1. Presentation by:
Karthik Kumar Dodda

2. My Guide

3. LIKE it or not, YOU ARE A “NEGOTIATOR”

4. What is negotiation???

5. Dilemma:
People see two ways to negotiate
Soft
Hard

6. ENDS UP EXPLOITED AND FEELING BITTER SOFT NEGOTIATOR
Avoids personal conflicts
Makes concessions readily in order
to make Agreements
3. Needs an amicable solution.
But Finally,
ENDS UP EXPLOITED
AND FEELING BITTER

7. HARD NEGOTIATOR
Sees any situation as a contest to win
He wants to win
Takes the extreme positions
But Finally,
EXHAUSTS HIM AND HIS RESOURCES
AND FINALLY HARMS HIS
RELATIONSHIP WITH OTHER SIDE

8. Third way to negotiate:
PRINCIPLED NEGOTIATOR
Hard on merits
Soft on the people
It employs no tricks and no posturing

9. PROBLEM: Don’t Bargain Over Positions
Arguing over positions produces unwise agreements
Here negotiators lock themselves into positions which they must defend
The more you defend, the harder it is to change a position
Shatters the relationship

10. THE METHOD Separate the PEOPLE from the Problem
Focus on INTERESTS, Not Positions
Invent OPTIONS for Mutual Gain
Insist on Using Objective CRITERIA

11. Separate the PEOPLE from the Problem
Negotiators are people first
Every negotiator has two types of interests
Substance.
Relationship.
Relationship tends to become entangled with the problem.

12. Three Basic problems encountered here
PERCEPTION
EMOTIONS
COMMUNICATION

13. PERCEPTION 1. Put yourself their shoes
2. Don’t deduce their intentions from your fears
3. Don’t blame them for your problem.
4. Discuss each other’s perceptions

14. EMOTIONS
First recognise and understand emotions, yours and theirs.
2. Allow the other side to let steam off

15. COMMUNICATION Listen actively and acknowledge what they said.
2. Speak about yourself, not about others.
3. Speak clearly.

16. BEST SOLUTION
Prevention is better than cure

17. Focus on INTERESTS, Not Positions
Interests define the problem.
Interests are Needs, Desires, Concerns, Fears
Interests should be very clear, Guidelines should be much more clear
Initial position can be hidden, we can’t see what is really the issue and what is important.
To get a wise solution, Focus on interests not on positions.

18. Invent OPTIONS for Mutual Gain
Diagnosis:
Searching for the single answer.
The assumption of a fixed pie.
Thinking that “solving their problem is their problem”

19. Prescription:
Brainstorm for alternatives.
Propose options without adding judgements
Figure out what solution works for both of them.

20. Insist on Using Objective CRITERIA
Develop Objective criteria by using
Fair Standards
Fair Procedures
While negotiating with Objective Criteria
Always reason and be open to reason.
Never yield to pressure.

21. YES , BUT… What If They Are More Powerful??? What If They Won’t Play??
What If They Use Dirty Tricks?

22. What If They Are More Powerful???
Making the most of your BATNA
Best Alternative To a Negotiated Agreement.
2. Develop your BATNA
> Invent a list of actions you can take if no agreement is reached.
> Improve some most promising ideas and convert into practical ones.
> Select carefully which one is the best
3. Consider the other side’s BATNA.

23. What If They Won’t Play?? Use NEGOTIATION JUJITSU
> Don’t attack their position, Look behind it.
> Don’t Defend your ideas, Invite criticism and advice
> Consider the ONE - TEXT procedure

24. What If They Use Dirty Tricks?
Common Dirty Tricks include:
Deliberate deception
Dubious Intention
Personal Attacks
Good guy/ Bad guy routine
Extreme Demands

25. How To Defend Dirty Tricks??
Recognise the tactic
Raise the issue explicitly.
Question the tactics legitimacy and negotiate over it.

26. RECAP METHOD: Separate the PEOPLE from the Problem
Focus on INTERESTS, Not Positions
Invent OPTIONS for Mutual Gain
Insist on Using Objective CRITERIA
YES BUT??
What If They Are More Powerful???
What If They Won’t Play??
What If They Use Dirty Tricks?

27. Any questions? You can find me at @kdodda2015 @fit.edu
Thanks!
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