Today’s Topics feedback

Today’s Topics feedback[last class: preparation and beginning the

negotiation]

Setting an agenda (if necessary) Making your own interests/positions clear

In the US, speaking deductively and ‘directly’ but also being careful with your language

Understanding the other’s interests/positions Active listening, follow-up questions

Setting an agenda

In what situations is this important? What to include in setting an agenda?

Objectives/goals of the negotiation Specific points to cover during that time How much time you have Roles – who will be doing what Procedure – what should be covered first, etc.

More deductive, explicit, ‘spelled out’ approach

What problems can arise if no agenda? No clear common sense of direction Roles ambiguous or forgotten Tendency to jump to problems first, without

establishing big picture Getting caught off guard by underlying

assumptions about agendas

What went wrong?

No warm-up No clarification of agenda No clarification of each other’s interests or

positions before actual negotiation Okus group cedes to Levian ‘agenda’, and in

an irritated way Threat by Sean

exercise

Establishing positions/making your points Taking the time to present and listen to each

others’ proposals before deciding on solutions

Note: This is often an iterative process, however. In other words, discussing solutions may lead to new or amended proposals

Video

What went wrong?

Andrew is unprepared – and also not deductive – with regard to the Okus proposal

He also has bad delivery/connection to audience.

Sean jumping to (and demanding) solutions before exploring mutual interests: very ‘positional’ (in Getting to Yes terms)

Being clear about what you want or think …politely Being clear:

When it is time to present your position/interests, get to your main points quickly, and provide supportive information after (deductive way).

Use highlighting and clarifying phrases if necessary (see handout)

Being polite: Invite feedback, be inclusive Balance indirectness and directness of language

Clarifying everyone’s interestsWhy is it important to take the time to do this?

minimizes the risk of misunderstandings and hasty decisions

Shows respect and concern for them Allows you the time to better develop

arguments to respond to their needs

What went wrong?

Everyone has own agenda, no common direction

Not much real listening going on No one working together, even teams No one leading an effort to keep focus Negative tone, body language

How to do this?

Active listening to others body language, verbal ‘backchannels’ asking questions to better understand both the big

picture and the details, the facts and the feelings

Try not to ‘fake it’!

Clarifying and explaining yourself

video

What went right

Clear evidence of real listening Francoise asking ‘on topic’ questions that

elicit further information and clarification Karen manages interruptions politely but

clearly so that focus is maintained Karen and Andrew working as a team

HO & EX

Practice: clarifying/active listening Remember your persuasive presentation topic

In pairs, you will take turns listening to the arguments of the other person on their topic (each person 10 minutes). E.g: “I would like to convince you that you should buy a

Stanford coffee mug…” The listener will ask different kinds of active listening

questions, and the speaker will clarify and explain further. Listener: ask at least 5 questions.

You should NOT actually negotiate or make counter-arguments yet in this exercise.