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Beyond Negotiation 101 for Entrepreneur by Terry Hird
 

Beyond Negotiation 101 for Entrepreneur by Terry Hird

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Terry Hird presented Beyond Negotiation 101 for Entrepreneur at BizTechDay Talks 2010. ...

Terry Hird presented Beyond Negotiation 101 for Entrepreneur at BizTechDay Talks 2010.

Presentation Summary:
You Don't Get What You Deserve, You Get What You Negotiate.
This powerful talk will give you the strategies you need to immediately become a more effective negotiator as entrepreneur.
You will learn:
- Proven negotiation strategies and tactics that you can use to succeed in your very next negotiation;
- Ways to create a confident and commanding presence as a negotiator;
- Effective plan and strategy to win your next negotiation;
- Practical tips to prepare face-to-face, phone or email negotiations, etc

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  • © 2010 Negotiation-International All Rights Reserved
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Beyond Negotiation 101 for Entrepreneur by Terry Hird Beyond Negotiation 101 for Entrepreneur by Terry Hird Presentation Transcript

  • Beyond… Negotiation “101” June 6, 2010
  • Recent Clients & Partners
  •  
  • Problem Solving Interests Interests Deal Postal Service U.S.P.S.
  • Thnik dfifreetnly . . .
    • Aoccdrnig to rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteer be in the rghit pclae. The rset can be a taotl mses and you can sitll raed it wouthit a porbelm! Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe.
  • Grab ‘em and Hold ‘em
    • 7% Words / Content
    • 38% Delivery
    • 55% Physical Appearance
  • Negotiation Strategies
    • Avoidance
    • Accommodation
    • Competition
    • Collaboration
    • Compromise
  • Alternatives
  • Role of Power
  • Influence
  • Disaggregate Gains
  • Aggregate Losses
  • Punch in the Mouth
  • Foot in the Door
  • Benchmarks & Justification
  • Social Proof
  • “ You Smooth Talking Devil!”
  • The Positive No “ The Power of a Positive No” by William Ury
  • The “A” Trap
  • A ccommodate
  • A ttack
  • A void
  • Uncover Your “Yes”
  • Empower Your “No”
  • Respect Your Way To “Yes”
  • Express Your “Yes”
  • Assert Your “No”
  • Propose Your “Yes”
  • Negotiation Axioms - I
    • You need more than just a hammer
    • Even a sheet of paper has two sides – Japanese Proverb
    • The less you care about making a deal, the better deal you will make
    • Failure to prepare is preparing to fail
  • Negotiation Axioms - II
    • Is it too good to be true?
    • A price is too low till the buyer says no
    • At the edge of a cliff, progress can be a step backwards – Chinese Proverb
    • A half truth is a whole lie
  • Negotiation Axioms - III
    • Do not find fault, find a remedy
    • Avoid assumptions
    • Necessity never made a good bargain
    • Never make an enemy out of an adversary.
  • Negotiation Axioms - IV
    • Odd dollar and cents add credibility.
    • Listen to understand, not to refute.
    • Never rub bottoms with a porcupine – Japanese Proverb
    • This too, shall pass