Effective Strategies for Successful Negotiation Process
Explore key insights on negotiation planning, process management, transitioning through negotiation steps, information gathering techniques, essential negotiation terminology, and client interest determination in this comprehensive guide. Elevate your negotiation skills with practical advice and valuable resources.
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Presentation Transcript
Negotiation Process Image result for negotiation process picture 2 Skills & Values: Legal Negotiating, Chapter 3 Preparation Preliminary Information Distributive Closing Cooperative
Effective Managing of the Negotiation Process 3 Preparation (Investigation/Determining BATNA) Introduction (brief telling of story) Discussion (Preliminary) Clarification of goals/interests (Information) Negotiate towards a Win-Win outcome (Distributive) Agreement/Summarize (Closure) Implementation of a course of action (performance) Important: Organization Management (discussion/time) Active Listening
Transitioning through the Negotiation Process 4 How you move from one step of the negotiation process to another. Common Questions: How do you actually change or transition from one step in the negotiation process to the next (or another)? Do you need to complete all aspects of one step before moving to another? How long should you stay in each step of the process? Who decides when to move on to the next step of the process? How do you know when it is time to move to the next step? Questions...??
Information Gathering Clean Questions 5 What is important about...? What interests you about...? What do you expect/want...? How do you know when...? How did you decide...? Why do you think...?
Negotiation Terminology 6 ZOPA zone of potential agreement BATNA best alternative to a negotiated agreement Aspiration Value the best possible deal available to your client Reservation Value the worst possible deal you could take and still meet your client s interest
Determining Your Clients Interests 7 1. Essential: what must be obtained 2. Important: what your client wants to get but would be willing to exchange for an essential or another Important Item that is higher on the priority list. 3. Desirable/Nice to have: secondary items your client would be happy to get but they would also happily exchange one or more of these for an Important or Essential item.
