Negotiation Skills 130406
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Transcript of Negotiation Skills 130406
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Negotiation Skills
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Objectives:
Understand the basics of negotiation
Better understand how a negotiating session works
and what its key elements are
Understand their own strengths and weakness in
negotiating
Explore how a positive negotiating position will
sustain a positive collaborative atmosphere after
negotiations have concluded
Introduction to Negotiation Skills
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Situations in which concerns of two people appear tobe incompatible.
It begins when two or more parties with different goals
or needs become involved.
It can arise from differences in interests, desires orvalues, or from scarcity of a resource.
Conflict
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1.The time I felt best about dealing with a conflict was
2. When someone disagrees with me about something
important or challenges me in front of others, I usually
3. The most important outcome of conflict is
4. When I confront someone I care about, I
5. I feel most vulnerable during conflict when
6. When someone avoids conflict with me, I
7. My greatest strength in handling conflict is
8. When I was growing up, conflict was
9. My greatest weakness in handling conflict is
Conflict Management
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Positive and Negative Uses of Conflict
Conflict in itself is not bad.
In fact, many good things may come out of
conflict.
The absence of conflict may reflect
underlying problems that are not being
addressed.
Allowed to continue, it could spell major
problems if left unresolved.
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Some Positive Uses of Conflict are:
Forces people to deal with problems rather than avoid
interacting with others
Provides a warning that things are not going well
If it occurs frequently, may highlight something more
serious than previously thought
Makes people more creative since they have to look
for more solution
Sharpens problem solving skills
Appreciation of others point of view
Provides an opportunity for improvement
Positive and Negative Uses of Conflict
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Positive and Negative Uses of Conflict ( cont)
Conflict gives us the opportunity to addressand bring out into the open underlying
issues.
However, there are few people how canhandle conflict in a positive constructive
way.
Too often conflict can harm relationships
through the following:
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Positive and Negative Uses of Conflict (cont)
Some Negative Uses of Conflict are:
Decreased productivity due to constant bickering
Constant conflict may reveal more serious
underlying problems
Constant conflicts may lead to bickering amongstaff resulting in polarizing and formation of
cliques
It can cause undue stress for some people
It can lower morale and hinder team building Excessive consumption of time due to
confrontation
Decision processes disrupted as people are
unsure of themselves
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Conflict can be boiled down into the
following categories:
Facts
Methods
Goals
Values Expectations
Causes of Conflict
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AVOIDANCE
DELAY
CONFRONTATION
COLLABORATION
Strategy for Dealing with Conflict
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AVOIDANCE
When would you want to avoid a conflict? When the issue is trivial
When maintaining the relationship is not a priority, and the
outcome is not a priority as well
When theres no chance of getting what you want
When the potential of damage outweighs the benefits of
resolution
DELAY
When would you want to delay dealing with a conflict?
When you want to give someone time to cool down
When you want to collect information that would help better
identify the problem
Strategy for Dealing with Conflict
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CONFRONTATION
When would you want a confrontation?
When each partys desire to resolve the situation is high - the
problem is deemed important enough for each to invest time,
energy and resources - then confronting the issue is in both
parties interests.
COLLABORATION
When would you want to collaborate?
When both parties concerns are too important to compromise
When one must better understand the point of view of others
When commitment needs to be increased by incorporating
others concerns into a decision
When looking to improve interpersonal relationships
Strategy for Dealing with Conflict (cont)
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Perfect Negotiation
Two brothers were squabbling over some leftover cake.Each boy insisted that he should have the larger slice.Neither one would agree to an even split. Their motherhad the solution.
Negotiation
She suggested that one boy cut the cake any way he liked,and the other boy could choose the piece he wanted.
When working in teams, differences in vieware bound to arise.
When handled inappropriately, suchdifferences could result in unproductive
conflict at the workplace.
Negotiation skills are thus important as one
possibility for settling disagreements.
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Definition of Negotiation:
To come to agreement with someone with whom you haveshared and opposing interests
Negotiation is a major form of communication for humans. We
negotiate with nearly everyone with whom we have shared
interests our families, friends, suppliers, bosses, and
colleagues.
Negotiation skills include:
Satisfying needs, wants and desires
Focusing on interests not positions, Techniques for separating people from the problem,
Insisting on the use of objective criteria.
It also relies on a sound base of interpersonal skills and
understanding of the approach demanded by the circumstances.
Negotiation (cont)
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What are the things that we negotiate at home or
work?
What are the benefits of Effective Negotiation?
Negotiation Process
Determine the degree of seriousness
Identify the organisational and individual self interest
Establish mutually acceptable negotiating guidelines
Establish ground rules
Negotiation (cont)
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When looking to assess negotiation approaches for resolving
conflict, it is important to understand the differences betweencontact and contract. This difference is explained from a
Gestalt psychology perspective.
