International Negotiation

Tools for a Succesful

Negotiation
 Motivation

Communication

Persuasion

Negotiation

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 MOTIVATION

What it brings ME
F = = X % Chances for Success
What it costs ME (F) Factors of Motivation Evaluation

Motivation is an INTERNAL STRENGTH

 HOW TO MOTIVATE?
Prerequisites for the Negotiator

The other negotiating party’s behaviour is induced

by your « Management Style »

Your « Management Style » is directly related to your Values

Types of Value
You must stand close to people in order to get them to work
Work is a necessary burden
With motivation, anybody can do anything
Love / Fear
Candle Problem
Candle Problem
Candle Problem
 SOURCES OF MOTIVATION

 HOLDING  BEING

 MAKING  GIVING
 Needs to be satisfied?

Recognition for
Achievement
NEGOTIATING
PARTY Understanding

Belonging

Security
Physiological needs
 Needs to be satisfied?

10 %

Affective needs
Cultural standards
Personal Values
Believes

Psychological needs
 Ways & Means of Motivating

Be motivated yourself !!!

Or

Negotiator 1 Negotiator 2
 Ways & Means of Motivating

Establishing an athmosphere
of
COOPERATION Negotiator
based on

 CONFIDENCE
 INDIVIDUAL RESPECT
 MUTUAL UNDERSTANDING
 Ways & Means of Motivating
SET UP
CLEAR, VALORIZING, REALISTIC TARGETS
for the participants to the negotiation

Target matching

Written targets Quantified targets • the skills,

centres of
 Achievements • interest, available
Individually explained means and the
 Lead times cultural
environment
related to the
concerned
individuals
 GIVE THE PARTICIPANTS THE AUTONOMY IN ACCORDANCE
WITH THEIR SKILLS, IN CONSISTENCY WITH THEIR
PERSONAL & NEGOTIATING PARTY TARGETS

Avoid any useless

reference to the
hierarchy ’s approval
 Ways & Means of Motivating

QUALITIES, EFFORTS & SUCCESS RECOGNITION

 Outside valorization of the

negotiating parties by means
of communication

 Regular feed-back on the

• work progress

 Success recognition
 MOTIVATE
In brief how to do it?
Be motivated yourself
Consider the negotiating party as a partner
Communicate before, during and after the negotiation is completed
Explain the targets to be reached and the meaning of your decisions
Recognize the accomplished efforts
Encourage autonomy
Minimize the cultural gap
Be open to listening & understanding
COMMUNICATING !!!
Why?
What?
When?
With Whom?
How?
 WHY TO COMMUNICATE?

Motivate
Understand
Inform & clarify
Get information
Associate
Imply
Facilitate the decision making process
Influence
Capitalize
Help the negotiating party in making progress
Alert
………………………….
 WHAT TO
COMMUNICATE?
Communication is not an end
in itself

It is a mean aiming at reaching

objectives:
In a given situation
With given participants
Within a set cultural environment

The communication content is

directly related with:
The context
The objective
The cultural environment
 WHEN TO COMMUNICATE?

Whenever necessary
in order to reach your
objectives

Particularly in order
to avoid any
misunderstanding
 COMMUNICATION

No communication is good or bad

in itself

Any communication is good or bad

according to the set objectives &
targets : LISTEN / SPEAK
KEY to LISTENING!!!
Not like him
Relaxed attention
Listen with your whole
body
Acknowledge the ideas heard.

