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Whittle Consulting Group. www.WhittleConsultingGroup.com. Paris Boehm, Associate 515.720.5325 paris@WhittleConsultingGroup.com. The Art of Win-Win Negotiation. who’s. who?. ?. Why am I here. Today’s objectives:. Examine different models and approaches for effective negotiation.
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Whittle Consulting Group www.WhittleConsultingGroup.com Paris Boehm, Associate 515.720.5325 paris@WhittleConsultingGroup.com The Art of Win-Win Negotiation
who’s who?
? Why am I here
Today’s objectives: Examine different models and approaches for effective negotiation Apply negotiation models & approaches through practice Explore ways to utilize relationships to achieve win-win results NEGOTIATION
At the end of the day… To better know & understand yourself and others in order to improve your your skills in negotiating a win-win resolution
? What does today look like
Concepts & Strategies Context & Overview Models & Tools Practice & Application
H ousekeeping • Materials • Slides • Breaks • Evaluation 2
Successful negotiation What does it look like? Unsuccessful negotiation 2
The process by which human beings or groups of human beings exchange ideas with each other in order to effect a change in their relationship. Negotiation Juliet Nierenberg & Irene S. Ross
YES Desired State Current State No
YES Desired State Desired State Current State No
WIN LOSE Me You LOSE WIN LOSE LOSE WIN WIN
Power? Authority?
When you think you are powerful, you are. When others think you are powerful, you are.
POWERFUL 8. Lead & Make It Happen 7. Find Solutions 6. “Own It” 5. Acknowledge Reality 4. Wait & Hope 3. “I can’t” - Excuses 2. Blame Others 1. Unaware / Unconscious powerless
ORGANIZATIONAL CULTURE (High) GROUP BEHAVIOR INDIVIDUAL BEHAVIORS Difficulty INDIVIDUAL ATTITUDES KNOWLEDGE (Low) Time involved (Short) (Long)
take a BreaK
Negotiation… it’s all about relationships
You must agree… • You can not control others • You can control yourself • You accept responsibility for your actions, reactions, decisions, and emotions • You share responsibility for the success of your team
Understanding yourself Understanding others Connecting
Effective relationships are all about STYLE WORKINGSTYLES 2
questioning deliberate precise formal caring patient sharing encouraging dynamic sociable persuasive enthusiastic strong-willed competitive demanding determined Who are YOU?
questioning deliberate precise formal caring patient sharing encouraging dynamic sociable persuasive enthusiastic strong-willed competitive demanding determined Who is HE/SHE?
Let’s do itRIGHT Let’s do itNOW Let’s do it in a CARING way Let’s do itTOGETHER
Gifts • Sets clear targets for themselves • Is honest and direct with the team • Presents ideas and facts with absolute certainty • Provides a fast response to the team’s needs • Brings energy and momentum to the project
Challenges • May be in a hurry to present a solution without always listening thoroughly to the business needs • May appear intimidating • May sometimes move on to the next big opportunity before finalizing the details of the last one • May be so single-minded that they fail to anticipate problems or explore alternative approaches
Gifts • Brings great energy and enthusiasm to the role • Socializes well with the team and makes meetings positive and upbeat • Takes a creative approach to solving problems • Believes that anything is possible and talks in a compelling way about future possibilities • Brings optimism to the team, inspiring others to embrace new ideas and concepts
Challenges • May make promises they cannot keep • May lose track of time, show up late, or run over • May forget the finer details by focusing too much on the ‘big picture’ • May lose interest in the project and fail to follow through completely
Gifts • Excels at maintaining long-term relationships with team members • Listens well and takes time to establish needs • Takes a collaborative, partnership approach to implementation • Brings a voice of reason to the team, ensuring new ideas are really in the best interest of the business
Challenges • May be seen as hesitant and lack a sense of certainty in proposing solutions • May avoid confrontation or delivering a difficult message by sometimes taking the path of least resistance • May appear to lack passion and/or excitement about their area of responsibility • May be seen as slow to respond
Gifts • Asks excellent fact-finding questions • Allows the team time to reflect and consider options • Demonstrates care by attention to detail • Provides accurate and timely data to support the project • Plays a questioning role within the team, ensuring decisions made will have a viable benefit to the business
Challenges • May appear cold, dispassionate and severe • May present so much information that the team loses interest • May ask too many questions and take too long to suggest a solution • May show discomfort with an unstructured meeting • May become irritated with team mates who appear disorganized and unplanned
OTHERS! It’s all about 3
THEY X Do unto others as you would be done unto.
be bright, brief and be gone • be direct & to the point • focus on results • try to take over • hesitate or waffle • focus on feelings Do Do not Approaching and Communicating
be entertaining & stimulating • be friendly & sociable • be open & flexible • bore me with details • ask me to work alone • tie me down with routine Do Do not Approaching and Communicating
be patient & supportive • give me time to answer • work at my pace • ask my opinion • spring last minute surprises • push me to make quick decisions • take advantage of my good nature Do Do not Approaching and Communicating
be well prepared & thorough • let me consider the details • put things in writing • get too close or hug me • be flippant on important issues • change my routine without notice Do Do not Approaching and Communicating
Aim Fire Fire Aim Ready Ready
4 Collaboration 4 Compromise Competition Options for negotiation Accommodation
Accommodation • Minimizes, • suppresses • differences • Maintains surface harmony • Can result in feelings of • powerlessness, frustration
Competition • Focuses on defeating • other side
Compromise • Each party • gives up something • Trade-offs • Multiple options, solutions • Use to build consensus
Collaboration • Experience, • expertise, perceptions of both • parties recognized & valued • Alternatives discussed openly • Decisions made in broader • context: What’s best for • team, department, company
Let’s do LuncH
5 5 3 1 2 4 Control the climate Pause for reflection Search for needs Clarify your objectives Agree on the facts Five critical concepts