negotiation skills: can you really achieve a win-win? joanne greenaway jo.greenaway@virgin.net

Negotiation skills: can you really achieve a win-win?

Joanne GreenawayJo.greenaway@virgin.net

What is negotiation?

a method by which people settle differences

compromise or agreement is reached while avoiding argument and dispute

often begins once both sides realise that they can get something from the agreement

Individuals aim to achieve the best possible outcome for their position

the principles of fairness, mutual benefit and maintaining a relationship are the keys to a successful outcome

Your negotiation style

Margaret Thatcher “I am extraordinarily patient, provided I get my own way in the end.”

• Emotional• Hard-nosed/tough/macho • Consensus driven• People pleasing• Aggressive• Haggler• Assertive• Humourous

• Where to sit?• Think broadly– figures, people, ethos• Psychological currencies• Let them go first• Clarity of purpose/pick battles• Put yourself in their shoes• Negotiate backwards• Personal relationship - acknowledge their feelings• Listen and adapt• Plan and be flexible• Build trust

Tips from…Conflict

resolution

• Focus on common ground

• Understand that you don’t have to solve all the issues to make a deal cf Arab Israeli peace

Divorce

• Acknowledge hurt and distrust

• Focus on moving forward

• Try to leave fault out of it

Process change

• Process change unlikely to hold unless buy in

• RACI – report, approve, consult, inform

The stages of a negotiation

Preparation, preparation, preparation

Discussion Clarifying goals

Negotiate towards a Win-Win outcome

AgreementImplementing

a course of action

1. Preparation, Preparation, Preparation

• Plan meeting• Know the facts & what you/they want to

achieve• Groundwork• Role play• Environment • Who has authority?

2. Discussion

• Put forward case• Listen• Questioning, clarifying• Take notes

3. Clarifying goals

• Prioritise goals of each side• Establish common ground• Analyse Wants and Needs

–Shared

–Differing

–Conflicting

• Brainstorm possible options• Use criteria to narrow them down

MOISHE AND GITTELE

Moishie and Gittele are an older couple from Golders

Green, getting married late in life.

They are planning their first holiday together. He’d like

to go on an adventure and has always fancied trekking in

the Himalayas with a backpack – you only live once. She

wants to go to somewhere sunny and put her feet up.

He’s heard from her friends that she likes Bournemouth.

WHAT TO DO?

His immediate thoughts are:

Go on separate holidays

Finish the relationship

Persuade Gittele to get fit and go trekking

Go to Bournemouth and grin and bear it

WHAT THEY REALLY WANT

Gittele would like some time to read a pile of books she

hasn’t got round to

Gittele needs a good rest

She doesn’t like flying very long-haul

Moishie would like to do some walking but is happy to

go himself

Moishie would like to go somewhere he hasn’t been

before for a change of scenery

WHAT THEY REALLY WANT

Neither like it too hot but want the sun.N

Neither are interested in a big resort.

Neither want to bump into anyone they know – they

want to spend time together.

Neither wants to be away for too long. Gittele has to

look after her elderly mother and Moishie has to

get back to work.

Both like cooking but would like to be able to eat out.

4. Negotiate towards a Win-Win outcome

• Win-win as ultimate goal• What is your BATNA?• What is their BATNA?• To disclose or not to disclose?

5. Agreement

• Aim for win/win but remember BATNA• Don’t rush it• Make yes the easy option• Stuck at an impasse?– Call in for a third party/pizza– Revisit the options– Split the difference?– Leave it? – on good terms

6. Implementing a course of action

• Clarity• Formalise ASAP in writing– Agreement, memo, minutes, letter

• Failure to agree schedule further meeting• NB. Attitudes towards the negotiation

Top tips in a communal setting

Establish credibility

Patience

Build alliances Repeat your points

Effective communication

Understand their drivers Pick battles

Pick timing

Massage egos

Questions?

Thank you for participating. Jo.greenaway@virgin.net