Win-Win Negotiations
win-win negotiation
Win-Win Negotiations
Top negotiators should be aware of
•Power
•Analysis
•Social skills
•Principles
win-win negotiation
Power
power is the right, ability or capacity
to exercise and express
control
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Power
•
indirect power
•
direct power
– reciprocity =
action and reaction
– continuity =
orderly sequence of action
– social acceptability =
– punitive =
extreme high level of power
– reward =
gift or prize
strive for higher status
– liking =
orient on other things
– scarcity =
insufficienty
– authority =
command and enforce obedience
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Power
• the way to express it:
– physical bodylanguage (eye contact, mimic art)
– emotional empathy, beeing unselfish, neutral,
background information
– mental
motivation, being purposeful, patience
• also useful:
- language/communication; using symbols; outfit
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Analysis
win-win negotiation
Analysing means…
• Be able to give up fixed positions
• Find authentic new solutions
• Expanding possibilities more benefit
win-win result
win-win negotiation
Get out of fixed positions
1.
Separate people and problems
2.
Focus on needs, not in positions
3.
Look for alternatives creatively before
you move on to final decisions making
4.
results must be based on objective criteria
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The best result
• Acceptable solution for both parties
• Pareto-optimum
• Different viewpoints
• High creativity + high intelligence
win-win negotiation
Examples
You have to analyse:
Who has the power?
Which culture?
Interests?
Tactics?
Talking to the right person?
Setting?
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Social skills
win-win negotiation
Social skills are…
• Emotions, which are part of the negotiation
process
• Abilities to express and control feelings
• Necessary to create a positive athmosphere
win-win negotiation
Three steps to develop social skills:
1.
Learn to recognize your emotional sensitivity and
to control it
2.
Learn to understand the other party and see
his/her type of personality
3.
Learn to communicate skillfully by choosing the
right message and a suitable communication
style
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Social skills needed in negotiation & communication:
•
Greeting
•
Initiating conversation
•
Understanding the listener
•
Empathizing
•
Reading social cues
•
Previewing
•
Problem-solving
•
Apologizing
in reference to Candy Lawson
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Greeting
is the first step in social interaction
it includes facial expression, tone of voice and
gestures
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Initiating conversation
• This requires
–
–
–
–
Good listening skills
Attentional skills
Ability to take turns
To probe for missing information
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Understanding the listener
• Important to understand the counterparty
• Being able to adapt your language suitable to the
person you are talking to
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Empathizing
• Being able to feel what the other person feels
• Allows to connect to the counterparty
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Reading social cues
• Are hints and signals guiding to the next thing to
say
• Verbal and non verbal
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Previewing
• Ability to think about possible effects your words
and actions may have on the counterparty
to adjust what you want to say/do
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Problem-solving
• Problems/conflicts are often part of negotiation
processes
• Important to reach a mutual agreement
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Apologizing
• Everyone makes social mistakes
• Sincere apology is the quickest and easiest way to
correct the mistake
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Principles of negotiation
• Having principles means that a negotiator has an ability to
reach the targets in the long term
• Several superficial negotiation techniques such as tactics,
game winks, psychological tricks don‘t offer long term
benefits
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Principled Negotiation
How to find the golden mean in following principles?
The best area is between opportunism and stiff
idealism
trust created partly by charisma, partly by
perceived behaviour
good reputation
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Roles in using principles
Fixed
targets
5. The Sun King
3. Complainer
Principles
2. Leader
Opportunism
1. Performer
0. ”Weathercock”
Alone
Taking responsibility
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4. Sovereign
With others
Mini - Drama performed by
Sina and Laura
win-win negotiation