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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.

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Effective Negotiations Effective Negotiations Presentation Transcript

  • Effective Negotiations
    Planning for Successful Outcomes
  • Negotiation
    The process of reaching a mutually acceptable agreement.
  • Determiners of Success
    Proper Preparation.
  • Clarify
    Interests
    Positions
    Issues
    Motivators
    Yours &
    Theirs
    clear
  • Planning
    Who should go?
    Who has authority?
    Is the agenda clear?
    Are our goals defined?
    Information to/not to disclose?
  • 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?
  • Create Options
    Options & Ideas
    Viable?
    Add Value?
    Satisfy Interests?
  • Implementation
  • Measure Success
    How will we know if we were successful?
  • Tips & Tools
  • 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…

  • Don’t Let Time Run You
  • Be here now.
    Not somewhere else.
  • Use Silence…
    ……………………
  • Traps to Avoid.
    Keep Biases at Home – The “other side” is not the enemy.
  • Traps to Avoid.
    Confusing the deal
    with the
    relationship.
  • Traps to Avoid.
    Reluctance to
    propose ideas when at an
    impasse.
  • Traps to Avoid.
    Lack of clarity on dealing with surprises the ink has dried.
    before
  • 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.
  • Effective Negotiations
    Excellent Resources
    “Negotiate This!” – Herb Cohen
    “The Art of Possibility” – Ben Zanders
    “Getting to Yes” – Roger Fisher and William L. Ury
  • ?
  • 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