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Wilfrid Laurier University
Roopa Reddy

Negotiating Monday, March 11, 2013 1:54 PM The One Minute Negotiator Model What is negotiation? •"The ongoing process through which two ore more parties, whose positions are not necessarily consistent,, work in an effort to reach an agreement" •"negotiaphobia" - disease of attitude and skill deficiency • Many people see negotiations as act of combat/conflict • Skill you need to work on Three-Step EASY Treatment Process Thomas-Kilmann Conflict Mode Instrument Compromising: Late in negotiation process after legitimate strategies fully sued When only small gap remains on one issue Always directly tied to agreement Negotiation Strategy Matrix Clear divide between winners and lowers Not ideal aproach, but sometimes needed "growing pie"- sharing so that both parties can win Nobody wins worst Other parties always winning Burn out easily • What really matters is how other side sees you more than how you see yourself o Will determine and affect how they negotiate with you o "know yourself as others know you" • 2 categories of collaborators: o Sages and Dreamers • Sages: know when best time is to collaborate, not natural tendency for most people • "unilateral collaboration is de facto accommodation" -> one sided collaboration = accommodation o Check strength of accommodation tendency vs. competition tendency • Stronger negotiators have strength of competition • Biggest concern is when number for any strategy is way too high (always accommodative, competitive) o Deploy this strategy regardless of situation and strategy used by other party o Need to stop and think what is my tendency, what is their tendency and start to use a process Assess Their Tendency • Most people extremely predictable • Key is to be observant enough to recognize it • Behavioural style and company culture • 4 basic interaction styles- similar to DISC • Pace of information exchange, focus on tasks or relationships  Drivers (D) - dominant style  Expressives (I)  Amiables (S) - like the influencing style  Analyticals ( C) - compliant style Like dominant style Be in driver seat, fast pace Lack of patience, don't like details Task oriented, failure isn't an option People focused, but faster paced in decisions etc. Collaborators, like stimulation, bored easily Tend to be dreamers but lack following through Biggest fear is being wrong Like to be correct, need time, Detail, information and numbers Need time to focus, want to understand people involved How it relates back to the person Happy, friendly, caring Usually use avoidance style Strategize • None of four strategies universally applicable or appropriate • Not always right, not always best to c
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