Lynn Hazan shares tips for successful job negotiation. Learn the definitions of negotiation and how to make them work for you. Leverage your disciplined preparation and practice, practice, practice.

1. Negotiation: The Art
of Win-Win
Lynn Hazan
Lynn Hazan & Associates
Association of Women Journalists Chicago
June 22, 2014

2. Intro – Theme – Negotiation
Definition
Basic means of getting what you want from others. It is back-and-
forth communication designed to reach an agreement when you and
the other side have some interests that are shared and others that
are opposed.
- Roger Fisher and William Ury
“ “

3. Intro – Theme – Negotiation
Definition
Anytime two or more people exchanging information with
the intent of changing the relationship they are
negotiating.
-Jack Kaine
“ “

4. Negotiation is
Attitude
A game
Discipline
Practiced skill
Continuous learning

5. 4 Key Negotiation Concepts
Target point
Find out what the other party desires from the negotiation and
focus in on it like a laser beam.
BATNA (Best Alternative to a negotiated agreement)
Clarify your outcome from your negotiation.
Reservation point
What’s your bottom line?
Bargaining zone
When you make a concession, ask other parties to
trade something in return.

6. 6 Tips for Success Negotiation
1. Build empathy- Understand the other side
2. Common ground- Re-state present problem and share the same vision
3. Build trust and rapport
4. Work together- Creates bonding
5. Face to face: Pick up cues- body language, intonation and language
6. Re-commit yourself

7. 6 Tools for Negotiation
2
3
4
1 Confidence
Relationship
Build Trust
Disciplined Preparation
5
6
Be Present
Come to closure

8. 13 Tips for Disciplined Preparation for Negotiation
1. Begin with the end in mind
2. Know what you want
3. Know your issues
4. Strategy
5. Prepare your points
6. Know your counterpoints and how you will respond
7. Involves intellectual rigor
8. Be the most prepared in the room.
9. Know your audience. Know their strengths & weaknesses
10. Physical appearance
11. Understand cultural differences
12. Tone of voice
13. How you present yourself

9. 3 Ways to Enlarge the Pie
A B
Add elements to the negotiation
Add what creates more value to customer
Don't subtract
If you cut price, it says I’m not
worth it (not unilateral)

10. 3 Simple Tricks for Negotiation
People are more likely to accept an offer that includes small gains than a
single gain.
Change the tone when negotiating a proposal. Instead of saying they’ll gain
by agreeing, try saying what they’ll lose by not agreeing.
What is your must-have? What is your nice-to-have?
Give in parts, take once
Show them what they’ve got to lose, not what
they’ve got to gain
Ask yourself

11. Resources
- Fisher R, Getting to Yes: Negotiating Agreement
Without Giving In. New York: Penguin Group, 1991.
Print.
- Engelman R, 2005. That Was Zen, This Is Wow: 232
Ideas for Transforming Your Life from Ordinary to
Extraordinary. Eyecatcher Press, 2005. Print.
- Jack Kaine:
http://www.wcspeakers.com/speaker.cfm?ID=6706 –
- Win-win negotiation preparation sheet:
http://www.mindtools.com/CommSkll/
NegotiationSkills.htm

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