Effective Negotiations<br />Planning for Successful Outcomes<br />
Negotiation<br />The process of reaching a mutually acceptable agreement.<br />
Determiners of Success<br />Proper Preparation.<br />
Clarify<br />Interests<br />Positions<br />Issues<br />Motivators<br />    Yours &<br />           Theirs<br />clear<br />
Planning<br />Who should go?<br />Who has authority?<br />Is the agenda clear?<br />Are our goals defined?<br />Informatio...
BATNA<br />Best Alternative To a Negotiated Agreement<br />What you would most prefer to do if you and the other party are...
Create Options<br />Options & Ideas<br />Viable?<br />Add Value?<br />Satisfy Interests?<br />
Implementation<br />
Measure Success<br />How will we know if we were successful?<br />
Tips & Tools<br />
Keep <br />Emotions Out!<br />“<br />Keep those with emotional ties to the outcome out of the negotiation.  With proper pl...
Don’t Let Time Run You<br />
Be here now.<br />Not somewhere else.<br />
Use Silence…<br />……………………<br />
Traps to Avoid.<br />Keep Biases at Home – The “other side” is not the enemy.<br />
Traps to Avoid.<br />Confusing the deal <br />               with the  <br />          relationship.<br />
Traps to Avoid.<br />Reluctance to <br />                           propose ideas when at an <br />impasse. <br />
Traps to Avoid.<br />Lack of clarity on dealing with surprises                       the ink has dried.<br />before<br />
Traps to Avoid.<br />He said “yes”, but does he really mean “no”?<br />?<br />Why won’t he look me in the eyes?<br />He sa...
Effective Negotiations<br />Excellent Resources<br />“Negotiate This!”  – Herb Cohen<br />“The Art of Possibility”  – Ben ...
?<br />
411<br />I am a supply chain professional with global experience in logistics, procurement, LEAN and warehouse management....
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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.

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  • Deal breakers?A toilet is still a toilet…
  • Effective Negotiations

    1. 1. Effective Negotiations<br />Planning for Successful Outcomes<br />
    2. 2. Negotiation<br />The process of reaching a mutually acceptable agreement.<br />
    3. 3. Determiners of Success<br />Proper Preparation.<br />
    4. 4. Clarify<br />Interests<br />Positions<br />Issues<br />Motivators<br /> Yours &<br /> Theirs<br />clear<br />
    5. 5. Planning<br />Who should go?<br />Who has authority?<br />Is the agenda clear?<br />Are our goals defined?<br />Information to/not to disclose?<br />
    6. 6. BATNA<br />Best Alternative To a Negotiated Agreement<br />What you would most prefer to do if you and the other party are not able to reach a deal. <br />Can I make do with a normal commode?<br />
    7. 7. Create Options<br />Options & Ideas<br />Viable?<br />Add Value?<br />Satisfy Interests?<br />
    8. 8. Implementation<br />
    9. 9. Measure Success<br />How will we know if we were successful?<br />
    10. 10. Tips & Tools<br />
    11. 11. Keep <br />Emotions Out!<br />“<br />Keep those with emotional ties to the outcome out of the negotiation. With proper planning a negotiator will know the BATNA anyways…<br />“<br />
    12. 12. Don’t Let Time Run You<br />
    13. 13. Be here now.<br />Not somewhere else.<br />
    14. 14. Use Silence…<br />……………………<br />
    15. 15. Traps to Avoid.<br />Keep Biases at Home – The “other side” is not the enemy.<br />
    16. 16. Traps to Avoid.<br />Confusing the deal <br /> with the <br /> relationship.<br />
    17. 17. Traps to Avoid.<br />Reluctance to <br /> propose ideas when at an <br />impasse. <br />
    18. 18. Traps to Avoid.<br />Lack of clarity on dealing with surprises the ink has dried.<br />before<br />
    19. 19. Traps to Avoid.<br />He said “yes”, but does he really mean “no”?<br />?<br />Why won’t he look me in the eyes?<br />He said “no”, but does he really mean “yes”?<br />When does “no” mean “no”?<br />Cultural<br />Differences. <br />
    20. 20. Effective Negotiations<br />Excellent Resources<br />“Negotiate This!” – Herb Cohen<br />“The Art of Possibility” – Ben Zanders<br />“Getting to Yes” – Roger Fisher and William L. Ury<br />
    21. 21. ?<br />
    22. 22. 411<br />I am a supply chain professional with global experience in logistics, procurement, LEAN and warehouse management.<br />I also enjoy designing and presenting world class, memorable presentations that my audience will never forget.<br />These slides are just a sample of what I do. Let me know if I can help you out.<br />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!!<br />日本語も話せます。<br />Brent Hughes<br />ブレント ヒューズ<br />P: +1.403.988.6305<br />http://ca.linkedin.com/in/brenthughes<br />

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