Negotiation & Leading by Influence Skills for Product Professionals
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Negotiation & Leading by Influence Skills for Product Professionals

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Vishy P. Director of Academics at Institute of Product Leadership presented at the networking event hosted by Adaptive Marketing India on "Essential Soft Skills for Product Professionals"

Vishy P. Director of Academics at Institute of Product Leadership presented at the networking event hosted by Adaptive Marketing India on "Essential Soft Skills for Product Professionals"

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http://adaptivemarketing.in 156
http://www.productleadership.in 39
http://onproductizing.com 8
http://www.techgig.com 7
http://maestro.productthinking.com 5
http://www.linkedin.com 4

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Negotiation & Leading by Influence Skills for Product Professionals Presentation Transcript

  • 1. ..findingthe18th camel..
  • 2. ..so.. what is anegotiation…?
  • 3. ..informal definitions.. ..myths and misconceptions…#1 .. its about getting our way… .. its a specialized skill needed in the business#2 workplace while buying or selling products..#3 .. is needed only when a conflict arises..#4 .. its about using tricks and techniques to get the best possible deal
  • 4. ..a definition.... when two or more parties have to make a decision about their interdependent goals ..
  • 5. ..negotiation is often about finding the 18th camel..
  • 6. ..the three phases.. • Add prepare Step 1 Supporting Text Here negotiate and close Step 2 • Add follow through Step 3 Supporting Text Here
  • 7. …preparation.... we will never negotiate out of fear but we will never fearto negotiate …
  • 8. …preparation.. ..know your BATNA.. ..aspirations and goals.. ..reservation point…. ..intangibles… ..valuing differences.. ..analysis of your counterpart..
  • 9. .. process and principles…
  • 10. .. know thyself … .. negotiating preferences.... psychological biases and traps.. .. how your style interacts with others.... emotional intelligence – identify,understand, use, manage, reframe
  • 11. … mind your mindset … .. distributive – fixed pie.... integrative – expanding the pie.. .. mixed motive..
  • 12. … avoid the traps… .. “who” is crucial.. .. anchoring in the first offer.. .. Illusion of transparency.. Framing – loss aversion Vs gain..
  • 13. … sidestep the tricks… .. good cop – bad cop .. Bogey .. nibble .. snow job.. intimidation, personal insults .. high ball low ball .. time – “flight to catch”
  • 14. … separate the people and the issue…
  • 15. … focus on interests, not positions…
  • 16. … use your e.i .…listen, reflect, summarize, commit
  • 17. … create alternative options… use what-ifs and why-nots
  • 18. … using the influence principles… .. reciprocity .. social proof .. authority .. liking.. commitment and consistency .. scarcity .. contrast .. Keep adding your own..
  • 19. … go to the balcony…
  • 20. … understand the nature of differences….. access to information .. goals .. methods .. values and beliefs
  • 21. … cultural conundrums… .. power distance .. masculinity <--> feminity .. individual <-->collective .. uncertainty avoidance
  • 22. … the serial negotiator … one deal Vs many
  • 23. … build your negotiator brand … practice makes perfect
  • 24. …follow through… document and closekeep your commitments heal the wounds