15. Job Applicant Negotiation
1. Familiarize yourself with your role & the
situation (5 min)
2. Decide what you would like to accomplish
(pick a goal, 2 min)
3. Decide how you would like to accomplish it
(brainstorm tactics, 3 min)
4. Agreement on all issues, or impasse
5. Negotiate Outside of Room
6. Record Outcomes on Board
16. Types of Issues
Distributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Diff Values
20. Strategies
Collaborate/
Accommodate
Integrate
What the
Other Party Compromise
Wants
Avoid Compete
What I Want
21.
22. Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.
23. Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just tug of war
– Identifying/creating value
24. Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals – super congruent
issues
Make offers - packaging
25.
26. Creating Value by…
+
Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
28. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own
29. Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more value in the
negotiation.
30. Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainstorm about before your first meeting
about a negotiation?
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35. Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics for gathering
information from the stakeholders to a
negotiation:
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38. Worksheet
Read your case and determine:
Your basic goal in the meeting
Plan how to achieve that goal
39. Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
• What are the other party’s issues &
outcomes?
• How are the outcomes valued?
• Strategies and techniques you can apply?
40. After Action Review
What can you take away regarding alternative
points of view?
What about long versus short term goals and how
you value them?
BATNA? Other preparation that would have been
useful?
50. Negotiation in
Practice
TerriGriffith #PIM
The Plugged-In Manager
ThePluggedInManager.com
Notas del editor
Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA