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Robert Anderson
Negotiation Skills
Deutsche Bank
McDonald Anderson
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Definition
Negotiation is…
the process of back-and-forth communication between parties aimed at reaching agreement where some needs are shared and some are opposed
McDonald Anderson
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Workshop Objectives
Identify five negotiating styles and know when to use them
Distinguish between competitive and collaborative strategies
Use a five-step approach to plan and conduct a collaborative
negotiation
Use listening techniques to promote cooperation, resolve
conflicts and for creative problem solving
Handle situations where other sides refuses to negotiate or
creates obstacles to mutual understanding
Gain greater confidence in your ability to negotiate
McDonald Anderson
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Agenda
Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps
AM
Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up
PM
McDonald Anderson
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Guidelines
Participate
Be open
Give feedback
Respect confidentiality
Smart phones off; step outside
Have fun!
McDonald Anderson
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Introductions
Name/area
Length of time at Deutsche Bank
Types of negotiations you conduct:
Clients? Vendors? Colleagues?Other?
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Benchmark Negotiation
A New Database for Research
Research Technology
Plan negotiation: 10 minutes
Conduct negotiation: Compete 5 minutes Collaborate 5 minutes
vs.
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Negotiating Styles
Competition Collaboration
Avoidance Accommodation
Compromise
Concern for Other’s Needs
Con
cern
for
You
r N
eeds
McDonald Anderson
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Negotiating Styles: Pros & Cons
Pros Cons
AvoidingStays away from conflict
AccommodatingGoes along with what the other side wants
CompromisingSplits the difference so both sides gets part of what they want
CompetingTries to get it all
CollaboratingTries to find the maximum gain for both sides
When is it okay to use?
McDonald Anderson
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Five Steps for Collaborative Negotiations
Your Position
Needs
1. State positions
Their Position
Needs
2. Identify Needs
3. Reframe (How can we meet the priority needs of both sides?)
4. Discuss Options
5. Reach Agreement
BATNA BATNA
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Identifying Needs
How can we satisfy the priorities and needs How can we satisfy the priorities and needs for both A and B?for both A and B? ReframeReframe
Position Position
Underlying
Needs
Underlying
Needs
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Needs, Reframe, OptionsPractice
Position
Needs
Reframe
Options
Agreement
Alan (consultant) Jennifer (company employee)
“I will be available to answer questions by telephone during the system installation.”
“I expect you to be on site to answer questionsduring the four weeks of system installation.”
Directions:1.List the needs of each negotiator.2.Write a reframe.3.List options that will help them meet needs. Be creative: list as many as possible without judging them.4.Suggest a possible agreement that will meet the needs of both negotiators.
Directions:1.List the needs of each negotiator.2.Write a reframe.3.List options that will help them meet needs. Be creative: list as many as possible without judging them.4.Suggest a possible agreement that will meet the needs of both negotiators.
McDonald Anderson
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Agenda
Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps
AM
Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up
PM
McDonald Anderson
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Communication Skills
2. Active Listening
Ask open-ended questionsTell me more about ...What are your reasons for wanting that ... ?From your point of view, what would make this work?How do you see it from your perspective?What are your concerns about ... ?
Restate what the other party shared You think ...Your main priority is ...You would prefer ...You would feel a lot better if ....You are not convinced that ...
1. Build common groundWe both want to make sure the project is successful.We are both equally concerned about …I really appreciate your work on …Clearly, this is a high priority for both of us.Building on the success of our last project…
3. InformingMy main priority is …I think/feel/need …What’s important to me is …My concern is …
McDonald Anderson
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Listening for Needs
Open-ended questions
Restatement
Active Listening
McDonald Anderson
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Listening for Needs
Round 1: Team Leader — skilled Team Member — unskilled
Round 2: Team Leader — unskilled Team Member — skilled
Team Leader Team Member
Plan your:PositionNeedsAttacks
10 minutes
McDonald Anderson
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Dealing with Difficult Negotiators
Useful Questions
McDonald Anderson
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Assertive Model
The situation or behavior of the person
Your strategic feelings about the situation
The behavior you would prefer from them
The positive or negative consequences
McDonald Anderson
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Assertive Model
I noticed that …
I feel…
I would prefer for you to…
If you do… If you do not…
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Assertive Techniques
Stay calm
Listen
Repeat the request
Use fogging
Find a win-win solution
McDonald Anderson
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Negotiation Phases
1. Opening
2. Discussion
3. Follow Up
Key ElementsClimateRelationship
Positions Needs Reframing Options Agreement
Monitoring Returning to the table
Getting down to business
Implementing the agreement
McDonald Anderson
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Action Plan
McDonald Anderson