Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
JOHAN IRWAN KAMAROZAMAN
Certified Directive Communication International Trainer
FUNDAMENTAL OF
SUCCESSFUL NEGOTIATIONS
Leap Leadership Academy | 2
Leap Leadership Academy |
The world is changing
3Source: A Whole New Mind, Dan Pink
18th Century 19th Century 20th Century...
Leap Leadership Academy |
The way we do work has changed
4
< 20th Century 21st Century >
Process based Concept based
Manag...
Leap Leadership Academy |
What is negotiation?
5
Negotiation is the process of two
or more parties working together
to arr...
Leap Leadership Academy |
Negotiation is NOT
6
When your boss gives you an order and your
ONLY choice is to do what he or ...
Leap Leadership Academy |
Negotiation is
7
We aiming to do the best we can for ourselves
We are less interested in the spo...
Leap Leadership Academy |
Features in negotiation
8
• Minimum two parties
• Predetermined goals
• Expecting Outcome
• Reso...
Leap Leadership Academy |
Why do we negotiate?
9
• To reach an agreement
• To beat opposition
• To settle an argument
• To...
Leap Leadership Academy |
Negotiation is not compromising
10
NEGOTIATION IS
PROBLEM SOLVING
Leap Leadership Academy | 11
Context Setting
Leap Leadership Academy |
4 Steps to Effective Negotiation
12
1
Prepare
2
Negotiate
3
Close
4
Perform
Leap Leadership Academy |
Should I negotiate?
13
How do you feel about
the negotiation?
Benefits vs Cost / Risk
Leap Leadership Academy |
Know yourself
and your goals
14
“If you don’t know where
you are going, you might
end up some pl...
Leap Leadership Academy |
What is your alternatives?
15
Leap Leadership Academy |
Types of negotiation
16
Concern for our interest
Concernforotherinterest
Hard
Adversarial
Soft
A...
Leap Leadership Academy |
Think win-win
17
Leap Leadership Academy |
4 Key Points for Win-win
18
• Separate PEOPLE from the PROBLEM
• Focus on INTEREST not POSITIONS...
Leap Leadership Academy |
7 Elements of Effective Negotiations
19
Interests
Standards
Options
Relationship Communication
A...
Leap Leadership Academy |
Position based vs
interest based
20
Leap Leadership Academy |
Interest based negotiation
21
• Things you say you want
• Demands
• Terms and Conditions
POSITIO...
Leap Leadership Academy |
Ice Berg Perception
22
• Look behind
positions for
underlying interests
• Ask “why?” and
“why no...
Leap Leadership Academy | 23
Leap Leadership Academy | 24
The purpose of negotiation
is to satisfy your interest
and the other side’s.
Leap Leadership Academy |
DEVELOPING OPTIONS
25
Leap Leadership Academy |
Developing Options
26
4 major obstacles to developing mutual gain:
• Premature judgement
• Searc...
Leap Leadership Academy |
DEVELOPING OPTIONS
27
Instead of dividing the pie, why not enlarging the size of the pie?
Leap Leadership Academy |
What is an options?
28
• An option is a possible agreement or part of one
• An option is not a c...
Leap Leadership Academy |
Brainstorming
29
Leap Leadership Academy |
Before Brainstorming
30
• Define your purpose
• Choose a few participants
• Change the environmen...
Leap Leadership Academy |
Developing options through
brainstorming
31
Leap Leadership Academy |
Brainstorming Rules
32
• No criticism
• No commitment
• Just invent ideas
Record the ideas in fu...
Leap Leadership Academy |
After Brainstorming
33
• Star the most promising ideas
• Invent improvements for promising ideas...
Leap Leadership Academy |
Inventing options enhances the
negotiators power
34
Invent options that help meet
the interest o...
Leap Leadership Academy |
UNDERSTANDING BATNA
35
B
A
T
N

