Negotiating for Success in Business Course Outline
Win/win negotiations
- Dispute resolution continuum: Negotiation, Mediation, Arbitration, Litigation
- Content, process and outcome
- Negotiation styles and techniques
- Goals of win/ win negotiation: Efficient process. Strengthened relationships, Mutually satisfying, Optimal agreement
- Positional bargaining (win/lose)
- Soft bargaining (lose/win)
- Principled bargaining (win/win)
How negotiations are structured
- One issue, few issues, large number of issues
- Multiple parties, multiple stakeholders
Four stage Negotiation Process
- Setting a collaborative tone
- Aligning people
- Clarifying and exploring issues
- Mutually satisfying agreement
It all starts with planning
- Recognizing need for negotiation
- Critical factors for a successful negotiation
- Planning and preparing for negotiation
- Exploring issues and goals
- Setting negotiation objectives
- Initial stage: Building trust, setting collaborative tone, framing issues
- Middle stage: Moving from positions to interests, creating potential solutions, setting objective standards
- End stage: Reaching agreement or walking away
Cornerstones of Effective Negotiating
- Persuasion vs. Coercion: The Science of Influence
- Communicating clearly: Asking open questions, Assertive statements, Summarizing, Acknowledging feelings
- Balancing power, real or implied
- Behaving ethically
- Evaluating and improving negotiating ability
Difficult situations
- Low trust/damaged trust
- Reacting without thinking
- Impasse
- No agreement
- Unwillingness to negotiate
- Competition and manipulation
- Keeping cool and relieving stress
Inclusive negotiation strategies
- Gender, culture, styles and personalities
