Slide 1 Debate In Negotiation The Four Phases of negotiation Phase One: how to prepare Phase Two: how to debate Phase Three: how to propose Phase Four:

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Debate In Negotiation

The Four Phases of negotiation Phase One: how to prepare Phase Two: how to debate Phase Three: how to propose Phase Four: how to bargain

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Debate In Negotiation

Debate is the act of two way communication and shapes the tone of the negotiationProposing takes 10 % of the time, bargaining

less than 5 % and debate takes up the rest; more than 80 %

Kennedy ”If we can organise and discipline our debate behaviour we have a very good chance of quite dramatically improving our negotiation effectiveness”

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Rackham and Carlisle

R & C conducted an interesting study where they sought to describe how “effective” and “average” negotiators behave.

What is an effective negotiator?Rated as effective by both sidesTrack record of significant successLow incidence of implementation failures

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Rackham and Carlisle

Skilled negotiators show marked differences in their use of specified behaviour categories compared with average negotiators

Confirmed what “everyone” knew statistically

In negotiation training people are introduced to effective and ineffective categories of behaviour, and these are further developed through simulation and role-playing

Variances in behaviours

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Variances in behaviours

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Types of debate

The message is that debate can be either constructive or destructive

Constructive debate moves us towards an acceptable solution, destructive debate moves us away from desirable outcomes

What are the destructive behaviours?

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Destructive behaviours

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Interruption

It is appropriate to interrupt somebody who is clearly factually incorrect in their statements

True or false?

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Other irritators

BlockingBlocking denies the opportunity to give

more informationDon't block – hear them out

Point scoring Attacking/Blaming Threats

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Constructive behaviours

How do we deal with someone who is behaving destructively?

The alternative to destructive argument is constructive debate

There is no alternative to a constructive approach whatever the behaviour of the other negotiator

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Constructive behaviours

Open or closed?

Do you have a safety policy?

Will it pass inspection?

How did you calculate those figures?

Is that important to you?

What aspects of my proposal are acceptable to you?

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Open or closed?

Is that agreed?

Have you changed your mind?

How do you expect me to accept that proposal?

Can you do better than that?

How can you improve on your offer?

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Assurances

“Gentlemen, I am in the solution, not the retribution business”

How to deal with an angry hotel guest

“Before you say anything, I have three things to say to you: first, I unreservedly apologise for the distress we have caused you; second, I am going to listen to what you have to say, and third, I am going to put right whatever is wrong”

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Moving forward

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Spot the difference?

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Signalling?

It would be extremely difficult to meet that delivery date

We do not normally extend our credit facilities It is highly unlikely that my boss will agree to a free

upgrade Under these circumstances we cannot agree to

compensation As things stand our prices must remain as listed I can't give you a better discount on your current

volume

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Proposing

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Proposing

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Proposing

Signalling is the bridge from debate to proposal

Topic of chapter 9 – how to make an effective proposal

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Proposing – look at these:

I wishI hopeI would likeIt would be niceWould this suit

you?

I need

I require

We prefer

We want

It is necessary that

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Proposing

“It is the ability to shift from loose informal proposal language to tight formal and assertive proposal language that improves your performance”

A proposal is a tentative suggestion“We could make it four visits a week”“We could look at the number of visits”

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Look at this proposal

Effective proposals consist of two parts: the condition and the offer

Ineffective proposals only consist of offers The condition may be vague or specific, but the

offer must always be vague

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Proposing

Kennedy writes “The most common mistake negotiators make when presenting a proposal is to drown it in irrelevant verbiage by confusing the proposal and debate phases. In short, they propose and explain their proposals at the same time

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Proposing

Make a proposal, then shut up.

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Effective proposals

To make an effective proposal, follow these main “rules” should be practised

1. It should be conditional

2. It should be presented unadorned, without explanation

3. On completing the proposal you should go silent

4. It should be presented with condition first, then followed by the offer

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What is wrong here?

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How to receive a proposal

What if we give?

Activity 1: How did Greg develop his demands?

Activity 2: How did Simon respond?

Activity 3: Did Simon's proposal styles improve? Give an example.

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If - then

Activity 1: What was the most significant aspect of Celia's and Greg's bargaining language?

Activity 2: How did Celia tackle Greg's proposals?

Activity 3: How did Greg respond to Celia's requirement to bring his charges within her budget?

Activity 4: What characterised the negotiating exchange before they reached agreement?

Activity 5: Why did Greg want to put the agreement in writing?

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