A
est
lternative
o a
egotiated
greement
*It is the best you can ...
Leap Leadership Academy |
Should I reveal my BATNA?
36
If you have a strong one, it is worth revealing it to
your opponent...
Leap Leadership Academy | 37
"The reason you negotiate is to produce
something better than the results you
can obtain with...
Leap Leadership Academy |
Understanding ZOPA -
Zone of Potential Agreement
38
Seller Walks Away Seller Desired Price
Buyer...
Leap Leadership Academy |
Standards: The Power of
Objective Criteria
39
Objective criteria are factual pieces of
informati...
Leap Leadership Academy |
Human response to fairness
40
Leap Leadership Academy |
Three basic points when
discussing objective criteria
41
• Frame each issue as a joint search fo...
Leap Leadership Academy |
Example of Objective Criteria
42
• Market value
• Precedent
• Scientific judgement
• Professional...
4 I N S A N I T I E S
B A R R I E R S T O
C O M M U N I C AT I O N
1 . C O M M O N S E N S E I S O B V I O U S
2 . I F I C A N D O I T, O T H E R S S H O U L D B E
A B L E T O D O I T
3 . P E O P L E S H O U L D B E FA I R
4 . T R U T H I S U N I V E R S A L
We don’t see the world as it is,
we see it as who we are.
Leap Leadership Academy |
Title Text
50
INTERNAL
REPRESENTATION
STATE
PHYSIOLOGY
BEHAVIOUR
CONSCIOUS
UNCONSCIOUS • Meta-Pr...
Leap Leadership Academy | 51
D E L E T I O N1
D I S T O RT I O N2
G E N E R A L I Z AT I O N3
Leap Leadership Academy | 52
D E L E T I O N1
R E T I C U L A R A C T I VAT I N G S Y S T E M
Leap Leadership Academy | 53
D I S T O RT I O N2
Assumptions created from:
1. Past experience
2. What we have been told
3....
Leap Leadership Academy | 54
G E N E R A L I Z AT I O N3
We draw global conclusions
based on one or two experiences.
Leap Leadership Academy | 55
} Create
PERCEPTION
D E L E T I O N1
D I S T O RT I O N2
G E N E R A L I Z AT I O N3
P E RC E P T I O N
i s
R E A L I T Y
M A C L E A N ’ S M O D E L
Our brain feels about 30,000
times faster than it acts, and it
acts about 30,000 times faster
...
C O L O R E D G L A S S S Y N D R O M E
Most of us look the world and interpret it based on their
own perspective.
What	is	Colored	Brain?	
VS
C O L O R E D B R A I N
C O M M U N I C AT I O N I N V E N T O RY
Leap Leadership Academy | 63
GREEN BRAIN
Leap Leadership Academy | 64
RED BRAIN
Leap Leadership Academy | 65
BLUE BRAIN
Leap Leadership Academy | 66
PURPLE BRAIN
▪ Detailed	oriented	
▪ Highly	organized	
▪ Create	system	
▪ Make	things	practical.	
▪ Slow	in	action	/	decision	
▪ Over	fo...
Leap Leadership Academy |
Identifying Need
68
The key to successful negotiation is to ask
intelligent questions and listen...
Leap Leadership Academy |
Asking intelligent questions
69
O P E N Q U E S T I O N C L O S E D Q U E S T I O N
HOW?
Who, wh...
Leap Leadership Academy |
Ask question to change people’s mind
70
Leap Leadership Academy |
Albert Mehrabian on non-verbal
communication
71
Leap Leadership Academy |
Building Rapport
72
Leap Leadership Academy |
Matching and Mirroring
73
When 2 persons are in rapport, they are matching each other
Leap Leadership Academy |
Matching and Mirroring
74
When 2 persons are not in rapport, they are not matching
each other
Leap Leadership Academy |
Body Language
75
Leap Leadership Academy |
Speed and Volume
76
Leap Leadership Academy |
Keywords
77
Leap Leadership Academy |
Usage of Metaphor
78
Leap Leadership Academy |
BODY LANGUAGE SIGNS
79
Leap Leadership Academy | 80
When dealing with
people, let us
remember we are not
dealing with creatures
of logic. We are ...
Leap Leadership Academy | 81
Mac Lean’s Model
I think rationally here
I feel here
I re-act here
It enter here
Leap Leadership Academy | 82
Open-Loop vs Closed-Loop
Leap Leadership Academy | 83
Emotions are contagious
Leap Leadership Academy | 84
Emotion vs Cognitive Intelligence
Conscious mind
Avoid Pain or
Gain Pleasure
Apparent
Reasoning
Why?
Subconscious
mind
Underlying
Reason
Underlying
Reason
U...
W H AT W I L L Y O U
D O W I T H
R M 2 0 M I L L I O N ?
86
Leap Leadership Academy | 87
T H E 8 E M O T I O N A L D R I V E R S
Leap Leadership Academy |
Five concern when negotiating
88
Appreciate
Autonomy
Affiliation
Status
Role
Leap Leadership Academy |
How to influence
89
Source: Influence, Dr. Robert Chialdini
© J O H A N I R WA N K A M A R O Z A M A N
T H A N K Y O U
www.johanirwan.com
Johan Irwan
johan.irwan@gmail.com
Fundamental of Successful Negotiations (slides)
Fundamental of Successful Negotiations (slides)
Fundamental of Successful Negotiations (slides)
Prochain SlideShare
Chargement dans…5
×

Fundamental of Successful Negotiations (slides)

993 vues

Publié le

Fundamental of Successful Negotiations as presented during training at IPA Brunei in July 2017.

