1. Do you have a Negotiation STYLE?

2. What has Style got to do with it?
Jazz , Classical and Hip-Hop/Hip-Life Metaphor
Letter to my Unborn Child
VIP –I Think I like am
Agagio II
Time to Say Good-Bye
Richochet
Reflections on these tracks? How would you describe them? What mood do they evoke?

3. Style Choice: Outcomes
Outcomes of your Choice:
Expand the Pie
Maximize your Slice
Feel Good Factor
Key approaches to style : 1) Motivation 2) Interests, Rights and Power(IRP) Model
We turn to motivation and style in the next slide.

4. The Narcissist/ Individualistic
THREE TYPICAL STYLES
Typical Styles
The Narcissist/ Individualistic
The Competitive
The Co-operative
Points to note: These styles manifest can be understood under three main contexts viz 1) Objectives 2) view of others 3)Triggers

5. SHAPING UP?SELF-HELP(I)
Regardless of your style one needs to get a “chisel” to smoothen rough edges.
Key point is : Your Worldview/what you think of others

6. SHAPING UP?SELF-HELP(II)
From a co-operator to a competitor(sort of):How to develop a competitive edge-
Be clear about your BATNA
Get an Agent
Audience effect
No more “yes,” “cool,” “aight”

7. SHAPING UP?SELF-HELP(III)
From a competitor to a co-operator(sort of): How to develop a co-operative edge-
Mind set re-programme: think of expansion not pie slicing
Adopt a diagnostic approach
People matter; hire a people/relationship mgr if need be.
From aggression to subtlety

8. At the Neg. Table: dealing with Different Motivational Styles
Strategies for handling Different Motivation Styles at the table :
Eyes on the Prize
Beware of Social Comparison
Principle of Reinforcement(chocs for good behaviour; pepper in the nose for rotten moves)
The Power of Reciprocity
Anticipate Motivational Clashes
Epistemic Motivation(Knowledge is Power)

9. The IRP Approach Why? What? Focuses on what underlies a given posture
Interests
Why? What?
Focuses on what underlies a given posture
Negotiators tend to reach a comprise
Rights
Focuses on fairness
Justice
Third Party tends to be required for a “DEAL”
Power
Focuses on status, rank, threats
Marked by Contests and Threats

10. Style Guide(I): Focus on Interest Approach
General Strategies:
Reciprocity
Interests based style :key for Pie Expansion
Refocusing on Interests(away from Rights and Power).

11. Style Guide(II): Focus on Interest Approach
Personal Strategies:
Keep your cool; be tactful; don’t reply in kind
Create ambience for chit-chat
Punish/Reward(Behavioural Reinforcement)
Mixed Message(reciprocate with a package cuing other party to choose)
Process Intervention(pie expansion moves)
Cooling off

12. Style Guide(III): Focus on Interest Approach
Structural Strategies(Org.Level):
Focus on interests(create vents for talking about interests)
Looping Back(In built Mechanisms to avoid Rights and Power Negotiations)
Create/Utilize low cost Rights and Power Systems(conventional Arb.; med.-arb.; arb.-med.)
Consultation and Feedback
Skills and Resources

13. Value of Rights and Power Approach(When Interests Approach Fizzles)
No Show
Legal issues
Power Display necessary
Negotiations break down irretrievably
Social Change Calls
Diametrically opposed interests

14. How to Use/Effectiveness of Rights and Power Moves
Attack Fundamental Interests of other Party(e.g. threaten to sack striking workers; how does this threaten interests of workers?)
Clarity
Credibility
Maintain the Bridges

15. EMOTIONS AND NEGOTIATIONS
Types of Emotion
Type of negotiations(integrative/distributive affects impact of emotion)
Impact of Emotion also a function of resources at the disposal of other party
Positive Emotion Matters
EQ and Negotiated Outcomes
Reading Moods(ERA) key for Outcomes
Emotional Recognition Accuracy

16. Dealing with Emotions Beware of
Reinforcing an emotion you consider negative by capitulating
Suppressing your emotions; re-evaluating may prove useful
The contagious effects of emotions both positive and negative.
Emotionally loaded words