Contactinvolves an aggressive response to something of
interest. It is knowing what is possible, not necessarily
achieving what is desired (Nevis, Gestalt Institute of
Cleveland). Contact is just that making contact with
something, to explore it and understand it, or to make it a figure
as opposed to ground.
Contract, on the other hand is two parties coming together and
agreeing on terms of an outcome, including what each party is
responsible for and a schedule of what will be accomplished by
when.
Contract versus Contact Negotiation
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Nierenberg Need Theory of Negotiation:
Needs and their satisfaction are the common denominator in
negotiation
If people had no unsatisfied needs, they would never negotiate
Requires two parties, motivated by needs, to start a negotiation
Negotiation presupposes that both sides want something;
otherwise they would turn a deaf ear to each others demands
and there would be no bargaining
This is true, even if the need is to maintain the status quo
Need Theory of Negotiation
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Needs, Wants and Desires in Negotiation
Our
Desires
Our Needs
Our Wants
Negotiation = Closing The Gap
Their
Desires
Their Needs
Their Wants
Their NeedsOur Needs
Our Wants
Our
DesiresTheir
Desires
Their Wants
Gap = NotMeeting
Needs,
Wants &
Desires
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Interests define the problem. Interests are what you
really want. A position is a stand that you take, and
usually dont budge from. Positions frequently get in the
way of finding a solution to meet both parties interests
and needs.Roger Fisher
Focus on Interests Not Position
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Interpersonal skills are very important innegotiation because conflicting positions
deteriorate into personality conflicts.
Personality conflict is where one or both
parties feel that other does not value them,
trust them or respect them.
To overcome, or prevent, a personality
conflict requires self-confidence, disciplineand skills.
Some of the skills involved are Perception,
Emotion and Communication
Complexities of People Problems
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Perceptionis when you:
Put yourself in their shoes
Dont deduce their intentions from your fears
Dont blame them for your problem
Discuss each others perceptions
Face-saving: Make your proposals consistent with
their values
Complexities of People Problems (cont)
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Emotionis:
Recognising and understanding emotions - theirs
and yours
Acknowledging them as legitimate
Allowing the other side to let off steam
Not reacting to emotional outbursts
Complexities of People Problems (cont)
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Communication is:
Active listening, acknowledging what is being said
Speaking to be understood
Speaking about yourself not them
Building a working relationship
Facing the problem not the people
Complexities of People Problems (cont)
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1. Ensure that all topics that you wish to have
discussed are covered and dealt with to your
satisfaction.
2. Ensure either that those points which you do
not wish to have raised are not raised or, ifthey are, that you can suitably counter them.
3. Ascertain what it is that your opponent is
hoping to obtain from the discussion. Just
as you evaluated your own, you should
assess your opponents needs, wants and
desires.
Key Objectives in Negotiation
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4.Ensure that your own preferred strategy is
followed during all the preliminary stages andwhen you face your opponent across the table. How you wish to approach the negotiation
Sequence in which you wish to pursue the various
points What you will do if you are diverted from your
preferred approach
How you will handle the difficulties which will be
raised The concessions you have to offer
The concessions you will be seeking
Who on your team will do what and when
Key Objectives in Negotiation
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5. Ensure that you must seek to achieve: All of the yourNeeds Most of the yourWants
Some of the yourDesires
During negotiation: Needs are usually fixed The worst position to which I am
willing to be pushed and which I will accept.
Wants may shift as negotiation progresses The positionwhich I believe to represent a reasonable expression of my
expectations from this negotiation and which I fully expect toachieve if I handle it correctly and with due skill.
Desires tend to be flexible The position which I hope toachieve if everything that I have not thought of falls in my
favour
Key Objectives in Negotiation (cont)
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How did you rate yourself on the following
successful traits of a negotiator?
1. Planning skills2. Verbal ability
3. Ability to think under stress
4. Practical or street intelligence
5. Personal integrity6. Knowledge of yourself
7. Ability to perceive and exploit power
Self Assessment
Personal Negotiation Skills
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A conflict I am currently experiencing:
If I were to sit down with the other party for a negotiation, guidelinesI would want to agree to are:My Interests Other Partys Interests
My BATNA:
My Min/Max Position
My best estimate of the other partys min/max positionMy negotiation strategy will be:
Negotiation Activity
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Evaluation of Negotiation Skills
Technique Used Yes No Reason
1. Perception
2. Handling Emotion
3. Communication
4. Planning Skills
5. Ability to think under stress
6. Verbal Ability
7. Practical Intelligence (street
wise or world wise)
8. Personal Integrity
9. Knowledge of yourself
10. Ability to perceive and project
power
Recommendations: