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Presenters: Hankins, Hershaft

Camille Hankins
Co-founder, Win Animal Rights (WAR)

Applying Negotiating Skills in Effective Campaigning

• Case Study
  • In April 2010, animal testing lab AzoPharma and their subsidiary company, AniClin, locked the doors to their labs and declared bankruptcy.  They left an untold number of laboratory animals behind locked doors.  To secure the release of the animals, several levels of negotiations had to take place with a variety of different types of people.   This required using a variety of negotiating techniques and strategies.
• Negotiating with: 
  • Whistleblowers
  • Employees
  • Court Appointed Receiver
  • Lawyers for the Principal
  • Animal Advocacy Groups
  • Animal Sanctuaries

Alex Hershaft
Founder and President, Farm Animal Rights Movement

Click here for a printable version of Alex's outline.

Everything we want is controlled by someone else. This presentation alerts you to some of the principles and techniques of effective negotiating. Several good manuals are available.

• Key Axioms of Negotiating
  • Everything we want is controlled by others; we negotiate all the time
  • Everything negotiable because everything evolved through negotiation; X commandments
  • Process of achieving specific bilateral gains through judicious application of power
  • Each party to offer something the other wants – not same thing; aim for win-win
• Elements of Power
  • Credibility and negotiating authority
  • Ability to reward or punish (good cop – bad cop)
• Knowledge of needs or constraints (time)
• Scarcity and walkaway ability
• Who pays and who benefits
• Status quo, precedent, principle, higher authority
• Ability to change, writing agreement
• Expertise, charisma (carriage, dress)
• Setting (turf, chair arrangement)
• Failure to communicate, personality differences
• Negotiating Ploys
  • Searching (trial balloon, body language)
  • Bonding and agreeing
  • Countering
  • Switching (red herring)
  • Reframing (withdrawn offer)
  • Upping the ante
  • Immediate return (call girl principle)
  • Outrage and feigned walkaway (Persian market)
  • Legitimizers (by the way…, as you are aware…, frankly…)
• Negotiating Preparation
  • Conduct research about needs, constraints, desires, concerns, and other power sources
  • Define primary/secondary objectives, opening/intermediate positions
  • Prepare power ploys and gambits
  • Anticipate and prepare to deal with responses
• Negotiating Process
  • Set up initial meeting and possible follow-ups
  • Establish areas of agreement and bonding
  • Declare issues and opening positions
  • Negotiate using power ploys, gambits, and prompt counters
  • Watch for body language and other clues
  • Get immediate return for every concession
  • Leave hard issues for last, after established record of agreement
  • Establish intermediate closes
  • Close and write agreement