1. Today we experience difficulty in negotiating
perhaps because there is a clear lack of
interaction between humans based on :
knowing each other,
negotiating our positions,
defending our point of view,
fighting for our needs and wants, in the end,
being able to sort out in a decent manner
potential conflicts in the making.
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3. A thank you to
My father, who negotiated his survival during WW 2 as a freedom fighter
To some of my students in 2009 and 2010
who have been an integral part of this course and without whom
I could not
have tailored and refined the course to the level of today
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4. Objective of the course
To get, you, through the description of the sequence of actions which will
take place in conducting a negotiation and negotiating, to understand the
meaning, value and effort – as well as skills – required in order to
negotiate.
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5. My thinking in giving this course
The nefarious habit/influence of the use via internet of Google and Wikipedia and
Facebook and Second life and Video games to the extreme, is pushing human begins
to insulate more and more shielding themselves from the unknown challenges
coming from the outside world by not verbally exchanging & confronting different
point of views with the Other .
Today we experience difficulty in negotiating perhaps because there is a clear lack of
interaction between humans based on knowing each other, negotiating our positions,
defending our point of view, fighting for our needs and wants, in the end, being able
to sort out in a decent manner potential conflicts in the making, face to face.
face
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6. I have some doubts about they validity of the 3 Winners scenarios, the so-called
slangish Win Win Win, because in any given situation there is going to be - in
any case - a larger Winner than others , a smaller one if not one or
more...Losers!
Losers
Today’s urban mythology that all is beautiful, that we live in a world of all winners,
beautiful winners
is pernicious and misleading. Dangerous in the least.
World as it was, is and will be, is a world of latent conflicts, problems, issues,
which can and should be confronted one on one , person to person, head to head,
eye to eye with all the preparation, determination and attention that we can
muster and manage.
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8. We can’t run away from negotiating in our every day life.
There in no place to hide except returning in your mother’s womb!
I have no pretence of teaching you what is defined - by some - as the Art of
Negotiation, because I do not believe that it exists, if not in rare, very rare cases,
where we have a Leonardo or a Michelangelo of negotiation in action.
They are as rare as the Mona Lisa or the Pietà in the Vatican
I firmly believe that we can all negotiate because every day we negotiate our life.
What is required is skills, preparation, knowledge, savoir faire (know how)
matured through experience, a lot of hands-on experience.
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10. Clicks do not build Bricks.
Bricks are built by negotiating with life, not in a baby-world of « Eldorado » or
video game scenarios where war is won at the Microsoft Table in 3 D, no blood
spilled, no pain but always in the end :gain.
Now, is that conceivable? Gain without pain ? Without negotiation?
Thank you for your attention to my lesson
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11. Some hints, advices and tips
Qualities of a negotiator
Fields of negotiation
A sample of types of negotiation
What not to bring to the negotiation table
Winners in a business negotiation
The myth of www vs. the reality of WwW or WL
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12. Qualities of a one-in-class negotiator
my definition
Preparation
Facts & Figures at the “tip-of-your-fingers”
Determine for yourself –before acting - what you will do
When acting, stick closely to what you determined you would do
Flexibility
Adaptability
Credibility
Reliability
Punch (not the digestive!)
Never expect……always INSPECT
Checking , double checking Facts & Figures
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13. Qualities of a negotiator
straight from the mouth of
a one-in-class negotiator (*)
Listening
Listening
Listening
(*) Mr. Eric Pernette -Head of Industrial Relations ERDF
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14. A word of advise a junior negotiator
Follow the leader, « carry his bag », enter the « big boys club »
and become part of a negotiation session as
a listener
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15. A sample of types of negotiations
Commercial agreements (buy & sell)
Service contracts
Partnerships
Joint ventures
Mergers and Acquisitions
Industrial relations with Trade Unions
A political agreement
Your kids demands
Your salary !
Everything and Anything that is negotiable
keeping in mind that Anything & Everything 15
is negotiable
16. What imperatively you must not bring to
the negotiation table
Lack of Integrity
Ulterior motives
Hidden Agenda
Lack of good faith
False information or data
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17. Winners in a business negotiation
Your Company, You, the Other Company
(by order of importance)
Main Your company (*)
Secondary Your company and you
Possible Both companies and you
(*) They pay you !!!
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19. Keep in mind the following
You are the center of your negotiating world.
Be one in class in class when you negotiate.
Those who dare to dare, sort out inventive SOLUTIONS, are
SOLUTIONS
pragmatic and at the same time able to act in a non-pragmatic
fashion if so called for, contribute brilliant SOLUTIONS, are
SOLUTIONS
motivated by the aim of reaching a WinWinWin agreement,
create SOLUTIONS before the manifestation of the problem,
are ,in my view & professional experience, valid negotiators.
