behind positions for underlying reason
Put yourself in other person’s shoes
Ask : “Why?”
Ask “Why not? What would be wrong with…”