IT Management Slideshow: Negotiation Bootcamp

By Dennis McCafferty  |  Posted 11-05-2010

Negotiation Bootcamp

What is "negotiaphobia"?It's defined by anxiety or reluctance to enter into any situation in which two or more parties have perceived differences in desired outcomes, and must work together to close gaps.

Negotiation Bootcamp

Negotiation Bootcamp - Page 2

You know you're a "negotiaphobe" if .You perceive negotiation as an exercise in conflict rather than an opportunity to engage.

Negotiation Bootcamp - Page 2

Negotiation Bootcamp - Page 3

What's Your Negotiating Style?Avoidance: Not discussing the other party's demands in hopes of leveraging a better deal.

Negotiation Bootcamp - Page 3

Negotiation Bootcamp - Page 4

What's Your Negotiating Style?Accommodation: Meeting the demands of the other party due to one's own weaker power position.

Negotiation Bootcamp - Page 4

Negotiation Bootcamp - Page 5

What's Your Negotiating Style?Competition: A win/lose approach in which the only way you "get" something is for someone else to give something up.

Negotiation Bootcamp - Page 5

Negotiation Bootcamp - Page 6

What's Your Negotiating Style?Collaboration: The most advanced strategy -- learning about the needs of all stakeholders in order to craft a win-win outcome.

Negotiation Bootcamp - Page 6

Negotiation Bootcamp - Page 7

Four Reasons Why Collaboration Rules1. It's not about fighting to get a larger share of the pie (as is competition).

Negotiation Bootcamp - Page 7

Negotiation Bootcamp - Page 8

Four Reasons Why Collaboration Rules2. It's not about giving up the pie (as with accommodation).

Negotiation Bootcamp - Page 8

Negotiation Bootcamp - Page 9

Four Reasons Why Collaboration Rules3. It's not about stalling (avoidance).

Negotiation Bootcamp - Page 9

Negotiation Bootcamp - Page 10

Four Reasons Why Collaboration Rules4. It's about growing the size of the pie.

Negotiation Bootcamp - Page 10

Negotiation Bootcamp - Page 11

You Know You're A Collaborator If you feel that you are a true "partner" with those you negotiate with.

Negotiation Bootcamp - Page 11

Negotiation Bootcamp - Page 12

You Know You're A Collaborator If you establish shared principals to use as a basis of the discussions.

Negotiation Bootcamp - Page 12

Negotiation Bootcamp - Page 13

You Know You're A Collaborator If you distinguish between "positions" and "needs" to reduce time-consuming, unnecessary conflict.

Negotiation Bootcamp - Page 13

Negotiation Bootcamp - Page 14

You Know You're A Collaborator If you value negotiations as a way to build long-term relationships that can result in future opportunities.

Negotiation Bootcamp - Page 14

Negotiation Bootcamp - Page 15

You Know You're A Collaborator If you realize "one size does not fit all."

Negotiation Bootcamp - Page 15

Negotiation Bootcamp - Page 16

Three Steps For Efficient Negotation1. Learn the behavioral patterns and corporate culture of all stakeholders so you can anticipate their tactics in advance.

Negotiation Bootcamp - Page 16

Negotiation Bootcamp - Page 17

Three Steps For Efficient Negotation2. Start with collaborative techniques before settling on a potentially divisive "competition" approach. It's far easier to go from collaboration to competition than from competition to collaboration.

Negotiation Bootcamp - Page 17

Negotiation Bootcamp - Page 18

Three Steps For Efficient Negotation3. Practice effective techniques with your staff, at home, and in your community. As with learning a new language, the best way to keep your negotiating skills fresh is to use them in all relevant walks of life.

Negotiation Bootcamp - Page 18