Best Practices in Negotiation
Be prepared
more preparation
numerous advantages
the ability to analyze the others party's offer
understanding one's own goals and interests
an ability to articulate them
understand the others party communication
find an agreement
setting high but achievable aspirations
Negotiators
Plan their statements and positions
recognize and prepare for the effects of the broader context
replanning the negotiation sequence
overplanning tactics
Diagnose the Fundamental Structure
Negotiatiors
analyze what type of negotiation they are facing
choose strategies and tactics
acommodative, avoidance and compromise
negotiations consist of a blend of integrative and distributive elements
in integrative and distributive phases
be careful in the transitioning
Identify and Work the BATNA
option that will be chosen if the agreement isn't reached
a good BATNA you can find a good deal
notice the BATNA of the other part
monitor it carefully, show your BATNA is better and show competitors BATNA is weak.
Be Willing to Walk Away
in mind the goal is to obtain a good outcome
make regular comparison with the target
maintain clear a walkaway point
there is a poor arrangement or if it's offensive
Master the Key Paradoxes of Negotiation
Claiming Value vs. Creating Value
distributive skills for value claiming
balance the stages and their transitions
integrative skills for value creation
Principles vs. resilient to the flow
a flexible thinking and understanding when the situation changes
distinction between issues of principle
Stick with the strategy vs. New options
important to belive in your intuition
distinguish a phantom (or trojan horse) opportunity
real opportunity
Trust vs. Distrust
believe everything
level of trust is seen in the process
Remember the intangibles
"see what is not there"
Asking questions, analyzing their behaviors and taking and observer or listener to the negotiation
Actively Manage Coalitions
coalitions against you
divide and conquer
recognize them
coalitions that support you
communication is essential
loose, undefined colaitions
Savor and Protect your Reputation
essential to have a positive reputation
"tough but fair"
difficult negotiation, but rational and fair
"tough and underhanded"
verify what the other says, be vigilant for dirty tricks and be guarded of sharing info.
work to shape and enhance reputation
being consistent and fair
Remember rationality and fairness are relative
maintain high perceptions
question their own perceptions of fairness
clear principles
find external benchmarks
suggest that have fair outcomes
illuminate definitions of fairness held by the other party
reach to a consensus in standard of fairness
Learn from the Experience
to remain sharp
analyze after every negotiation
follow a three-step process
Plan a personal reflection time
“take a lesson” from a trainer or coach
personal diary on strengths and weaknesses
work on your weaknesses