Publié dans : Direction et management
  • Login to see the comments

Fundamental of Successful Negotiations (slides)

  1. 1. JOHAN IRWAN KAMAROZAMAN Certified Directive Communication International Trainer FUNDAMENTAL OF SUCCESSFUL NEGOTIATIONS
  2. 2. Leap Leadership Academy | 2
  3. 3. Leap Leadership Academy | The world is changing 3Source: A Whole New Mind, Dan Pink 18th Century 19th Century 20th Century 21st Century AGRICULTURE AGE Farmer INDUSTRIAL AGE Factory Worker INFORMATION AGE Knowledge Worker CONCEPTUAL AGE Concept Worker
  4. 4. Leap Leadership Academy | The way we do work has changed 4 < 20th Century 21st Century > Process based Concept based Management skills is crucial Leadership skills is crucial Quality & Productivity Creativity & Innovation Less Competition Stiff Competition
  5. 5. Leap Leadership Academy | What is negotiation? 5 Negotiation is the process of two or more parties working together to arrive at a mutually acceptable resolution of one or more issues.
  6. 6. Leap Leadership Academy | Negotiation is NOT 6 When your boss gives you an order and your ONLY choice is to do what he or she says. If an outsider is brought in to make a decision between parties using arbitration, the parties are legally bound to follow the arbitrator’s decision When parties are not working together to reach an agreement A contest with other parties. We are not competing with the aim of making sure we crush the opposition
  7. 7. Leap Leadership Academy | Negotiation is 7 We aiming to do the best we can for ourselves We are less interested in the sporting aim of competing and more interested in looking out for ourselves You want to do well for yourself, but not because you want to beat someone else Effective negotiation is held in its proper context as a mechanism for pursuing interest.
  8. 8. Leap Leadership Academy | Features in negotiation 8 • Minimum two parties • Predetermined goals • Expecting Outcome • Resolution and consensus • Parties will modify their positions • Parties should understand the purpose of negotiation
  9. 9. Leap Leadership Academy | Why do we negotiate? 9 • To reach an agreement • To beat opposition • To settle an argument • To make a point
  10. 10. Leap Leadership Academy | Negotiation is not compromising 10 NEGOTIATION IS PROBLEM SOLVING
  11. 11. Leap Leadership Academy | 11 Context Setting
  12. 12. Leap Leadership Academy | 4 Steps to Effective Negotiation 12 1 Prepare 2 Negotiate 3 Close 4 Perform
  13. 13. Leap Leadership Academy | Should I negotiate? 13 How do you feel about the negotiation? Benefits vs Cost / Risk
  14. 14. Leap Leadership Academy | Know yourself and your goals 14 “If you don’t know where you are going, you might end up some place else.” — Yogi Berra
  15. 15. Leap Leadership Academy | What is your alternatives? 15
  16. 16. Leap Leadership Academy | Types of negotiation 16 Concern for our interest Concernforotherinterest Hard Adversarial Soft Accommodating Avoidance Mutual Gains Compromise
  17. 17. Leap Leadership Academy | Think win-win 17
  18. 18. Leap Leadership Academy | 4 Key Points for Win-win 18 • Separate PEOPLE from the PROBLEM • Focus on INTEREST not POSITIONS • Generate variety of OPTIONS for MUTUAL GAINS • Insist on using OBJECTIVE CRITERIA Principle Based Negotiation
  19. 19. Leap Leadership Academy | 7 Elements of Effective Negotiations 19 Interests Standards Options Relationship Communication Alternatives Commitment
  20. 20. Leap Leadership Academy | Position based vs interest based 20
  21. 21. Leap Leadership Academy | Interest based negotiation 21 • Things you say you want • Demands • Terms and Conditions POSITION • The underlying motivations • Needs and concerns • Fear and inspirations INTEREST POSITION INTEREST
  22. 22. Leap Leadership Academy | Ice Berg Perception 22 • Look behind positions for underlying interests • Ask “why?” and “why not?”
  23. 23. Leap Leadership Academy | 23
  24. 24. Leap Leadership Academy | 24 The purpose of negotiation is to satisfy your interest and the other side’s.
  25. 25. Leap Leadership Academy | DEVELOPING OPTIONS 25
