Learnings from Negotiation Skills Training

Negotiation Skills

Name: Vishwanath S Edavayyanamath

My Key Takeaways from “Negotiation Skills”

Version 0.1 | May. 04, 2010

References

No | Document Description |

1. | Notes and Getting to Say Yes |

2. | HBR on Negotiation and Conflict Resolution |

Purpose of this Document

Case Questions:

Write a one page note on your key takeaways form the Negotiation Skills training.

Negotiation skills

The Key Takeaways

When differences among people cause feelings to run high, managers need to understand the nature of these differences in order to deal with them systematically and in such a way that both corporate harmony and individual initiative are preserved.

A. The most important goal of any negotiation should be a wise outcome reached efficiently and amicably.

The WEA model:

1. Content = Wise

2. Process = Efficient

3. Relationship = Amicable

B. Always consider the following four points before going for any negotiation –

4. Separate the people from the problem.

5. Focus on interests, not positions.

6. Invent options for mutual gain.

7. Insist on using objective criteria.

C. Always prepare for any negotiation and work out on the elements like Parties, Interests, Issues, Alternatives, Agreements, Linkages and Time.

D. Leant about Interactions in Negotiations

8. Opening Conversations (RSS)

* Rapport Building

* Credibility

* Linking (Talk Ratio – make the other person talk and ask those questions only which lead you to your goal)

* Surfacing

* Need/Want understanding

* Understand what he can give

* Signalling

* What is in it for you (Agenda)

9. Offer and Concession (O & C)

* Who makes the 1st offer

* Information Asymmetry (Allowed to make the 1st offer)

* Equally Knowledgeable (Only one can make the offer)

* How High/Low?

* How to conduct the concession dance?

* ZOPA

E....