Negotiation and Bargaining for the Coffee Business Owner

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Negotiation and Bargaining for the Coffee Business Owner presented by Andrew Hetzel of Cafemakers at the 2007 Specialty Coffee Association of America conference in Long Beach, California

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  • I’m pleased to be here presenting today. So often at these coffee conferences, we only talk about coffee. Different ways of preparing, roasting, processing (English & Spanish), how to start a coffee shop or taste coffee in the cup. What we don’t often speak about are those things that we all, as business people, must do every day (aside from coffee). We’ve got some of the most educated coffee people in the room today, and hopefully you’ll walk away learning something new from this session that has nothing and everything to do with coffee.
  • Negotiation and Bargaining for the Coffee Business Owner

    1. 1. Negotiation and Bargaining for the Coffee Business Owner Andrew Hetzel, Cafemakers LLC
    2. 2. We are all negotiators
    3. 3. Effective communication can help you to get what you want
    4. 4. Poor negotiation skills limit your ability to reach agreement
    5. 5. Simple techniques help us respond appropriately when bargaining
    6. 6. Understanding negotiation will improve your results
    7. 7. You need to learn the language to communicate
    8. 8. The thief assumes that everyone steals
    9. 9. Avoiders don't want to play
    10. 10. Compromisers will offer to split
    11. 11. Accommodators hope the others will share
    12. 12. The Competitor remains in control
    13. 13. Problem solvers devise a creative solution
    14. 14. What do you want?
    15. 15. Set something reasonable
    16. 16. Don’t focus on the minimum objective
    17. 17. Write it down
    18. 18. Reference an authoritative standard or norm
    19. 19. People believe what they read
    20. 20. Norms play to our sense of order
    21. 21. People hate to contradict themselves
    22. 22. We prefer to say "yes" to those we like
    23. 23. Personal relationship can hinder effectiveness
    24. 24. Networks improve credibility
    25. 25. Reciprocity should be genuine
    26. 26. It's not all about you
    27. 27. Understand your opponent's perspective
    28. 28. Focus on common interests
    29. 29. Advance their objectives while advancing your own
    30. 30. “ Leverage is having something that the other guy wants. Or better, needs. Or best of all, simply cannot do without” ~ Donald Trump
    31. 31. Power does not equal leverage
    32. 32. Leverage is fluid
    33. 33. Leverage is based on the perception of reality
    34. 34. Put the pieces together
    35. 35. Prepare your strategy
    36. 36. Assess your position
    37. 37. Understand your opponent
    38. 38. Define your goal
    39. 39. Exchange information with confidence
    40. 40. Establish rapport
    41. 41. Maintain a positive and optimistic outlook
    42. 42. Let the other party offer first
    43. 43. Gain commitment at closing
    44. 44. You draft the agreement
    45. 45. Simple tactics improve your odds
    46. 46. Flinching closes the flood gates
    47. 47. Is this the best that you can do?
    48. 48. Who can resist a little nibble?
    49. 49. How do we get good at this stuff?
    50. 50. Everything you want is owned by someone else
    51. 51. Careful planning can make you an effective communicator
    52. 52. You can eliminate stress and reach consensus with others
    53. 53. Better negotiation will improve your business
    54. 54. Andrew Hetzel Cafemakers LLC www.cafemakers.com (808) 443-0290

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