Negotiations
Overview
5
 Figure out what you want
 Develop a strategy to get it
 Plan and prepare for negotiation
 Evaluate outcome
 Did you get what you wanted?
2
 Define what it means to be an “effective
negotiator”
 Orange peel story
Examples
 Name one from personal experience or
movies
 Examples of negotiating in your daily lives?




Buying a car
Borrowing money
In the cafeteria
With your parents & friends
Foundations of Effective
Negotiations
5
 Be yourself – know your bargaining style
 Set goals – not “bottom lines”
 Be aware of standards and norms
 Determine your interests & the other parties’
interests
 Identify and use leverage
More things to keep in mind:
4
 Know your backup strategy – know what your
alternatives are if you can’t get what you want
 Listen, learn, and question – the best
negotiators do more listening than speaking
 Create a favorable environment
 Make it easy for the other person to say “yes”
The Negotiations Process
 Prepare your strategy
 Exchange information
 Making concessions
 Gaining commitment
 Bargaining with the devil: ethics in
negotiation
5
Halftime
Do you see
6 human
faces here?
They are
circled
Negotiation Styles
4
 Positional Bargaining
 Principled Negotiation
 Is your style soft or hard? Do you enjoy
confrontations?
 Are you a “compromiser” or “win at all
costs”
Positional Bargaining
5
 Extremes, threats and typically end up in the
middle.
 Distributive approach similar to haggling
 One gets something, one gets less
 Try to get the most for yourself
 May end up walking away when you don’t
really want to walk away.
Principled Negotiation
7
 Objective standards and norms
 Fair to both parties
 Integrative “win-win” approach that is interest
based
 No haggling as it will ruin relationships
 Share information
 Create value for the other party
 Do well for yourself
Can you find the baby in this
picture?
A Few Strategy Examples
5
 Ask for more than you want, then concede
 No, No, No, No….
 Use objective criteria – don’t haggle
 Negotiate from strength – don’t be desperate
(Think “Shark Tank”)
 Use time to “think about it”
UMass
 If you wanted to spend the weekend visiting
an older sibling at UMass Amherst (Friday
night through Sunday noon) how would you
approach it with your parents?
Multi-Party Negotiations
2
 Negotiations between 2 or more separate
parties
 Might have to negotiate with multiple parties
who have different interests (especially
different from your own)
Things to Remember…
7
 Separate the people from the problem
 Look at interests rather than positions
 Prepare for the negotiation
 Know what you want (your interests)
 Try to find out the other parties’ interests
 Look for mutual gains
 Listen to the other party
Some cases to be negotiated….
 Professional Basketball Contract
 Estate/Will
 Employment Case (money & benefits)
4
Name the seven original members
of the Justice League?
 Superman, Batman,
Wonder Woman,
Aquaman, Martian
Manhunter, Flash,
Green Lantern.