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Everything You Ever Wanted To Know About Negotiation

This document is a summary of a webinar on negotiation skills. It provides tips on preparing for negotiations, different negotiation models and strategies, building negotiation skills, and closing deals. It emphasizes the importance of preparation, understanding interests rather than positions, finding mutual gains, and maintaining a collaborative approach. Interactive polling questions gauge participants' negotiation comfort levels and preferences. Resources like books and movies on negotiation are also recommended.

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May 15, 2014 with Mark Toth Chief Legal Officer North America with Mark Toth Chief Legal Officer North America Everything you ever wanted to know about negotiation (in 60 minutes or less)
General Information • Share the webinar • Votes (polling questions) • Rate (before you leave) • Attachments (download)
Audio Problems? The audio for this event is streaming to your computer. If you can’t hear through your computer speakers: US Dial-in Number: 1.877.809.7263 Passcode: 779 175 05#
Earning HRCI Credit To receive 1 HRCI for this webinar, participants must attend the webinar in its entirety (one person per computer).
May 15, 2014 with Mark Toth Chief Legal Officer North America with Mark Toth Chief Legal Officer North America Everything you ever wanted to know about negotiation (in 60 minutes or less)
6 $856,972,641,328 of Negotiation Training YOU on Negotiation How to FAIL MISERABLY at Negotiation How to SUCCEED WILDLY at Negotiation Negotiation SING-A-LONG Valuable PRIZES and Much Much More
Official Disclaimer The presentation you are about to witness is intended as general commentary only and should not be relied upon or construed as legal advice. The views expressed are solely those of the presenter and not of ManpowerGroup. Failure to stay awake for the entirety of this presentation could result in long-lasting side-effects, including but not limited to negotiation anxiety, terrible deals, workplace discord, parenting problems, marital difficulties and/or potential international geopolitical military conflagration. Please consult with your own HR and Legal departments before making any major policy and/or procedure changes. You have been warned.
Tweet along: #mpwebinar Follow Mark on Twitter: @manpowerblawg Visit Mark’s Blawg: marktoth.com Find us on Facebook: facebook.com/manpowerUS
9 Best Negotiation Training Ever
YOU On Negotiation
11 On a scale of 1 (absolutely fear) to 10 (absolutely enjoy), how do you feel about negotiating?Question 1 2 3 4 5 6 7 8 9 10 Fear and loathing Neutral Love it 1% 3% 9% 9% 17% 15% 19% 13% 7% 6%
12 In general, the result of a negotiation is …Question Both Sides Win One Side Wins Both Sides Lose 79% 13% 8% 0 10 20 30 40 50 60 70 80 90
13 Before I enter into a negotiation, I prepare my negotiation strategy, study the other side’s motivations, map out potential gives and takes, determine my bottom line and get ready to walk away if necessary. Question Always Usually Sometimes Rarely Never 17% 41% 26% 13% 3% 0 10 20 30 40 50
14 If you could share ONE negotiation tip with the world, what would it be?Question Virtually every tip has been incorporated into today’s presentation.
How To LOSE Every Negotiation
@manpowerblawg Who said it? Let us never negotiate out of fear. But let us never fear to negotiate.
17 Negotiation Failure Factors Fear Greed PrideEmotion Myopia Unarmed BAD DEALS
18Image Credit: Bocman1973 / Shutterstock.com Never Ever Fall in Love With A Deal
Who said it? Let us never negotiate out of fear. But let us never fear to negotiate. John F. Kennedy
PREPARE To Negotiate Or Prepare To Lose
21 Pre-Negotiation Checklist: YOU Sources: Getting to Yes by Roger Fisher & William Ury; Negotiation by Richard Luecke  What type of negotiation is this?  Who’s our lead negotiator and negotiation team?  What’s the best possible result? The worst?  What must we get? What would we like to get?  What would we be willing to trade off?  What’s our zone of possible agreement (ZOPA)?  What’s our bottom line?  How will we measure and ensure success?  What post-deal challenges do we anticipate?  What’s our best alternative to a negotiated agreement (BATNA)?
