The Negotiation Game BUILDING RELATIONSHIPS AND GETTING WHAT

The Negotiation Game BUILDING RELATIONSHIPS AND GETTING WHAT I WANT

Welcome! Please share your name and one recent negotiation experience – business or private life Our session: 1. Negotiating game 2. A bit of theory 3. Case study somewhat like your own practice 4. Closing reflection

The Gas Station You and your colleagues are heading for the airport somewhere in Montana in February in a rental car. Suddenly you run out of gas. You can see a little ways ahead a gas station, and a distance beyond it, the airport. You decide to walk to the gas station with a jerry can and leave your colleagues waiting in the car. You are in a hurry because it is very cold, your colleagues can’t run the heater and the flight to home leaves in two hours—you’re already late for checkin! When you get to the gas station, you see that it is closed until 4 PM. It is now 3 PM. You see that the gas station operator is inside the building. Do something to get the operator to give you some gas. You have 1 ½ minutes.

BATNA in Action What if you can’t get gas – what’s your best alternative? Call a cab, miss the flight, $ for rental car What if I can’t get help from you – what’s my best alternative? Order new keys, lose sales BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT How I know whether an offer is a good one or not

The Negotiation Continuum Co-Creative Synergistic Collaborative Win/Win Combative Win/Lose

Negotiation Continuum Forces Struggle Positions & Contracts

Negotiation Continuum Forces Balance Interests & Fairness

Negotiation Continuum Vision/Values Strategy/Innovation

How can we work together? A Case Study • Read the story about Smith and Brown • With your table, create as many suggestions as you can for ways that Smith and Brown could work together • Be ready to report your suggestions in 10 minutes PLEASE NOTE: THERE IS NO WAY FOR SMITH TO INCREASE THE BUDGET.

Options for Smith and Brown Ideas from the Program on Negotiation at Harvard law School • • Spread the work over two years of budgets Use off-budget resources: for example, have the consultant train the trainers Pay the consultant in kind: perhaps s/he needs training space for other clients; maybe the 3 school’s computers can be used during vacation periods. See if there would be economies of scale if some of the other municipal departments would hire the consultant for their computer work. Tie this contract into a longer service arrangement. Use the school as a beta site, so the 3 consultant can bring other potential clients to see a working system. Assign the rights to the consultant of any software that is developed – the consultant is in a better position to promote it in any market Find external resources: does the original vendor have some responsibility (interest? ) in seeing the system work successfully?

Closing Reflection Looking at your own practice This Photo by Unknown Author is licensed under CC BY-NC-ND