Eye contact
 Key at Speaking

•USE I
Statements
 Blocking Communication
Me-too-ism (look what happened to me!)
Preaching and moralizing (value system)
Asking a direct question
Giving advice
Consolation comments (everything will be
alright!)
Arguing or disagreeing with the speaker)
Analyzing or interrupting
 Body Language
 Includes facial expression, eye
contact and the stance or movements
of arms, hands and legs
 Check if the body language of
your counterpart tells the same story
as the words.
 Recommendation: Open body
stance, sitting of the edge of your
chair and focusing your eyes on the
other person.
Power and dominance
Power and dominance
High Power and Low Power
 Effective Communication
• Step 1. Acknowledge the thoughts, ideas or feelings first

• Step 2. Say it in different words

• Step 3. Ask open-ended questions

• Step 4. Summarize and clarify

• Step 5. Give an opinion

 COMMUNICATION
In brief

Without communication
a negotiation cannot be
succesful,
cannot exist or last
 Persuasion is …
 Bring the other party to
believe as you do

 Influence the other party

for taking action
Ask yourself the following question

Where or when do I use

persuasion in my life?
 PERSUADING

Being aware of the negotiating party ’s target,

needs, motivations & cultural differences is the
prerequisite for an efficient argumentation

Persuading means
LISTENING & UNDERSTANDING
First
 PERSUADING
FOUR ESSENTIAL STEPS

Establish Credibility – cornerstone of effective persuasion

Frame your goals

Use vivid language and compelling

evidence
Connect emotionally with your
audience
THE ART OF PERSUASION
« Customer persuasion»

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NEGOTIATION

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NEGOTIATING

“Negotiating is the art of

reaching an agreement by
resolving differences
through creativity”

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 NEGOTIATING
In which State of Mind?

The only type of potentially

successful negotiation is the
I HE L W onebased on a

W ? WINNER /WINNER
Relationship

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 NEGOTIATING
On which grounds ?

1. Negotiating means : HAVING DIFFERENT STANDPOINTS

2. Negotiating means : WILLING TO COOPERATE IN ORDER

TO REACH AN AGREEMENT

3. Negotiating means = N (on) – EGO – TIATING

4. Negotiating means : LISTENING TO YOUR NEGOTIATING PARTY

5. Negotiating means : MAKiNG USE OF ONE’S POWER

6. Negotiating means : TAKING INTO CONSIDERATION CULTURAL

DIFFERENCES

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 PRINCIPLES
OF THE
NEGOTIATION
 NEGOTIATING
THE WINNER-WINNER STYLE NEGOTIATION

Based on:
 Mutual respect & understanding
 Good knowledge of the context & the stakes
 Reciprocal listening
 Willingness to seek for common interests

Reciprocal tangible and A climate of Strong

durable advantages confidence motivation

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THE PROCESS
OF THE
NEGOTIATION
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 Prepairing your negotiation
 Your strategic goals need to be set before the negotiation begins. They
will act as your guide. SMART : specific, measurable, attainable, realistic
and time bound)

 Define your BATNA (Best Alternative to a Negotiated Agreement)

 Determine your position in the negotiation (statement of what you
want). Document what you want , need to get and what would be nice.

 Find the missing link between your goals and positions vs your
counterpart’s
 Determine your bottomline (last resort – solution)
 Identify your weaknesses and concessions (non monetary & monetary)
 The negotiation process
A step by step approach

1/ Introduce  The context

 The target
 Your willingness to find a solution
2/ Listen  The partner’s point of view

3/ Express  Your point of view

 Your borderlines and constraints

4/ Enhance  The range of the agreement

 The common references (values, rules)
 The negotiation process
A step by step approach

5. Seek for solutions  Satisfying to both parties

6. Assess the solutions  Point out reciprocal advantages
 Assess the constraints
7. Negotiate  Adjustments
8. Conclude  Reformulate
 Validate the Agreement
 Determine the terms of continuation
 Formalize the Agreement
 Efffective Negotiation

 Needs an important communication skill

 Reaches the agreement that best meets

both sides requirements

 Should be conducted in a professional

way

 Be a solid foundation on which to build

future relationships
 A Good Negotiator Is...

 Creative

 Versatile

 Motivated

 Has the ability to walk away

 A successful Negotiator can
 Build Rapport
 Network effectively
 Work in a team
 Build consensus
 Be persuasive
 Deal with conflict