Key words dare to dare, sort out, contribute, create.
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20. Si vis pacem para bellum
(Prevent by beign ready)
To negotiate you must master and muster
Points (Infos)
Figures (Data & Numbers)
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22. To negotiate you must master and muster
steps and process
What are the steps that you have to follow in order to determine
what Data and Info you are should be looking for ?
How and where do you scout for, search, identify InfoData ?
How do you select, collect, vet/sift through, evaluate and process
InfoData which is pertinent to your assignment ?
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23. Steps that you should follow in order to determine what
Info and Data you are looking for
1. Write down what you understand the Goal of your Team in fullfilling the assignment (the
mission) is
2. Write down what you understand the Objectives your Team must reach to fullfill the Goal
3. Write down what you understand your Targets are to reach the Objectives
4. Compare with your Team your definition of Targets , understanding of Team Objectives and
Goal of the assigment (the mission)
5. Define, agree, finalize your Team’s Objectives and each Team member’s assigned Targets
6. Engage with your Team the other Team(s) on the definition of the Goal of the Negotiation
process, define with them (the Teams) a flexible structured timeline, deadlines, milestones,
gate reviews, intermediate check points
7. All Teams present to me (I play the Broker/Project Supervisor role), the commonly
role
agreed upon
plan of action
process
timeline
for the Negotiation Project
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24. How and where do you scout for, search and identify
InfoData
How to validate the process
My personal receipt is to start scouting according to :
Compilor’s background, skills, experience and quality of InfoData produced
(the pedigree and the output)
Independence or eventual ties of the Compilor to the Source of the InfoData (conflict of
interest)
Coverage of topics by Compilor Partial, Global, Detailed, Asymmetrical
Credibility of InfoData Is it true ? How can I find out ?
Reliability of InfoData Is it up-to-date ?
Accuracy of InfoData Is it right ? Where and from Whom can I find out ?
Capability of verifying the credibility, reliability and accuracy of InfoData by
crisscrossing other Sources and verifying other Compilors
Where to conduct the process
Today’s users favorites are : Wikipedia, 维基百科 ,Badu Baike, Baidu, Hudong, Google,
Yahoo, Bing, the WEB, Social forums
My favorites are : books to acquire, newspapers to inform, Wikipedia to source & to
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inspire , the WEB to find and channel, word of mouth to comment
25. Keeping in mind the quality of what you may find as well
as the limits of what you may be allowed to find
datamining search engines
(Two examples are hereby listed )
A. The user who visits Wikipedia to learn about some subject, to confirm some matter of fact, is
rather in the position of a visitor to a public restroom.
It may be obviously dirty, so that he knows to exercise great care, or it may seem fairly clean,
so that he may be lulled into a false sense of security.
What he certainly does not know is who has used the facilities before him.
Robert McHenry, former Encyclopædia Britannica editor-in-chief
B. Articles or comments containing the following types of content are removed in some countries:
Pornographic or violent text or images
"Malicious evaluation" of the current national system
Undermine public regulation
Attacks on government institutions and officials
Instigating racial, ethical, religion or regional issues
Propagating "religious cults or feudalistic and superstitious beliefs"
Providing hyperlinks to any of the abovementioned contents 25
27. How do you select, collect, vet/sift through,
evaluate, process and use InfoData which is
pertinent to your assigment ?
Never, ever lose sight of the focus of your mission by beign sure that what you are looking at is
Pertinent, pertinent, pertinent
Factual, factual, factual
Simple to understand, short to recap, sharp in its opinions/facts and not idiotic
Clean & Clear
Clear-cut
To the point
Understandable for you , for the Team and the General Public, therefore in one word idiot-
proof
Unequivocal either black or white. No shades of gray !
User-friendly but not simplistic or stupid /childish!
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28. Keep in mind the following
It's not the effort you put in that counts,
what counts
is the results you get out from the InfoData
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30. Building a Team
You will build a team according to individual talents, interests, interplay, knowledge ,
experience and anything that the team players can bring to the table !
Keep in mind - for those of you that know the game of Rugby Football - that players in
today’s game must play ALL roles.
That is why Forwards (les Avants) today play also a game as Backs (les Arrières), the
Fast scorers.
Create a sense of multirole in a team that is able in any instance, circumstance, crucial
moment to play a different role that the one that was originally assigned to them .
