Negotiation for Entrepreneurs
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Three hour workshop on the basics of negotiation in an entrepreneurial environment. Focus on stakeholder analysis and preparation for problem solving.
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Negotiation for Entrepreneurs
- 1. Negotiation & Conflict Resolution The Plugged-In Manager ThePluggedInManager.com TerriGriffith
- 2. Conflict Management Broad Definition…. Broad Use….
- 3. Worksheet “Describe your last negotiation in outline form” What were the key aspects of the negotiation?
- 5. Haggle
- 6. Sides of the table…
- 7. Negotiation: Deciding what resources parties each will give and take in an exchange
- 9. Plan Your Dive Dive Your Plan
- 10. Preparation Leads to Better Deals
- 11. New Hire 1. Familiarize yourself with your role & the situation (5 min) 2. Decide what you would like to accomplish (pick a goal - 2 min) 3. Decide how you would like to accomplish it (brainstorm tactics - 3 min) 4. Agreement on all issues, or impasse 5. Negotiate Outside of Room 6. Record Outcomes on Board
- 12. Types of Issues Distributive Different Preferences Same Values Congruent Same Preferences Integrative Different Preferences Different Values
- 16. Strategies What I Want What the Other Party Wants Compete Accommodate Avoid Compromise Collaborate/ Integrate
- 18. Integration Bonus Vacation Pts Compromise 6% 15 days Recruiter 800 2000 2800 New Hire 2000 800 2800 Integrate 10% 5 days Recruiter 0 4000 4000 New Hire 4000 0 4000
- 20. Worksheet 5. __________ only gets you ______ of what you want. 6. __________ issues are where ____________. 7. __________ issues are where ___________. 8. __________ issues are where ___________.
- 21. Two Tasks 1. Getting Information – Not just positions – Underlying preferences, priorities 2. Using Information – Not just tug of war – Identifying/creating value
- 22. Information Sharing Ask questions – but why should they tell you? Give information – reciprocity Find superordinate goals – super congruent issues Make offers - packaging
- 25. Not what people want, but why they want it … and finding ways to address underlying preferences/priorities that satisfy your own
- 26. Worksheet 9. Not what people want, but ___________. 10. _____________ & _____________ are two methods of creating more value in the negotiation.
- 27. Worksheet 1. Preparation for negotiation is trivial or involved? 2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
- 29. Why do you need to know your BATNA?
- 30. Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4 Issue 1 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3 Issue 2 Outcome 1 Outcome 2 Outcome 3
- 31. Worksheet 3. When you have time, what is the agenda for your first negotiation meeting? 4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
- 32. Term Sheet
- 33. Be Strategic In Your Preparation • What’s your BATNA? • What’s the other party’s BATNA? • What are the issues & outcomes? • What are the other party’s issues & outcomes? • How are the outcomes valued? • Strategies and techniques you can apply?
- 34. No More Runway
- 36. Negotiation… It’s not just for deals:
- 37. Organizational Change “Negotiated Change” Meeting Agendas Social Situations Social Media Use Decisions
- 38. You Have to Ask
- 39. You Have To Understand Other Party’s Needs
Editor's Notes
- Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
- Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
- We bring an image
- Packaging Adding Issues Fractioning Be creative