1. You Want What? Making Negotiation Matter—7 Elements of Negotiations
2016 RPI Conference—Las Vegas, Nevada
Dr. Vicki Hargrove
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2. How do I incorporate a BATNA? How do I use the 7 negotiation elements?
Agenda
What is negotiation?
How do I incorporate a BATNA?
How do I use the 7 negotiation elements?
How do I improve my RFP process?
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3. What is negotiation?
The process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed*
*Taken from Getting Past No., p4. William Ury. Bantam Books
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4. The walk from “no” to yes”
William Ury discusses negotiation
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5.
The walk from “no” to “yes”. William Ury. TED Talk. TED.com. 2010
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6. What is Principled Negotiation?
Produces wise outcomes efficiently and amicably by being
problem solvers
Separates problem from people
Focuses on interests not positions
Looks for mutual gains
Insists results are based on objective criteria
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7. BATNA Prepare before you begin negotiating Look for ways to improve
Best Alternative To a Negotiated Agreement. When negotiating, you need to know what you will do if you cannot reach an agreeable deal*
Prepare before you begin negotiating
Look for ways to improve
Consider the other parties BATNA
*Getting Ready to Negotiate, pp Roger Fisher and Danny Ertel. Penguin Books
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8. BATNA EXAMPLE
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9. 7 Elements of Negotiating*
Interests
Options
Alternatives
Criteria for persuasion/legitimacy
Communication
Relationship
Commitment
*Getting Ready to Negotiate. Roger Fisher and Danny Ertel. Penguin Books
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10. RFP
A request for proposal (RFP) is a formal document inviting providers to submit proposals with specific detailed information
Preparations first—answer Why, Who, What, How and When
Write RFP content
Coordinate with appropriate persons/department
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11. RFP Template* Statement of Purpose Background Info Scope of Work
Outcomes and Performance Standards
Deliverables
Term of Contract
Payment, Incentives, Penalties
Contractual Terms of Agreement
Requirements for Proposal Preparation
Evaluation and Award Process
Process Schedule
Contacts
*Taken from:
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12. Mahalo
Danke
Bedankt
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13. References
Getting Past No: Negotiating Your Way From Confrontation to Cooperation. William Ury. Bantam Books
Getting Ready to Negotiate: The Getting to Yes™ Workbook. Roger Fisher and Danny Ertel. Penguin Books
Getting to Yes: Negotiating Agreement Without Giving In. Roger Fisher, William Ury and Bruce Patton. Penguin Books
Getting to Yes: The Video Workshop Nathan/Tyler Productions
Getting Together: Building Relationships as We Negotiate. Roger Fisher and Scott Brown Penguin Books
Harvard’s Program on Negotiation:
The walk from “no” to “yes”. William Ury. TED Talk. TED.com (
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