Win-Win Negotiation Techniques

José E. Rodríguez Huerta (@jrhuerta)

What?

• WIN-WIN NEGOTIATION style• 5 ESSENTIAL traits OF WIN-WIN

NEGOTIATORS• A WIN-WIN NEGOTIATION• Fit with THE REST OF THE WORLD• DIRTY TRICKS: BEING PREPARED

What is a negotiatioN?

Who negotiates?

How we think about negotiations

POSSIBLE OUTCOMES

WIN – LOSEPARTIAL WIN/LOSELOSE - LOSEWIN - WIN

So… What’s different?

Let’s find out!!!

The $1000 Game

• You don’t know each other

• I will give a prize of $1000 to each of the first two people who can persuade the person sitting opposite to get up, come around the table, and stand behind his or her chair

The $1000 Game

THINK FAST!!

You have 30 seconds

The $1000 Game

What was your first instinct?

DECIDED NOT TO PLAY

Option 1

This is the approach of the Avoider

• Avoids confrontation, controversy and tense or stressful situations

• Avoids discussion of issues or concerns• Avoids situations with “winners” and “losers”• Puts off negotiation when possible

Can be (surprisingly) very difficult to Negotiate against

Run over and stand behind the chair of the person opposite

you, trusting that she will give you a fair share of the

$1000

Option 2

This is the approach of the Accommodator

• focuses on preserving the relation• Resolves conflict by solving the other

party’s problem• Helps at his own expense• Tries to win approval• Follows the other party’s lead• Emphasizes areas of agreement

Yell to the person sitting across from you that he

should run over and get behind your chair and that you’ll

share the money with him if he does

Option 3

This is the approach of the competitor

• self interest and winning even at the other party’s expense

• Uses power to effect a more favorable outcome

• Exploits weaknesses• Wears down the other side until it gives in• May use threats, manipulation, dishonesty

and hardball

If the person across from you is offering you $500 to stand behind her chair, take the

deal

(even if you made the same offer to him/her)

Option 4

This is the approach of the compromiser

• Favors fair and balanced• “Splits the difference”• qui pro quo• Seeks solutions in the middle

Suggest to the person opposite you that you BOTH get up

and stand behind each other’s chair, so you BOTH

get $1000

Option 5

This is the approach of the Collaborator

• optimal and mutual interests• Deals openly• Communicates effectively• Builds trust• Listens• Exchanges ideas AND information• Seeks creative solutions• Creates value

Negotiation styles

Most people use a combination of these styles.

be aware of your default style

Be aware of your counterpart's style

Learn to adapt

Dsitribution of negotiation styles

Which traits do successful negotiators share?

5 ESSENTIAL TRAITS

ASK QUESTIONS

Why ASK QUESTIONS?

• Build rapport• Gain thinking time• Control the discussion• Clarify understanding• Persuade• Gather information• Focus on common ground and solidify

the progress

Listen actively

Why Listen actively?

• Detect and focus on flag words• Encourage the• Paraphrase to clarify

EMPATHISE

Why EMPATHISE?

• Show empathy• Recognize your counterpart’s

emotional state

Consider And Explain

Why Consider And Explain?

• Inmediate rejection is insulting• Build a base from which to build from• Prepare

PREPARE

• Less chance of getting surprised• Reduce risk of deadlock• Greater flexibility• Fixed point vs range

Think Creatively

Think Creatively

• Identify currencies• Identify interests• Generate options• Recognize patterns so you can know

when to break them

Let’S SEE AN EXAMPLE!!

CLASSIC SOLUTIONS

JENNY CUTS, Jack CHOSES

50% 50%

ClassIc solutions

No orange

0%

UNI-dimentionalsolution space

win-win solutionFocus on Interests

GIVE JACK THE JUICE, JENNY THE PEALS

100% 100%

Multi-dimentional satisfaction space

John NASH

FIRST PAPER

Without coopeartion competition leads to non optimal equilibrium

(also known as NASH’s equilibrium)

(a beautiful mind)

Adam Smith

Competition in a free market LEADS to the best possible results

John NASH

second PAPER

With coopeartion negotiators can find a fair and efficient solution by maximizing the utility product

(“UTILITY PRODUCT MAXIMIZATION ALGORITHM”)

(a beautiful mind)

UNSOLVED PROBLEMS

Although we know THIS for more than half a century now, The greatesT

problem in negotiations and game theory continues to be unsolved.

HOW TO GET FROM COMPetITION

TO COLLABORATION

THE NEGOTIATOR’s DILEMMA

RULES:

FORM GROUPS OF 3 PEOPLE1 OBSERVER AND 2 PLAYERS

2 cards each PLAYER(CREATE VALUE/CLAIM VALUE)

MORE POINTS WINSOBSERVER TAKES NOTES

THE NEGOTIATOR’s DILEMMA

RULES:

CREATE/CREATE = 5pts/5PTSCREATE/CLAIM = -10PTS/10PTS

CLAIM/CLAIM = -5PTS/-5PTS

THE NEGOTIATOR’s DILEMMA

FIRST 4 ROUNDS

NO TALKING!!!

THE NEGOTIATOR’s DILEMMA

HOW DID IT GO?

THE NEGOTIATOR’s DILEMMA

SECOND 4 ROUNDS

YOU CAN TALK!

THE NEGOTIATOR’s DILEMMA

SECOND 4 ROUNDS

WHAT HAPPENED THIS TIME?

THE NEGOTIATOR’s DILEMMA

LAST 2 ROUNDS

POINTS x2

WHERE THERE ANY DOMINANT STRATEGIES?

DIRTY TRICKS:

DO WE NEED THEM?

THE FLINCH

RELUCTANCE

The squeeze

Good guybad guy

The competition

AUTHORITY LIMITS

AUTHORITY LIMITS

Rolling concessions

THANK YOU for PARTICIPATING!

@jrhuerta