Wednesday, March 20, 2013

#JSC2013: Juanita Richardson - the art and science of win-win negotiating for effective communication

Bad news - her slides got sent to the ozone.  Good news - her slides got sent to the ozone!

What can be negotiated?  Everything!
Even if we think we haven't don't a negotiation, we have.  Negotiation underlies many of our communications.
The end product should be an articulation of what has been agreed.

There  used to be a win-lose viewpoint of negotiating.
However, both sides should come to an agreement that benefits both sides.

A win-win can become win-lose if the resulting relationships is not a long relationship.
Focus on interests rather than positions. Principled negotiation.
- in compensations negotiation think about fair compensation versus a specific salary.
End up with an agreement that can be measurable.  SMART goals.

BATNA - best alternative to a negotiated agreement
- need to understand what your real bottom line is

Phase 1 - before the negotiation - spend time to...
- conduct research
- gather facts
- conduct a SWOT analysis
- think about the interests of the other side
- figure out the negotiating style of the other side
- understand what the bottom line will be for them
- "you can't win if you don't play"

Phase 2 - during the negotiation. At the table...
- come with an open attitude
- anticipate questions
- propose an agenda
- be in an information sharing mode
- be ready to question assumptions.  It's ay to do that.
- be explicit in how the "deal" will be launched and communicated
- make sure your commitments are realistic
- be aware of how your staff will react to the deal, as well as their long term roles
- be prepared for the tactics that the other side might employ
--- good cop, bad cop
--- intimidation
--- artificial deadlines
--- don't show your cards first 
--- limited authority
--- high ball, low ball
--- take it or leave it
--- literally get up and leave
--- get the product into the person's hands.  Will feel difficult to get rid of it.
- the longer you talk, the more likely you'll create an effective agreement
- explore underlying needs
- talk about all of the facts and interests - active listening
- arrive at a written contract
- "you won't get what you don't ask for"

Phrase 3 - after the negotiation
- debrief with your team
- talk about what you learned
- "whatever you negotiate,  you going to have live with"

If the deal looked good on paper, but went wrong, why?
Don't be in it for the quick "sell".
Consider all of the pieces.

Implementation minded negotiator versus deal minded negotiator

Open with the question - how do we create value together?

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