E.g.: If you are good at numbers you will be assigned in the team the number crunching
role however you must also play a backup role of another team member in another
area of specialty such as Marketing, Intelligence, Data Mining, Speaker, Point,
InfoData Processing and Analysis
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33. Building a Team
A good negotiating team must be built around the following missions, functions and relative roles :
Mission/Functions
Intelligence/Data mining SEARCH
InfoData and Facts Analysis INFORMATION SCREENING
Numbers crunching DATA PROCESSING
Therefore from the Team must emerge the following Role Players :
1. Point Coordinator, Leader, Interface of Project Broker/Supervisor
2. Speaker Co-coordinator & Spokesperson – Chief Negotiator
3. Intelligence Collecting hearsay, crisscrossing it, vetting it, verifying it, etc…
4. Data mining Gathers the InfoData
5. InfoData Processing Selects the right /useful InfoData
6. InfoData Analysis Uses the InfoData working with Data mining & InfoData
Processing as well as Intelligence Team members
7. Marketing/Selling Deploys the Marketing, “jazzes” the Negotiation plan-of-
action by preparing Plans A, B, C and elaborating various
scenarious 33
35. This is the most difficult part for you because you , in most
cases :
Are inexperienced
Have never negotiated in a business enviroment
Are afraid of making mistakes and not looking good with
your team players
Keep in mind what this guy once said : 35
36. “”The only thing we have to fear is fear itself””
USA President (1933-1945)
Franklin D. Roosevelt
Be prepared
Go for it
Never take NO for an answer
Make mistakes
Pick-up the pieces
Press on
If you get discouraged get on with your work , that will keep problems off your mind
Know when to cut your losses and get out of the game
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37. Build you case
by identifying and defining your Team’s
Needs
Wants
Would likes
Objectives
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38. Define a Strategy
&
a Tactical plan
What can I negotiate ?
What is negotiable for us and what do I think is negotiable
for the Opposite?
What is not negotiable for us and what do I sense is not-
negotiable for the Opposite ?
How far/hard will I carry my arguments in order not to show
weakness ?
When should I slow down/suspend negotiation ?
When should I cut my losses and quit the negotiation ? 38
39. Prepare Plan A, B, C
Plan A MAX
the best result that you want to achieve from the negotiation
Plan B In-between
Plan C MIN
the minimum result that you will settle for in
order not to lose money & face
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40. Mentally
Understand the Needs, Wants (possibly the
Would likes and, if you are really good, the
Objectives) of the Opposite party as well as
the motives that are laying behind
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41. Mentally define your idea of your Opposite’s
Plan A, B, C
Plan A MAX
the best result that you belive they want to achieve from the
negotiation
Plan B In-between
Plan C MIN
the minimum result that they could settle for
in order not to lose face
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43. Always think Bottom Line.
Always keep in mind that full control, knowledge,
reactiveness, analysis, and good mathematics (without
your pocket calculator) :
2 plus 2 is always 4, neither three nor 5
4 times 2 is 8
8 by eight is 64
And € 10,000.00 divided by 112 is ?
are key to becoming proficient & smart at negotiating
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44. The Point Person on the team and his/her backup WILL bnefore any
negotiation session conduct a “”Dry Run””
1. Prepare a script, plan of action, based on Intelligence, InfoData
Processing & InfoData Analysis
2. Roll it out with the rest of the team playing the role of a sparring partner
and sustaining it
3. Answer tough questions never taking it personaly
4. Train, train, train. Correct, correct, correct. Adapt, Adapt, Adapt. Change
if change is required. Modify.
5. Show maturity and assume the role and the responsability
of the position you both are in
6. Restart the process over and over again from 1 to 4 until you both feel
you are STIRLING in presentation and UP-To-PAR in DataInfo
management!!!!!
Key words : Prepare a script, Roll it out, Answer, Train, Correct,
Adapt, Change, Modify, Restart the process 44
45. Keep well impressed in your mind that you have one
and only one chance in negotiating a good agreement
If you miss this opportunity, you may be out.
And someone else may be in.
You may be off any team.
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46. No time for “shape up or ship out” for you.
It could be over....for you and the Team !
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53. Always start from economics or economic impact
subjects that are difficult
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54. Never Stall.
It is a sign of weakness or incompetence or
ignorance or, worst-case scenario, being
identified as a P.o.S. or a S.o.B.
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55. Always finish one point of negotiation before
moving to the next one
It may block a negotiation but it will show your
committment
You will then be viewed as a credible
counterpart and interface.
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56. Summa
Always observe & remember the techniques, the
nuances, the skills of your negotiating counterpart.
If you do not succeed 100 % , if you have played by
the rules, you may/will/could have a second, third
opportunity/chance to better your performance,
output and result and show your true colours.
Good luck and good work!
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