  26. 26. Leap Leadership Academy | Developing Options 26 4 major obstacles to developing mutual gain: • Premature judgement • Searching for a single answer • Assumption of a fixed “pie” • Thinking that “solving the problem is their problem.”
  27. 27. Leap Leadership Academy | DEVELOPING OPTIONS 27 Instead of dividing the pie, why not enlarging the size of the pie?
  28. 28. Leap Leadership Academy | What is an options? 28 • An option is a possible agreement or part of one • An option is not a commitment • Options are exploring what we could do. • Explore options before making any decision will help on satisfying mutual interest.
  29. 29. Leap Leadership Academy | Brainstorming 29
  30. 30. Leap Leadership Academy | Before Brainstorming 30 • Define your purpose • Choose a few participants • Change the environment • Design an informal atmosphere • Choose a facilitator
  31. 31. Leap Leadership Academy | Developing options through brainstorming 31
  32. 32. Leap Leadership Academy | Brainstorming Rules 32 • No criticism • No commitment • Just invent ideas Record the ideas in full view
  33. 33. Leap Leadership Academy | After Brainstorming 33 • Star the most promising ideas • Invent improvements for promising ideas • Set up a time to evaluate ideas and decide
  34. 34. Leap Leadership Academy | Inventing options enhances the negotiators power 34 Invent options that help meet the interest of both sides Do not evaluate during the brainstorming - evaluate after the brainstorming
  35. 35. Leap Leadership Academy | UNDERSTANDING BATNA 35 B A T N
 A est lternative o a egotiated greement *It is the best you can do WITHOUT THEM.
  36. 36. Leap Leadership Academy | Should I reveal my BATNA? 36 If you have a strong one, it is worth revealing it to your opponent.  If you have a weak one, however, it is better to keep that detail hidden.
  37. 37. Leap Leadership Academy | 37 "The reason you negotiate is to produce something better than the results you can obtain without negotiating.” — Roger Fisher & William Ury When a proposal is better than your BATNA: ACCEPT IT! When a proposal is worse than your BATNA: REJECT IT!
  38. 38. Leap Leadership Academy | Understanding ZOPA - Zone of Potential Agreement 38 Seller Walks Away Seller Desired Price Buyer’s Desired Price Buyer Walks Away Zone of Potential Agreement (ZOPA)
  39. 39. Leap Leadership Academy | Standards: The Power of Objective Criteria 39 Objective criteria are factual pieces of information, independent of the parties in the negotiation, that are relevant to what should or should not be agreed to in that negotiation
  40. 40. Leap Leadership Academy | Human response to fairness 40
  41. 41. Leap Leadership Academy | Three basic points when discussing objective criteria 41 • Frame each issue as a joint search for objective criteria • Reason and be open to reason as to which standards are  most appropriate and how they should be applied • Never yield to pressure, only principle
  42. 42. Leap Leadership Academy | Example of Objective Criteria 42 • Market value • Precedent • Scientific judgement • Professional standards • Efficiency • Costs • Moral standards • Equal treatment • Tradition • Reciprocity
  43. 43. 4 I N S A N I T I E S B A R R I E R S T O C O M M U N I C AT I O N
  44. 44. 1 . C O M M O N S E N S E I S O B V I O U S
  45. 45. 2 . I F I C A N D O I T, O T H E R S S H O U L D B E A B L E T O D O I T
  46. 46. 3 . P E O P L E S H O U L D B E FA I R
  47. 47. 4 . T R U T H I S U N I V E R S A L
  48. 48. We don’t see the world as it is, we see it as who we are.
  49. 49. Leap Leadership Academy | Title Text 50 INTERNAL REPRESENTATION STATE PHYSIOLOGY BEHAVIOUR CONSCIOUS UNCONSCIOUS • Meta-Programs • Values • Beliefs • Decisions • Memories EXTERNAL EVENTS THE FILTERS D E L E T I O N1 D I S T O RT I O N2 G E N E R A L I Z AT I O N3 NLP COMMUNICATION MODEL
  50. 50. Leap Leadership Academy | 51 D E L E T I O N1 D I S T O RT I O N2 G E N E R A L I Z AT I O N3
  51. 51. Leap Leadership Academy | 52 D E L E T I O N1 R E T I C U L A R A C T I VAT I N G S Y S T E M
