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Effective Negotiations

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How to prepare for winning negotiations and some pitfalls to avoid. Simple and concise - this presentation required a ton of handout material and subsequent question and answer periods.

How to prepare for winning negotiations and some pitfalls to avoid. Simple and concise - this presentation required a ton of handout material and subsequent question and answer periods.

Published in: Business, Technology

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  • Deal breakers?A toilet is still a toilet…
  • Transcript

    • 1. Effective Negotiations
      Planning for Successful Outcomes
    • 2. Negotiation
      The process of reaching a mutually acceptable agreement.
    • 3. Determiners of Success
      Proper Preparation.
    • 4. Clarify
      Interests
      Positions
      Issues
      Motivators
      Yours &
      Theirs
      clear
    • 5. Planning
      Who should go?
      Who has authority?
      Is the agenda clear?
      Are our goals defined?
      Information to/not to disclose?
    • 6. BATNA
      Best Alternative To a Negotiated Agreement
      What you would most prefer to do if you and the other party are not able to reach a deal.
      Can I make do with a normal commode?
    • 7. Create Options
      Options & Ideas
      Viable?
      Add Value?
      Satisfy Interests?
    • 8. Implementation
    • 9. Measure Success
      How will we know if we were successful?
    • 10. Tips & Tools
    • 11. Keep
      Emotions Out!

      Keep those with emotional ties to the outcome out of the negotiation. With proper planning a negotiator will know the BATNA anyways…

    • 12. Don’t Let Time Run You
    • 13. Be here now.
      Not somewhere else.
    • 14. Use Silence…
      ……………………
    • 15. Traps to Avoid.
      Keep Biases at Home – The “other side” is not the enemy.
    • 16. Traps to Avoid.
      Confusing the deal
      with the
      relationship.
    • 17. Traps to Avoid.
      Reluctance to
      propose ideas when at an
      impasse.
    • 18. Traps to Avoid.
      Lack of clarity on dealing with surprises the ink has dried.
      before
    • 19. Traps to Avoid.
      He said “yes”, but does he really mean “no”?
      ?
      Why won’t he look me in the eyes?
      He said “no”, but does he really mean “yes”?
      When does “no” mean “no”?
      Cultural
      Differences.
    • 20. Effective Negotiations
      Excellent Resources
      “Negotiate This!” – Herb Cohen
      “The Art of Possibility” – Ben Zanders
      “Getting to Yes” – Roger Fisher and William L. Ury
    • 21. ?
    • 22. 411
      I am a supply chain professional with global experience in logistics, procurement, LEAN and warehouse management.
      I also enjoy designing and presenting world class, memorable presentations that my audience will never forget.
      These slides are just a sample of what I do. Let me know if I can help you out.
      If you are in the Calgary, Canada or Hiroshima, Japan areas let me know and let me show you how you can create your own story!!
      日本語も話せます。
      Brent Hughes
      ブレント ヒューズ
      P: +1.403.988.6305
      http://ca.linkedin.com/in/brenthughes

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