1. NEGOTIATIONS CHAPTER 9 Interpersonal Skills in Organizations

2. “You often get not what you deserve but what you negotiate.”

3. 4 Benefits of Negotiating Skills • Which one of the following is not a benefit? • Negotiation helps your career and company too. • Negotiation promotes diversity • Negotiation improves relationships • Negotiation may prevent future conflict. • Negotiation reduces litigation (SEE PAGE 174/164)

4. NEGOTIATING STRATEGIESfind Figure 9-1 INTEGRATIVE STRATEGY Explain how this is a “WIN-WIN” strategy. Explain the “preferred supplier” aspect of this strategy. Think “COLLABORATION” DISTRIBUTIVE STRATEGY Explain how this is “WIN-LOSE” strategy. When should I use this strategy? Think “COMPETITION”

5. THE FIVE STAGES OF NEGOTIATING FIND THEM IN YOUR TEXT

6. NEGOTIATION: FIVE STAGES

7. VERBAL NEGOTIATION SKILLS

8. VERBAL NEGOTIATION TACTICS MATCH THIS……… WITH THIS…………. RECOMMENDATION NORMATIVE APPEAL COMMITMENT SELF DISCLOSURE PUNISHMENT COMMAND WARNING THREAT PROMISE I will sell you a kipper if you will sell me a mackerel. You can have all my kippers! I do not sell my kippers to fools! Most people buy my kippers for 50 rials! If you do not like my kippers, I have friends in the Mafia.

9. NEGOTIATING STRATEGIES MATCH THIS…………….. WITH THIS………………… SCRIPTING FRAMING MANAGING • With this strategy, I need to listen, ask, questions, control my emotions, and practice! • With this strategy, I use my imagination to envision how the negotiation will go from both sides, like a movie scene. • With this strategy, I anticipate the negotiation outcome by thinking through the issues.

10. Negotiation questionsSee page 172 MANAGEABLE UNMANAGEABLE

11. WHY ARE SOME QUESTIONS UNMANAGEABLE?

12. TIPS FOR NEGOTIATINGWHAT ARE THE GOOD ONES? Forget about the future, now is what counts Always use a competitive strategy The person is the issue and the issue is the person Let your “gut reaction” be your guide Always defend your position Never use a mediator

13. TIME FOR