  52. 52. Leap Leadership Academy | 53 D I S T O RT I O N2 Assumptions created from: 1. Past experience 2. What we have been told 3. Meaning we give to an event
  53. 53. Leap Leadership Academy | 54 G E N E R A L I Z AT I O N3 We draw global conclusions based on one or two experiences.
  54. 54. Leap Leadership Academy | 55 } Create PERCEPTION D E L E T I O N1 D I S T O RT I O N2 G E N E R A L I Z AT I O N3
  55. 55. P E RC E P T I O N i s R E A L I T Y
  56. 56. M A C L E A N ’ S M O D E L Our brain feels about 30,000 times faster than it acts, and it acts about 30,000 times faster than it reasons.
  57. 57. C O L O R E D G L A S S S Y N D R O M E Most of us look the world and interpret it based on their own perspective.
  58. 58. What is Colored Brain? VS
  59. 59. C O L O R E D B R A I N C O M M U N I C AT I O N I N V E N T O RY
  60. 60. Leap Leadership Academy | 63 GREEN BRAIN
  61. 61. Leap Leadership Academy | 64 RED BRAIN
  62. 62. Leap Leadership Academy | 65 BLUE BRAIN
  63. 63. Leap Leadership Academy | 66 PURPLE BRAIN
  64. 64. ▪ Detailed oriented ▪ Highly organized ▪ Create system ▪ Make things practical. ▪ Slow in action / decision ▪ Over focus in details at the expense of big picture. ▪ Friendly ▪ Considerate ▪ Concern for people ▪ Team player. ▪ Emotional ▪ Overly concern for people ▪ Misunderstood for mixing up work & personal. ▪ Objective driven ▪ Think through before acting ▪ Analytical ▪ Focus. ▪ Insensitive, ▪ inflexible, ▪ non-expressive. COLORED COMPARISON Processor Strengths Gaps ▪ Action driven ▪ Fluid ▪ Mobile and Adaptable ▪ Communicate well. ▪ Make rash decision ▪ Disorganize ▪ Chaotic ▪ Impatient. GREENREDBLUEPURPLE
  65. 65. Leap Leadership Academy | Identifying Need 68 The key to successful negotiation is to ask intelligent questions and listen closely to the answer.
  66. 66. Leap Leadership Academy | Asking intelligent questions 69 O P E N Q U E S T I O N C L O S E D Q U E S T I O N HOW? Who, what, when, how, where WHY? Do you, have you, is it, can you, etc. To provide information WHEN TO USE? Gain clarity/confirmation on choice/decision Lengthy answerWHAT? Yes or no answer
  67. 67. Leap Leadership Academy | Ask question to change people’s mind 70
  68. 68. Leap Leadership Academy | Albert Mehrabian on non-verbal communication 71
  69. 69. Leap Leadership Academy | Building Rapport 72
  70. 70. Leap Leadership Academy | Matching and Mirroring 73 When 2 persons are in rapport, they are matching each other
  71. 71. Leap Leadership Academy | Matching and Mirroring 74 When 2 persons are not in rapport, they are not matching each other
  72. 72. Leap Leadership Academy | Body Language 75
  73. 73. Leap Leadership Academy | Speed and Volume 76
  74. 74. Leap Leadership Academy | Keywords 77
  75. 75. Leap Leadership Academy | Usage of Metaphor 78
  76. 76. Leap Leadership Academy | BODY LANGUAGE SIGNS 79
  77. 77. Leap Leadership Academy | 80 When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion — Dale Carnegie
  78. 78. Leap Leadership Academy | 81 Mac Lean’s Model I think rationally here I feel here I re-act here It enter here
  79. 79. Leap Leadership Academy | 82 Open-Loop vs Closed-Loop
  80. 80. Leap Leadership Academy | 83 Emotions are contagious
  81. 81. Leap Leadership Academy | 84 Emotion vs Cognitive Intelligence
  82. 82. Conscious mind Avoid Pain or Gain Pleasure Apparent Reasoning Why? Subconscious mind Underlying Reason Underlying Reason Underlying Reason Underlying Reason Underlying Reason T H E I C E B E R G P E R C E P T I O N W H AT W E S E E I S A R E S U LT O F W H AT W E C A N N O T S E E 85
  83. 83. W H AT W I L L Y O U D O W I T H R M 2 0 M I L L I O N ? 86
  84. 84. Leap Leadership Academy | 87 T H E 8 E M O T I O N A L D R I V E R S
  85. 85. Leap Leadership Academy | Five concern when negotiating 88 Appreciate Autonomy Affiliation Status Role
  86. 86. Leap Leadership Academy | How to influence 89 Source: Influence, Dr. Robert Chialdini
  87. 87. © J O H A N I R WA N K A M A R O Z A M A N T H A N K Y O U www.johanirwan.com Johan Irwan johan.irwan@gmail.com

×