Negotiator The person who identify opportunities and look for a better outcome.

Everyone is a negotiator, because we negotiate in every aspect of our life.

Negotiate
Process which 2 or more people exchange ideas and look for an agreement
Conflict resolution process
To improve the results
Joint problem solving

When we have control of the situation we cant negotiate.

A negotiation will succeed when then conflicts are solved.

Negotiation Styles

1. Depending on personal interest

2. Double Interest Model

Questionnaire

1. 1 12. 4
2. 1 13. 2
3. 5 14. 4
4. 5 15. 5
5. 4
6. 5 1 6 11 = 10 - AVOID
7. 5 4 9 14 = 14 - CONCEDE
8. 5 2 7 12 = 20 - COMPETE
9. 5 5 10 15 = 13 - COLABORATE
10. 4 3 8 13 = 12 - MEDIATE
11. 4

Dictator or purely competitive

No cooperation with others
Yu only look for your own benefit.

Conceding
I lose you win
Non-assertive behavior
Avoiding
I lose, you lose
No cooperation and no conflicts solve

Mediation
Nobody wins

Collaborating
Win-Win
Cooperation on a maximum level

Hard or Soft?

Hard
Negotiate with high demands Soft
Maintain position Modest Proposal
Small concessions Flexible
WIN Major Concessions
Dont mind of threats Maintain a good relationship

10 Personal Skills

Play Football Responsable

Play the drums Open Minded
Alegre Competitive
Honesto Quick Learner
Persistente
When we should not negotiate

1. When you can lose everything you got You lose the grown
2. When your counterpart asks you something illegal or unethical
3. When you are not interested
4. When you are in a hurry
5. When your counterpart acts in bad faith
6. When waiting can improve your position
7. When you are not prepared

Examples
1. When you want to invest in the stuck market
2. When they ask you to sell drugs
3. Buying a raffle ticket
4. Buying a plane ticket
5. Buying something in Mercado Libre
6. Buying a car
7. Job Interview

Competitive Strategy

The goals are interdependent because we are talking of the same thing but incompatibles
goals because each one wants to win.
The winner will be the one that has more information about the negotiation
Get as much information as you can form the other party
Tangible/Quantitative values are the most important
Intangibles are less important
Short-term goals
Negotiation ethics are very important

Points of Reference
Initial Point The first negotiators offer
Target Point The point where the negotiator is satisfied
Resistance Point The point where the negotiator will not go on.

Concession Distance between the initial point and the final decision
Consider to have enough space between both points
The harder the negotiator, the less of concessions he will do

Negotiation Techniques
Techniques are run in a short time to obtain the desire results
1. Good Man/Bad Man One member is very rough and the other is very gentile
2. We are the best Telling that you are the number one
3. Admission of guilt Admitting our mistakes
4. Focus Innocent Pretending ignorance
5. Invoking the competition Citing possibility of going to the competition
6. Disaster Warm about the worst scenario
7. It is a normal practice Compare to others that do the same thing
8. Friendly Attitude Compliments to get a favorable situation
9. Personal Appeals Appeals to the feeling of the other part
10. Lobbying Persuade someone outside the negotiation room