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"

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Negotiation & Leading by Influence Skills for Product Professionals

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

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