Negotiating

Planning for Negotiation

• Acknowledge that negotiation is a process that takes time, not just a single meeting.
• Write down your objectives in three categories: "need," "want," and "would be nice."
• needs - what you must get from the negotiation
• wants - can be conceded if you get something in return
• would be nice - can be used as bargaining chips Make a similar list anticipating the other side's desires.

Five Steps in Negotiation

1. Get to know the other side. Engage in small talk and take an interest in the person(s) with whom you are negotiating. Build trust.
2. Share your objectives. Listen carefully to their objectives. Make it clear that you are interested in a win-win situation.
3. Once the issues are made clear conflict and disagreement occurs. Conflict is natural in the negotiating process and should not be avoided. Work on the "need" items first, then resolve the less important issues.
4. Expect change and adapt accordingly during the process. Look for creative solutions to areas of conflict. Reassess your three-category list. Be open to compromise. Always keep in mind that you want an equally agreeable solution.
5. After reaching an acceptable agreement write a contract detailing the terms of the agreement.

Negotiation Skills

• The ability to diagnose the nature of the conflict
• Effectiveness in initiating confrontation
• The ability to listen and willingness to hear another's point of view
• The ability to make use of problem solving processes in bringing about a consensus decision

Problem Solving

• Clarify the problem
• Generate and evaluate possible solutions
• Decide together which is the best solution
• Plan the implementation of the solution
• Plan for an evaluation

Things to Keep in Mind While Working on an Issue

• Look for a solution that pleases both parties
• Do your best to put yourself in the other person's shoes
• Be willing to "own" part of the problem
• Talking about your feelings is more effective than acting them out
• Establish a common goal and stay focused on it
• Be persistent in coming to a satisfactory solution if the issue is really important to you
• At the end of the discussion, summarize what has been decided and who will take any next steps

Common Mistakes

• Inadequate preparation
• Forgetting the 'give-and-get' aspect
• Using intimidation (intimidators tend to lose)
• Impatience - forcing a result can undermine the win-win goal of a negotiation
• Losing your temper - will show your cards and possibly damage relationships
• Talking too much and listening too little
• Ignoring conflict - will lead to deadlock/breakdown
• Arguing but not influencing - will lead to deadlock/breakdown