Working Through Negotiation Challenges

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HIGHer EXECUTIVES

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Agenda

Building and Maintaining Effective Relationships

Identifying Negotiation Types

Strategies for Handling Different Personalities

Practical Strategies on how to Resolve Conflicts

Building and Maintaining Effective Relationships

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• Communication

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• Empathy and Understanding

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• Understanding your strengths and limitations

-Demanding

-Competitive

-Love Results

-Sociable

-Charismatic

-Enthusiastic

-Caring

-Methodical

-Agreeable

-Cautious

-Perfectionist

-Quality

FAST

TASK

PEOPLE

SLOW/METHODICAL

FLIGHT ATTENDANT

PILOT

GROUNDS CREW

AIR TRAFFIC

CONTROL

Identifying Different Personalities Styles

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-Be direct

-Focus on the results

-Offer control of the process

-Check in/warm them up

- Share the experience

-Get their opinion

-Explain the plan/process

-Give them time to process

-Providing a fair offer

-Lead with facts

-Highlight the quality

-Provide space for questions to be answered

Strategies for Handling Different Personalities

Negotiation Types

Negotiation theorists generally distinguish between two primary types of negotiation:

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DISRUPTIVE NEGOTIATION

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INTEGRATIVE NEGOTIATION

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Compromising

(I Give - You Give)

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Accommodate

(I Lose – You Win)

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Avoiding

(I Lose – You Lose)

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5 Strategies to Negotiating

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Collaborate

(I Win – You Win)

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Competitve

(I Win- You Lose)

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RULES of ENGAGEMENT

01

DON'T WALK AWAY

03

DON’T POWER PLAY

02

TAKE RISKS

• Stay Engaged
• Avoid abruptly ending discussions
• Don't React Emotionally

• Be open to exploring unconventional or creative solutions
• Be open about vulnerabilities

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• NO false deadlines to creating a sense of urgency,
• NO intimidation or use fear to force quicker decisions
• NO Aggressive tactics,

Q & A

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