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Negotiation and Bargaining for the Coffee Business Owner
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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

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.
  • Transcript

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

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