### Mastering Win-Win Negotiations: Strategies for Success at Kelley School of Business ###
Join Richard D. Attiyeh for an engaging discussion session on successful negotiating techniques at the Kelley School of Business. Explore vital concepts such as goodwill, information exchange, and the importance of understanding differing perspectives. Learn guidelines for effective negotiation, including preparation, creativity, and communication skills. Avoid common mistakes and discover the significance of building long-term relationships. This session aims to equip participants with the tools needed to navigate negotiation landscapes successfully and achieve win-win outcomes. ###
### Mastering Win-Win Negotiations: Strategies for Success at Kelley School of Business ###
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Presentation Transcript
Successful Negotiating Advantage Discussion Session #74 for X420 Class Kelley School of Business Presented by Richard D. Attiyeh
Win-win Negotiating • You need goodwill on both sides • Giving and getting information is vital • Different people want different things • Afterwards people are willing to deal with you again • Both parties confident the agreement will hold • Each side has achieved something
Guidelines for Successful Negotiating • Be prepared • Acknowledge differences in perception • Anticipate no agreement • Be creative and flexible
Guidelines for Successful Negotiating • Look for areas of trade off • Ask questions and listen • Avoid threats and ultimatums • Suggest a deadline
Q & A • Which of the following are win-win? • “What do you think about sending our staffs to the tech training seminars? They’d gain valuable knowledge and begin to learn how to work together effectively.” • “Yeah, we can pay for the seminars if your organization will cover the travel costs.” • “Whoa! Let’s remember who the senior trading partner here is. It’s not your client, that’s for sure!” • “Well, if we can’t even agree on this then we might as well leave right now.” • “Before we end these discussions, let’s set a date for our next meeting.”
Preparing for a Negotiation • Think through how the other person is going to view the negotiation
Anticipate No Agreement • Anticipate no agreement • Think through your alternative • Be as well-informed as possible
Ask Questions and Listen • Understand the importance of the relationship
Common Negotiating Mistakes • Inadequate preparation • Not looking for a win-win result • Not listening • Pulling rank • Scoring points for personal satisfaction
Common Negotiating Mistakes • Being aggressive • Arguing • Ignoring conflict • Impatience • Failing to end on a positive note
Five “Don’ts” • Don’t accept the first offer – at least not immediately • Don’t be the first • To name a price • To offer to split the difference • Don’t get seduced so you can’t walk away • Don’t admit you’re under time pressure • Don’t leave a single issue outstanding
Q & A • Which of the following is wise, which is foolish? • Negotiator to counterpart: “Let me start out by telling you • that we are willing to meet you halfway on all costs.” • 2) Negotiator to counterpart: “We are all tired of your • excuses. We’re out of here.” • Negotiator to counterpart: “Before we go on, I want to make sure that you’re comfortable with things so far. If not, let’s take some more time and examine the issues completely.” • Negotiator to counterpart: “Let’s get one thing clear – we don’t need you, you need us.” • Opening statement: “We’re here because we both realize that if we can come to an effective arrangement we will both benefit. The more we agree, the more we benefit.” • Closing statement: “What a good meeting! When can we get together again?”
Focus of Negotiators Structure/Facts ANALYSIS FOCUS RESULTS FOCUS Unassertive Assertive STABILITY FOCUS INVOLVEMENT FOCUS Variety/Emotions
Focus of Negotiators Structure/Facts • RESULTS FOCUS • Be concise • Use key points • Be positive, not aggressive • Be businesslike • ANALYSIS FOCUS • Be detailed • Give reasons • Allow time Unassertive Assertive • STABILITY FOCUS • Develop trust • Present a clear case • Go slowly • INVOLVEMENT FOCUS • Be enthusiastic • Be informal • Present the facts clearly • Be interesting • Appeal to imagination Variety/Emotions
Personal Action Plan • Review the Guidelines • Practice Your Skills • Review your Exchange
Review the Guidelines • Be prepared • Acknowledge differences in perception • Anticipate no agreement • Be creative and flexible
Review your Exchange • What were the issues? • How were they handled? • Were gains accomplished? • How does your future relationship look? • Did you use the guidelines?
Successful Negotiating: Evaluation Questions • Use: • Strongly agree • Agree • Disagree • Strongly disagree • Don’t know • I found the presentation of material easy to understand. • This Advantage session increased my knowledge on the subject presented. • I will be able to use some of the information from this Advantage session in the future. • The presenter was well prepared for this Advantage session. • This presentation should be repeated in future semesters.
