Implementation Mind-Set

Setting the stage for long-term relationship=>value creating
Brainstorm and discuss implementation problems 12-months down the road
Help the other party think through the deal
Both sides must support the deal
Communicate a consistent message to the implementation team

Planning for Negotiations
Understanding of the negotiations process
Formulation of goals (Important to
unimportant)
Identify BATNA
Research to support arguments and defend your goals
Knowledge of other party’s; goals, strategy to reach desire outcome, BATNA

Key terms in Negotiations
Opening statements sets the bargaining range
Negotiation terms
Common Understanding— Negotiators can not unilaterally supply their own definition

Relationships in Negotiations
Negotiations relationships are characterized as:
1) Independent
2) Dependent
3) Interdependent

dependance
Interdependent requires that both sides work together to achieve their preferred outcomes
Independent goals may be achieved without the help of the other party
Dependent goals rely on the other party
to achieve the outcome
Mutual AdjustmentGive-and-Take
Information is the life blood of negotiations
Opening statements
Defend, critique, give-and-take, then concession
Adjustments are intended to influence the position of the other party
How much of the truth to tell the other side?
Optimize the outcomes for both sides
Informal Probability
Probability is a number between 0 and 1.
A number close to 0 means “not likely”
A number close to 1 means “quite likely”
Probability is based on Expert opinion and past history

Value Creation
Difference in Interest
Differences in Judgments about the Future
Differences in Risk Tolerance
Differences in Time Preference
Create value from Interest-in-common
Conflict
Conflict is the sharp disagreement or opposition, as of interest, ideas and includes “the perceived divergence of interest, or a belief that the party’s current aspirations cannot be achieved simultaneously”
Conflict Results from “the interaction of interdependent people who perceived incompatible goals and interference from each other in achieving those goals”
Levels of conflict
Intrapersonal
Interpersonal
Intragroup
Intergroup
Destructive Conflict
Competitive, win-lose
Misperception and bias
Emotions
Poor communications
Blurred issues
Rigid commitments
Magnified differences, minimized similarities
Escalation of the conflict
Public position

Benefits of Conflict
Creates incentives to try to solve the underlying problem
Draws attention to critical issues
Discussions and problem solving
Knowledge and understanding
Personal development
Take another look
Conflict Management
Five key points:
1) Contending
2) Yielding
3) Inaction
4) Problem solving
5) Compromising
When Shouldn’t You Negotiate;

When you’d lose the farm
When you’re sold out
When you don’t care
When you don’t have time
When they act in bad faith
When waiting would improve your position
When you’re not prepared

PLACE THIS ORDER OR A SIMILAR ORDER WITH US TODAY AND GET AN AMAZING DISCOUNT 🙂