22 Pre-Negotiation Checklist: THEM Sources: Getting to Yes by Roger Fisher & William Ury; Negotiation by Richard Luecke  What do know about them? What else do we need to know?  What are their key motivators?  Who’s their lead negotiator and negotiation team?  What’s their best possible result? Their worst?  What must they get? What would they like to get?  What would they be willing to trade off?  What’s their zone of possible agreement (ZOPA)?  What’s their bottom line?  What’s their best alternative to a negotiated agreement (BATNA)?
You must never try to take all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always taking all the money, you won’t have many deals.
Who said it? 414.751.0126 Your first name + answer
The TWO Negotiation Models
What Type Of Negotiation Is This? NEGOTIATOR’S DILEMMA COMPETITIVE (WIN / LOSE) COLLABORATIVE (WIN / WIN)
27Image Credit: Shutterstock.com / Bonchan A Tale Of Two Pies vs.
28 Is Win / Win Really Possible?
29Image Credit: Shutterstock.com / Preto Perola Walk a Mile In Their Shoes Have the integrity to press for a solution that is better for the other side. The most important thought you can have is not “What can I get them to give me?” It is “What can I give them that would not take away from my position?” When you give people what they want, they will give you what you want. – Roger Dawson
J. Paul Getty
Building The PERFECT Negotiator
32 The Negotiator Personality HUMBLE yet assertive POSITIVE yet realistic PATIENT yet persistent CREATIVE yet factual INVESTIGATIVE yet relational
33 The Evolution Of The Negotiator FROM TO TEAM? INFO? COMMITMENTS? Share minimum. Surprises OK. Might not commit if know all. The fewer the better. Keep others in dark so won’t derail. Key stakeholders. Improves info, deal and implementation. It’s our problem if they don’t deliver. Success is shared. Share. Surprises bad. Engagement, not gotchas. It’s their problem if they can’t deliver. Penalize noncompliance.
A. Sweeten the offer price B. Promise a larger purchase C. Take the deal as is D. Threaten to walk away E. None of the above
A. Sweeten the offer price B. Promise a larger purchase C. Take the deal as is D. Threaten to walk away E. None of the above
36 The best way to get what you’re after in a negotiation – sometimes the only way – is to approach the situation the way a detective approaches a crime scene. – Deepak Malhotra Columbo Negotiation Image Credit: Shutterstock.com / Rynio Productions
37 Who? What? Where? When? Why? How?
38 EYES on speaker RESIST urge to blurt Ask QUESTIONS to clarify REPEAT main points Take detailed NOTES Listen And Learn
39 It is a well known proposition that you know who’s going to win a negotiation: it’s he who pauses the longest. – Robert Court The More You Say, The More You Give Away Image Credit: Shutterstock.com / Rynio Productions Never forget the power of silence, that massively disconcerting pause which goes on and on and may last induce an opt to babble and backtrack nervously. – Lance Morrow
40 Know the CULTURE Plan the FIRST IMPRESSION You are how you SIT Watch for INCONSISTENCIES FACE TOUCH, BLINK listen close Body Language 101
Every Negotiation Tactic in the History of the Universe
A. Demand $1 million up front B. Demand 7.5% of the profits C. Demand a part in the movie D. Nothing
A. Demand $1 million up front B. Demand 7.5% of the profits C. Demand a part in the movie D. Nothing
44 ANCHOR if you think you know their ZOPA COUNTERANCHOR if their anchor misses your ZOPA You ASK you LISTEN they talk you LEARN CONCEDE STRATEGICALLY and begrudgingly AGREE if in ZOPA WALK AWAY if not Classic Win / Lose Approach
45 DISENTANGLE people from the problem FOCUS ON INTERESTS not positions Invent options for MUTUAL GAIN Insist on OBJECTIVE CRITERIA Goal: WISE, EFFICIENT & AMICABLE deal Classic Win / Win Approach Source: Getting to Yes by Roger Fisher & William Ury
46 Can’t get if you don’t ASK Know little, ASK FOR MUCH Ask for your credible MAX Have FACTS behind each ask Don’t understand? ASK til you do. Ask And You Might Receive
47 NEVER accept the first offer NEVER counter a ridiculous bid NEVER reveal your ZOPA Bidding 101 NEVER bargain against yourself NEVER say “bottom line” unless you mean it
48 Wait. Shut up. If you must talk, use facts. Move only if clear ignoring ridiculous bid. If used on you: “Exactly how much better?” Bad Offer: “You Gotta Do Better Than That.” Image Credit: Shutterstock.com / Styleuneed.de
49 GIVE concessions only if they RECIPROCATE DON’T offer to SPLIT the difference Watch CONCESSION PATTERNS Bidding 201 Beware BOGEYS BE PATIENT: trust the process
50 Higher authority OUTSIDE ROOM DON’T SPECIFY (“team”) Higher Authority ASK them to specify theirs If won’t, ask if will RECOMMEND Don’t let EGO get in the way
51 Call them on it Beware attorneys Demand to speak to bad cop Create your own Good Cop / Bad Cop
52 Demand ITEMIZED COMPETITIVE BIDS DON’T FALL IN LOVE with one bidder Keep AT LEAST 2 in the fight Seek BEST SERVICE at LOWEST PRICE Beware TOO GOOD TO BE TRUE So, You’re the Buyer
53 KNOW your buyer DIFFERENTIATE or die Create actual VALUE DON’T sell only on PRICE Don’t be TOO GOOD TO BE TRUE So, You’re the Seller
54 Only when reeeeeally MEAN IT Usually causes severe HEEL DIGGING Use HIGHER AUTHORITY instead Always have FALL BACKS Avoid Ultimatums COUNTER by testing, playing for time
@manpowerblawg What’s the absolute toughest negotiation you’ve ever had?
56 Use FACTS to show danger of not dealing Put a PRICE on inaction ASK questions to seek common ground DON’T CONCEDE to convince Propose MEDIATION or ARBITRATION The Reluctant Bargainer
57 DON’T retaliate Remain CALM Call TIME-OUT Demand NEW NEGOTIATOR Consider MEDIATION or ARBITRATION Negotiating With A Jerk
58 Jerk negotiators get more than nice negotiators.Question Always Usually Sometimes Rarely Never 1% 15% 50% 29% 2% 0 10 20 30 40 50
59 DON’T panic PARK deadlocked issues Create MOMENTUM on lesser issues CHANGE dynamics, location, specs Consider MEDIATION or ARBITRATION Get Past Impasse
___% of concessions occur in the final ___% of negotiations. A. 20, 80 B. 50, 50 C. 80, 20 D. 99.999999999, .000000001
___% of concessions occur in the final ___% of negotiations. A. 20, 80 B. 50, 50 C. 80, 20 D. 99.999999999, .000000001 Source: Secrets of Power Negotiation by Roger Dawson
62 80% of concessions occur in last 20% If have power, set a ticking clock Never reveal if have deadline Find out if they have deadline Chill or lose The Ticking Clock Image Credit: Shutterstok.com / ULKASTUDIO
CLOSING the Deal
64 If it ain’t in WRITING it didn’t happen CONTROL the PAPER Consider SMART metrics Avoid NIBBLING READ THE CONTRACT at least 77 times Done Deal
Best Negotiation RESOURCES Ever
66 Best Negotiation Resources Ever BOOKS • Getting To Yes by Roger Fisher & William Ury • Negotiation by Richard Luecke • Secrets Of Power Negotiation by Roger Dawson • Winning Negotiations by Harvard Business Review TV / MOVIES • The Good Wife • Hotel Rwanda • Lincoln • Thirteen Days
The Negotiation SING-ALONG
ManpowerGroup | Halloween 2012 Negotiation is easy If you listen you’ll never get stuck We wrote you this song So please sing along If you don’t your deals will all suck
ManpowerGroup | Halloween 2012 Preparation is always important Know your side and the other side too Use the checklists you got They’ll help you a lot You’ll always know just what to do
ManpowerGroup | Halloween 2012 Remember this song And you’ll never go wrong Your skills will certainly blossom You’ll get what you need And your deals will always be awesome
ManpowerGroup | Halloween 2012 Fear greed pride and emotion Can wreck a deal please hear my plea Ask questions galore And then listen some more Practice patience and humility
ManpowerGroup | Halloween 2012 Don’t be a jerk when you bargain You might see those people again Be humble and wise And please realize That the best deals are truly win-win
ManpowerGroup | Halloween 2012 Remember this song And you’ll never go wrong Your skills will certainly blossom You’ll get what you need And your deals will always be awesome
THANK YOU!
Did you watch this webinar as a recording? Please request your certificate at www.manpowergroup.us/requesthrci Image credits: Shutterstock.com