Doing first things first for effective negotiation - Part 3

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En provenance du cours de ESSEC Business School

Negotiation Fundamentals

135 notes

ESSEC Business School

Negotiation Fundamentals

135 notes

Cours 1 sur 4 dans Specialization Negotiation, Mediation and Conflict Resolution

This course gives you access to negotiation practical tools and best practices gathered by Professor Aurélien Colson & his team from assignments in more than seventy countries and in a wide set of sectors, be they services, industry, high tech, or public organizations. In an interactive manner, this course will help you, among other topics: get prepared for any negotiation; avoid traps; know how to prompt value-creating partnerships; structure an effective negotiation sequence; bargain in an efficient and respectful manner; overcome deadlocks; and much more! Indeed, negotiation is not simply about deciding who gets what now – it is first and foremost about creating productive, fair, and therefore long-term partnerships. This course guides you through innovative and proven approaches – “win-win…but not at any price”. Together with its specialization, this course will lead you towards high impact and sustainable negotiations at all levels, whether finding solutions to people management issues, sealing a deal on a sales package, or entering into high-level strategic or political negotiations involving multi-party stakeholders.

À partir de la leçon

Negotiation process

This last module will help you plan the necessary sequence of a negotiation, and organise them effectively in scheduled phases. This will help you do “first things first” and take care of what is truly essential in a negotiation. Last, this module will show you how to discuss power balance around the negotiation table.

Doing first things first for effective negotiation - Part 15:28

Doing first things first for effective negotiation - Part 23:57

Doing first things first for effective negotiation - Part 33:41

Doing first things first for effective negotiation - Part 44:19

Rencontrer les enseignants

Aurélien Colson
Professor, ESSEC Business School - Director, IRENE Paris, Singapore & Brussels
Political Science

[MUSIC]

Welcome back, to discover three more principles which can help you

build the right negotiation sequence.

Principle number five is something I've mentioned already in this module.

It is obvious that the negotiator must speak

to the other side of the table in order to convince them.

It is essential, however, to listen first to the other side of the table.

Why so?

Well, not simply to be nice or improve your karma.

There are two main reasons.

First of all, negotiation is structured by information symmetries.

You know things that they don't know.

And they know things that you don't know, but would like to know.

So in order to reduce these uncertainties or blind spots, take listening seriously.

In order to grab more information, ask questions, dig deeper.

Second reason, listen properly to someone.

Showing respect and sincere interest will usually be good for the relationship.

And that is consistent with principle number one.

As you can see, these ten principles form a unified and coherent system.

Now that you're engaged into the substance of the negotiation,

the usual temptation is to focus on one obvious question.

Who will get what?

That is the value distribution side of negotiation.

However, it is far more essential to focus first on another question.

What is to be shared, and how can we expand it?

How can we enlarge the size of the pie, or diminish the costs or the risks?

And that will be the value creation side of negotiation.

The more we manage to create, the more there will be to share.

That makes sense, doesn't it?

The usual purpose of negotiation is not to capture some meager, short-term gain.

It is to engage whenever possible into profitable and sustainable partnership.

So remember principle number six, value creation before value claiming.

Principle number seven is the following.

In a negotiation dealing with a problem, most negotiators will look for a solution.

That's pretty obvious, isn't it?

Problem?

Okay, let's look for a solution.

But wrong again.

Extremely talented negotiators know that if they want to have a chance

to identify the right solution, they must look for

something else than solutions in the first place.

They know that they must look for information,

with no a priori about what the solution could be.

It is only when they've secured enough information about the problem and

the deeper motivations behind it

that they will have a better chance to identify the right solutions.

That principle,

number seven, is consistent with two of the previous principles.

Preparation before action, do your homework

in order to get the right information, and listening before speaking.

At the table, grab more information through active listening.

Six, seven, eight, three more principles which I will

introduce in the next video. See you in a minute.

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