2. What?
• WIN-WIN NEGOTIATION style
• 5 ESSENTIAL traits OF WIN-WIN
NEGOTIATORS
• A WIN-WIN NEGOTIATION
• Fit with THE REST OF THE WORLD
• DIRTY TRICKS: BEING PREPARED
9. The $1000 Game
• You don’t know each other
• I will give a prize of $1000
to each of the first two
people who can persuade
the person sitting opposite
to get up come around the
,
table, and stand behind his
or her chair
13. Option 1
This is the approach of the Avoider
• Avoids confrontation, controversy
and tense or stressful situations
• Avoids discussion of issues or
concerns
• Avoids situations with “winners” and
“losers”
• Puts off negotiation when possible
Can be (surprisingly) very difficult to Negotiate against
14. Run over and stand
behind the chair of
the person opposite
you, trusting that she
will give you a fair
share of the $1000
15. Option 2
This is the approach of the
Accommodator
• focuses on preserving the
relation
• Resolves conflict by solving
the other party’s problem
• Helps at his own expense
• Tries to win approval
• Follows the other party’s lead
• Emphasizes areas of agreement
16. Yell to the person sitting
across from you that he
should run over and get
behind your chair and
that you’ll share the
money with him if he does
17. Option 3
This is the approach of the
competitor
• self interest and winning even at
the other party’s expense
• Uses power to effect a more
favorable outcome
• Exploits weaknesses
• Wears down the other side until it
gives in
• May use threats, manipulation,
dishonesty and hardball
18. If the person across from
you is offering you $500
to stand behind her chair,
take the deal
(even if you made the same offer to him/her)
19. Option 4
This is the approach of the
compromiser
• Favors fair and balanced
• “Splits the difference”
• qui pro quo
• Seeks solutions in the middle
20. Suggest to the person
opposite you that you
BOTH get up and stand
behind each other’s
chair, so you BOTH get
$1000
21. Option 5
This is the approach of the
Collaborator
• optimal and mutual interests
• Deals openly
• Communicates effectively
• Builds trust
• Listens
• Exchanges ideas AND information
• Seeks creative solutions
• Creates value
22. Negotiation styles
Most people use a combination of
these styles.
be aware of your default style
Be aware of your counterpart's style
Learn to adapt
27. Why ASK QUESTIONS?
• Build rapport
• Gain thinking time
• Control the discussion
• Clarify understanding
• Persuade
• Gather information
• Focus on common ground
and solidify the progress
47. John NASH
(a beautiful mind)
second PAPER
With coopeartion negotiators
can find a fair and efficient
solution by maximizing the
utility product
(“UTILITY PRODUCT MAXIMIZATION ALGORITHM”)
48. UNSOLVED PROBLEMS
Although we know THIS for
more than half a century
now The greatesT problem
,
in negotiations and game
theory continues to be
unsolved.
51. THE NEGOTIATOR’s DILEMMA
RULES:
FORM GROUPS OF 3 PEOPLE
1 OBSERVER AND 2 PLAYERS
2 cards each PLAYER
(CREATE VALUE/CLAIM VALUE)
MORE POINTS WINS
OBSERVER TAKES NOTES