Part 1 Negotiation Skills
Part 1 Negotiation Skills
Part 1 Negotiation Skills
PART ONE
Learning Objectives
What will you learn?
To develop your skills as a negotiator
Learn negotiation techniques and - select and apply tactics to
make you a strong negotiator.
In what situations do you negotiate? Who do you
negotiate with?
Why Should Negotiation Be a
Core Management Competency?
Soft:
• Participants are friends.
• The goal is agreement.
Hard:
• Participants are adversaries.
• The goal is victory
Hard Approach For Negotiations
Some common
characteristics of a hard
negotiation approach are:
Hard Approach For Negotiations
Hard Approach For Negotiations
Soft Approach For Negotiations
Focuses on preserving
the relationship ahead of
results.
Soft Approach For Negotiations
Soft Approach For Negotiations
Pairing Negotiation Styles
• Every negotiator has certain desires: respect, the chance to save face, and
the opportunity to be heard
• If negotiation feel disrespected, ignored, or mistreated, that make little
economic sense.
• The ultimatum game also illustrates this point
Principled Negotiations
• Will make you fight hard what you really care about, yet allowed you to be
generous, flexible, and trustworthy
• It also valuable because it helps you wisely bridge seemingly unbridgeable
gaps and discover hidden opportunities.
• Focus on Interest, not position
A Principled Negotiation
A principled negotiation
might go something like
this:
A Principled Negotiation
A Principled Negotiation
How can you use interest-based bargaining more effectively and confidently :
• Thinking carefully about your interests and those of the other negotiator and
try to identify some creative options that might satisfy both.
• Do some research to deepen your understanding of the interests and options.
• Start the talks by taking time to build trust and rapport and set a positive
tone. Note that you have real hope that you are both happy with. Foster hope
and collaboration
• Ask question and listen, the more you listen the more you will find good
solution
• Share some information about your own interest, but not reveal everything
• Invite conversation about creative options
Practicing Empathy
• Passive Listening, nod your head and assume that you understand the
speaker - but you don’t
• Dumb Listening, try to listen without mentally thinking too much or
talking too much and mentally researching your reply while the other
person is talking
• Active Listening, repeat the gist if you dont understand, to help clarify
Other Listening Tools
• Emphatic Listening or mirroring, occasionally reflect
back the feelings you sense the other person is
expressing
• Use minimal prompts such as “uh-huh,” “go on,”
“hmm,” and so on.
• SOLER: Squarely face the other person, open your
posture, lean toward the other person, make eye
contact, and relax.
• Interrupt less and ask more questions than mediocre
negotiators do
• Studies show that the more salespeople talk, the less they tend
to close sales, and the more salespeople let the customer talk,
the more sales they win. For several decades, one of the most
widely respected sales methodologies has been one developed
by Neil Rackham, a social scientist. Rackham calls his approach
“SPIN selling.”
The Important of Research
• Slow down. Dont get impression that you should launch right into the task
as early as possible. Take time to get acquainted before turn to the task.
• Valuable tool is small talk
• Spend time on personal matters
• Try to be constructive, positive toone, greet the other and try to signal early
CHAPTER 1
• Egocentrism
• Confirmation Bias
• Satisficing
• Self-Reinforcing Incompetence
TWO DOLLAR GAMES
Game yang akan kita mainkan adalah game populer di Amerika yang bernama Two Dollar Game. Ini adalah
permainan yang dirancang khusus untuk berlatih Negosiasi dan Manajemen Konflik. Permainannya sangat
sederhana.
Mahasiswa harus berpasangan dengan wakil kelompok lain dalam melakukan negosiasi. Pasangan akan
diberikan waktu 4 menit per game. 2 menit terakhir kita akan membahas hasil yang menarik dan bertanya
kepada siswa apakah mereka mencoba pendekatan yang berbeda pada percobaan kedua. Semua instruksi
rahasia akan mencakup: Cobalah untuk mendapatkan sebanyak Rp 2.000,- sebanyak yang Anda bisa. Tawar-
menawar seefektif mungkin dan buat cerita apa pun yang Anda inginkan.
Parable of Orange
• KELP 9 dan 10