Incentive Systems

NEGOTIATION

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PLANNING

WORKSHEET

Successful Negotiations means Everyone Wins; Focus on Needs Have a clear sense of your target - what you want to achieve [Range: Minimum … Maximum] Set / discuss the desired outcomes (for both parties) in the 1st 2 minutes of the negotiation session - set expectations clearly and early. After defining the general outcomes, you can fine-tune the issues more clearly and give greater focus to the discussion to lead towards a resolution.

If goals are not set clearly, only 10% of time is spent on common problem solving.

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Know what to and how much to say (know when to stop pushing) and especially what not to say. Remember, to persuade, you need to have 3 elements in place:

Problem/Solution Language/Speech (reason, data, logic, facts)

Logos

“You” attitude – dealing with feelings, emotions, and psychological needs.

Ethics and values (character, honesty, trust, guiding beliefs)

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Need All Three

Ethos

Pathos (empathy & tone)

Never set your price down first - you give away your entire position to the other party. Control your emotions - loss of control will lead to loss in desired outcomes. Consider the real issues as opposed to the perceived issues: What is really going on? Do not focus on positions or people! Focus on the problem and do not get personal. Do not rebut or plan to counter people's information - instead learn more and propose a better solution: Question? Information Given

Don't

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Rebuttal! 1. ……………. 2. ……………. 3. …………….

Recipe for disaster - cutting off the information that is being given. Ask another question instead.

Do

Question?

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Unless it is a matter of survival (life & death), you cannot lose if you negotiate from a position of principle.

Copyright  2001 Mirwais Qader. All Rights Reserved.

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ME

ISSUES

(Why we are meeting, What is it that we want to resolve)

OTHER PARTY

OBJECTIVES

(What is wanted)

Note: Probe to determine...