Negotiating Styles and Strategies Amy Coopman Esq Bridge

Negotiating Styles and Strategies Amy Coopman, Esq. Bridge Mediation, LLC KCMBA Student Law Academy July 16, 2020

Road Map for Our Session ● Why is Negotiation Important? ● What is your Negotiation Style? ● What are some Strategies for a Successful Negotiation?

Conflict exists. Can you negotiate a solution? 1. Conflict is natural and not necessarily bad. 2. How we respond to conflict is important. 3. Each person has the wisdom and knowledge inside to respond to conflicts in a healthy, productive way (negotiate a solution). 4. Effective negotiation requires awareness and practice.

How do you handle conflict? 1 2 3 4 Run Away! Charging Bull Yielding. Win-Win Negotiation Avoid conflict at all costs. Ex) leave; don’t text back. Demand to get your way. Be forceful and aggressive. Engage but compromise away your needs. Work together to meet each sides’ needs. Collaborate.

Building Blocks for Effective Negotiation Respect Communication No Stereotyping Self respect and Respect for others. Know your limits. Verbal/Non-Verbal. Speak clearly. Listen. Treat people as individuals; avoid labels and assumptions.

Behaviors Used in Negotiation ▶ A Attack ▶ E Evade Ignore, change subject, withdraw, postpone to get more information, think about it ▶ I Inform State what you want and why; support your position with facts or opinions; reveal your underlying needs/feelings. ▶ O Open Ask non-judgmental questions about the other’s position, needs, or feelings; actively listen by paraphrasing; summarize without necessarily agreeing. ▶ U Unite Ritual sharing to build rapport, establish common ground, reframe the issue to meet both sides’ needs, propose win-win solutions ▶ Threats, hostile tones/gestures, insults, criticizing Source: Coleman and Raider International 1997

Effective Negotiation Strategies 1. 2. 3. 4. 5. 6. 7. Keep an open mind. Show your cards. Set and stretch your goal. Turn anxiety into excitement and curiosity. Project self confidence. Take a timeout. Silence can be golden.

“So, the first challenge is you. It is people who negotiate; not machines, or companies. We all have prejudices, values, ideologies, preferences, pressures, objectives, and judgment, as will the other party in your negotiations. So one part of our journey will involve you understanding why your greatest challenge in negotiation is yourself and how, by nature, you naturally see the world from your perspective rather than that of others. STEVE GATES, The Negotiation Book

Thanks! Do you have any questions? Amy Coopman amy@bridgemediationkc. com 816 -260 -5635 CREDITS: This presentation template was created by Slidesgo, including icons by Flaticon, and infographics & images by Freepik

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