win-win negotiation

Win-Win Negotiations

win-win negotiation

Win-Win Negotiations

Top negotiators should be aware of

•Power

•Analysis

•Social skills

•Principles

win-win negotiation

Power

power is the right, ability or capacity

to exercise and express

control

win-win negotiation

Power

• indirect power

– reciprocity =

action and reaction

– continuity =

orderly sequence of action

– social acceptability =

strive for higher status

– liking =

orient on other things

– scarcity =

insufficienty

– authority =

command and enforce obedience

• direct power

– punitive =

extreme high level of power

– reward =

gift or prize

win-win negotiation

Power

• the way to express it:

– physical � bodylanguage (eye contact, mimic art)

– emotional � empathy, beeing unselfish, neutral, background information

– mental � motivation, being purposeful, patience

• also useful:

- language/communication; using symbols; outfit

win-win negotiation

Analysis

win-win negotiation

• Be able to give up fixed positions

• Find authentic new solutions

• Expanding possibilities ���� more benefit

���� win-win result

Analysing means…

win-win negotiation

Get out of fixed positions

1. Separate people and problems

2. Focus on needs, not in positions

3. Look for alternatives creatively before

you move on to final decisions making

4. results must be based on objective criteria

win-win negotiation

The best result

• Acceptable solution for both parties

• Pareto-optimum

• Different viewpoints

• High creativity + high intelligence

win-win negotiation

Examples

You have to analyse:

Who has the power?

Which culture?

Interests?

Tactics?

Talking to the right person?

Setting?

win-win negotiation

Social skills

win-win negotiation

Social skills are…

• Emotions, which are part of the negotiationprocess

• Abilities to express and control feelings

• Necessary to create a positive athmosphere

win-win negotiation

Three steps to develop social skills:

1. Learn to recognize your emotional sensitivity and to control it

2. Learn to understand the other party and seehis/her type of personality

3. Learn to communicate skillfully by choosing theright message and a suitable communicationstyle

win-win negotiation

Social skills needed in negotiation & communication:

• Greeting

• Initiating conversation

• Understanding the listener

• Empathizing

• Reading social cues

• Previewing

• Problem-solving

• Apologizing

in reference to Candy Lawson

win-win negotiation

Greeting

� is the first step in social interaction

� it includes facial expression, tone of voice and gestures

win-win negotiation

Initiating conversation

• This requires

– Good listening skills– Attentional skills– Ability to take turns– To probe for missing information

win-win negotiation

Understanding the listener

• Important to understand the counterparty

• Being able to adapt your language suitable to theperson you are talking to

win-win negotiation

Empathizing

• Being able to feel what the other person feels

• Allows to connect to the counterparty

win-win negotiation

Reading social cues

• Are hints and signals guiding to the next thing to say

• Verbal and non verbal

win-win negotiation

Previewing

• Ability to think about possible effects your words and actions may have on the counterparty

���� to adjust what you want to say/do

win-win negotiation

Problem-solving

• Problems/conflicts are often part of negotiationprocesses

• Important to reach a mutual agreement

win-win negotiation

Apologizing

• Everyone makes social mistakes

• Sincere apology is the quickest and easiest way to correct the mistake

win-win negotiation

Principles of negotiation

• Having principles means that a negotiator has an ability to reach the targets in the long term

• Several superficial negotiation techniques such as tactics, game winks, psychological tricks don‘t offer long termbenefits

win-win negotiation

Principled Negotiation

How to find the golden mean in following principles?

�The best area is between opportunism and stiff

idealism

� trust created partly by charisma, partly by

perceived behaviour

�good reputation

win-win negotiation

Roles in using principles

Taking responsibilityAlone With others

Principles

Opportunism

Fixedtargets

0. ”Weathercock”

1. Performer

2. Leader

3. Complainer

4. Sovereign

5. The Sun King

win-win negotiation

Mini - Drama performed by

Sina and Laura