1. Going Beyond Being Merely an Effective Negotiator Frank Jeffries

2.  You want to advance your interests  You want the other side to agree and be happy about it  Or as Daniele Vare said “Negotiation is the art of letting them have your way”  So, on to common mistakes of negotiators Be sure you are Solving the Right Problem

3.  If you are not in tune with what the other side wants you are going to be hard pressed to meet their needs  It is important to see things from their point of view  Framing offers in a way that they look attractive to your opponent requires understanding what they want Neglect the Other Side’s Position

4.  There are usually more things on the line than money  The relationship: are you going to see this person again?  Social contract: behavior, changes, shared expectations  Process: needs to be personable, reasonable, and fair  Interests of stakeholders and constituents: who cares about the deal and has power  Economics are necessary but not always sufficient to close a deal Let Price Bulldoze Other Interests

5.  Issues are what we are trying to resolve  Positions are where the parties stand on the issues  Interests are the underlying concerns behind the position  Use joint problem solving to discover the interests and meet both sets Letting Positions Drive out Interests

6.  While generally common ground is a good thing, it is differences that create value many times  Finding differences in interests opens up possibilities  Risk is an area that can foster tradeoffs that are valuable to both sides Searching too Hard for Common Ground

7.  A strong BATNA is a powerful tool  Assess your and your opponent’s BATNA  Cultivate your BATNA and protect it Neglecting BATNAS (Best Alternative to a Negotiated Agreement)

8.  Self-serving bias: seeing you position more favorably that is realistic (think arbitration)  Partisan perception: we see our side as morally superior, talented, honest and basically vilify the other side (same as groupthink) intensifying the conflict  This can create a self-fulfilling prophesy (if you think they are a jerk….) Failing to Correct For Skewed Vision

9.  Set goals  Plan  Develop supporting arguments  Analyze the other party  Choose an appropriate strategy So Let’s Finish With Some Ideas About How to do it Right

10.  Goals involve tangible and intangible issues  Goals must be specific and clearly stated  Our goals are linked to the other’s goals  Prioritize  Make intelligent trade-offs Set Goals

11.  Goals have limits so be reasonable  Consider four key points  Target  Resistance point  BATNA  Opening offer Set Goals

12.  Define the issues for both sides  Define the bargaining mix for both sides  Define your interests (and theirs)  Know what you want  Know why you what it  Make sure it is worth the work Plan

13.  Prioritize the issues  Yours and theirs  Logrolling depends on this  Getting what you want depends on this Plan

14.  Find objective information to support your view  Know what has been successful in the past  Anticipate the other’s point of view/arguments  Plan how to present your position in a convincing manner Develop supporting arguments

15.  What are their: Resources, interests, needs  What is their reputation and negotiation style  What is their BATNA  Do they have authority to make an agreement?  What are their most likely strategies and tactics? Analyze the Other Party

16.  Avoidance (lose-lose or lose-win)  Competition (win-lose)  Accommodation (lose-win)  Compromise (lose-win)  Collaboration (win-win) Choose an Appropriate Strategy

17. Negotiation Strategy Concern for my outcomes Concern for other’s outcomes high low high Avoidance Accommodate Compromise Problem Solving Forcing

18.  Think before you speak  Empathize with your opponent  Consider the consequences of the deal today and beyond  Reputation effects are long lasting  Instead of assuming, ask questions And now a Word About Emotional Intelligence in Negotiation

19.  Negotiate nice, but firm  You are part of a supply chain. If you both don’t win, no one wins  Relax, make friends, and have a good time! My Final Words of Advice: