Managing the Negotiation Process with Derek Hendrikz

Negotiation Process

derek hendrikz

http://www.derekhendrikz.com/

Copyright © 2014

Derek Hendrikz Consulting

www.derekhendrikz.com



KPI’s to a Negotiation Process…

1. Establish the energy distribution;

2. Develop positions from understanding interest and

needs;

3. Develop win-win solutions;

4. Avoid common mistakes in negotiation; and

5. Use questions to achieve results.



Establish the Energy Distribution…

OpenOpen

NegotiateNegotiate

40%

20%

40%

CloseClose

Understand

Explore Options

Decide



Positions, Interest and Needs…




Develop Common Interest and Needs through...… the Four Basic Stages of Negotiation:

Stage 1 Other person

You

Stage 2Move to the others position

– seek to understand

‘Other’ You

Stage 3Now take the other to your

position – seek to be

understood

‘Other’ You

Stage 4Find a place of mutual agreement – a place of

Win/Win

‘Other’ You

The ‘other’ position Your position


MistakesNegotiators Make




Mistakes Negotiators Make…

• Want results without relationship

• They demand to be understood without

understanding

• Attempt to prove their case without exploration of

options – NO BATNA!

• Failing to move from positions (deadlocks)

• Emotion & EGO!!!!www.derekhendrikz.com


QuestionsNegotiators Ask




Use the following Questions to Open a Topic or Subject…

• What;

• Who;

• Why;

• How;

• Where; and

• When.



Establish the Context through asking Questions that will…

• Paint the big picture;

• Get you out of stalemates;

• Clarify detail;

• Stimulate thinking or communicate your vision;

• Gain commitment from the other side;

• Give you feedback; and

• Float your idea.www.derekhendrikz.com


the one question that explores options…




Use Closed Questions to Close a Topic or Subject…

• Was;

• Did;

• Are;

• Where;

• Is;

• Could;

• Would; and

• Do………. www.derekhendrikz.com


Pro’s & Con’s of Emotion In Negotiation…

Pro’s Con’s

• Demonstrates empathy.

• Get’s you in the other ‘s shoes.

• Shows that you are human and are committed to achieving win / win.

• Positive mood can stimulate confidence; bring about less aggressive tactics and produce cooperative strategies.

• Blurs your focus.

• Distracts you.

• Can cause intense and irrational behavior.

• Can cause conflict to escalate and negotiations to break down.

• Can reduce the level of trust.

• Angry negotiators pay less attention to their opponents interest and thus fail to achieve joint gains.



PMBOK 6 point Star Variables


Triangle 1 Triangle 2

Scope Risk

Cost Quality

Time Resources



Managing the Negotiation Process with Derek Hendrikz

Leadership & Management

Transcript of Managing the Negotiation Process with Derek Hendrikz