1. BCO 313 Negotiation Anne Dwyer

2. What are the phases in negotiation? How many are there? Are they always key? What happens if you skip one?

3. The 5 phases 1.Identification of issues and objectives 2.Due diligence 3.Proposal of issues 4.Negotiated agreement or resolution 5.Debriefing

4. Steps 1 + 2 = Preparation. KNOW: Yourself and the other parties Each party’s BATNA. Can either partuy walk away? What will be the outcome? Your settlement range Your options and the pros and cons of each The other party’s reputation and negotiation models

5. Step 3 … set the stage Create an appropriate environment for the meeting: Physical: neutral, non-threatening, calm and supportive location, venue and seating Verbal: clear, understandable language (interpreter?) Time frame: be flexible

6. Step 3: establish the ground rules Behavioural: interruptions, turn-taking, respect, tone of verbal and nonverbal communication Procedural: clarify roles, check the negotiating clout/authority of the participants Substantive: What can be discussed and decided? Confidentiality, privacy, media

7. Step 3: Identify the issues Identify the non-negotiables Identify and agree on the issues to be negotiated Divide the issues into parts Clarify the areas of disagreement Address less difficult aspects when stuck; make sure you refocus on the issues

8. Step 4: Principled bargaining PIOC= People, Interests, Options, Criteria: Negotiators need to 1.State their case well 2.Organise their facts well 3.Use fair procedures 4.Be ware of the timing and speed of the talks 5.Avoid abusing power 6.Assess the others’ needs properly 7.Be sensitive to those needs 8.Have patience 9.Not be unduly worried by conflict 10.Be committed to an integrative (‘win-win’) philosophy

9. Step 5 Debriefing checklist 1.Were the other party’s needs identified/met? 2.Were your needs being met? 3.Was your negotiation style appropriate? 4.Was the environment appropriate/adequate? 5.Was your body language accepting and cooperative? 6.Did you both check achievements and aim to build on these? 7.Did you negotiate the issue? Or the people? 8.Did comon ground exist between the parties? 9.Were your goals realistic? 10.Were clear agreements made and recorded?

10. Due diligence…preparing the brief Case 1: prenuptial agreement Case 2: business start-up with several partners Case 3: sponsorship agreement Case 4: investment in a start-up Case 5: contracting a VIP/star for an advertisement

11. Case 1: pre nuptials What are you going to negotiate? What are your BATNAs and WATNAs? Cross border divorce: Couples in 14 EU countries can choose which country's law applies to their divorce, helping them avoid potentially long and expensive proceedings. The countries are Austria, Belgium, Bulgaria, France, Germany, Hungary, Italy, Latvia, Luxembourg, Malta, Portugal, Romania, Slovenia and Spain.

12. Case 2: business start-up with several partners

13. Case 3: sponsorship agreement

14. Case 4: investment in a start-up

15. Case 5: contracting a VIP/star for an advertisement

16. Roleplay: Lisa Lisa is one of five employees in a fashion design business located in the CBD. She is responsible for reception duties, word processing and other clerical work. As well as working, Lisa attends a desktop publishing course two nights a week from 18-21h. Two month ago Lisa injured her back and now requires physiotherapy twice a week min.

17. Role play: Marion Marion is Lisa’s boss and wants Lisa to have a regular working day. The company depends on Lisa’s work. To make it possible for Lisa to go to the physiotherapist, Marion has agreed to allow Lissa to start work two days a week at 9.30. For the past two weeks, Lisa has been arriving late. When Marion raises the issue, Lisa says “My physio is from 8 to 9. It’s harder to find a park at that time, so I arrive late.”

18. Negotiate! Lisa Marion Observer

19. Homework Prepare your due diligence for one of the five cases.