Team negotiations by Derek Hendrikz aims to assist negotiating teams to prepare, understand, strategize, explore, decide and close the negotiation process. www.derekhendrikz.com

1. team
negotiations
derek
hendrikz

2. Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com

3. Team Negotiations:
The Negotiating / Planning Relationship
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Negotiate
Assess /
Evaluate
Plan

4. Team Negotiations:
The Planning Cycle
Prepare
to move
in
Strategize
for
options
Prepare
to close
Evaluate
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5. Team Negotiations:
The Negotiation Process
Negotiate to UNDERSTAND
Negotiate to EXPLORE
Negotiate to DECIDE
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6. the 4 Phases of Team Negotiations
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7. Phase 1
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Move in & Understand

8. Phase 2
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Strategize & Explore

9. Phase 3
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Close & Decide

10. Phase 4
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Evaluate

11. Prepare to Move In…
Determine & define your position (what will you state
or demand in quantifiable terms….)
Understand and define your interest (how will you
justify your position….. How did you arrive at your
position…)
What, according to you, should be the objectives of the
negotiation
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12. Negotiate to Understand…
Determine the position of the other side
Understand the interest of the other side (how are they
justifying their position…. Ask Why!!!)
Collectively agree on objectives for the negotiation…..
keep them wide!
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13. Strategize for Options…
Use information at hand to rethink what we want (our
aims and objectives)
Create a strategy (how will we get what we want)
Create BATNA (how close can we get to what we
want….. How much options can we come up with…)
Allocate roles to the negotiating team so that every
person knows exactly how they contribute to the
process.
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14. Negotiate to Explore…
Use collaborative negotiation to explore options…
Find common ground through talking about interest.
Drive your objectives through skilful negotiation
Stay focused on your objectives (do not get distracted…)
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15. Prepare to Close…
Review your progress and current options in terms of
achieving your objectives
Review your BATNA (Best Alternative to Negotiated
Agreement)
Prepare for closing (have a plan to close quickly…)
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16. Negotiate to Decide…
Soften disagreement, make concessions to non-
important interest & bargain hard on your position
Close the negotiations (use BATNA to move towards
closure)
Reach agreement
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17. Evaluate the Negotiations…
What were our strengths during the negotiation process;
What were our weaknesses during the negotiation
process; and
How can we change our negotiation techniques and
strategies to achieve better results….
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18. www.derekhendrikz.com
Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources