Negotiation Techniques, Strategies and Gambits by Derek Hendrikz
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Negotiation techniques, strategies and gambits by Derek Hendrikz covers report, listen, think, understand, to be understood, make impact, diplomatic, skilful, assess, offers objectively, deadlocks, impasses, stalemates, trade offs, concessions, good guy, bad guy, strengths, weaknesses, improvement. www.derekhendrikz.com
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Negotiation Techniques, Strategies and Gambits by Derek Hendrikz
- 2. Copyright © 2014 Derek Hendrikz Consulting www.derekhendrikz.com
- 4. Establish Good Report… Be approachable Mirror behaviour Find common ground Establish the other position Lead them to your position Stay positive www.derekhendrikz.com
- 5. Listen and Think: Let them make their point before making yours If necessary, ask for time to think Give non-verbal signs to show you are listening Understand their emotion and the content of what they are saying Reflect back in order to demonstrate that you understand the other parties position www.derekhendrikz.com
- 6. First seek to understand, then to be understood: Ask questions to ensure that you understand the other sides issues and position Seek information to build your case Explore options that will benefit both sides – be creative! www.derekhendrikz.com
- 7. Make an Impact: Draw their attention Soften any disagreements and put them at ease Sell your reasons and help them to understand www.derekhendrikz.com
- 8. Be Diplomatic and Skillful: Do not irritate and avoid irritable mannerisms Do not make immediate counter proposals Do not get drawn into defence/attack spirals Do not dilute your argument Explain your behaviour Test your understanding Say what you feel and ask what they feel Summarise the agreement www.derekhendrikz.com
- 9. Assess Offers Objectively: Match offers against, Ideal, Realistic and Fallback positions Check the finality of offers Keep objectivity by comparing value with price www.derekhendrikz.com
- 10. Finally Determine: What is your ideal position? What is your realistic position? What is your bottom line (you are not prepared to go below this)? www.derekhendrikz.com
- 13. Ask for more than you can get. Never say YES to the first offer. Flinch (show surprise or shock ) at proposals. Avoid confrontational negotiation. Be the reluctant buyer or reluctant seller. Use the VICE technique. www.derekhendrikz.com
- 15. Handle the person who has no authority to decide. Never offer to split the difference. Handle impasses (stuck at a certain point). Handle stalemates (willing to find a solution, but not sure how). Handle deadlocks (refusal to change positions). Always ask for a trade-off. www.derekhendrikz.com
- 17. Use Good Guy / Bad Guy. Nibble (getting more after the deal is made). Taper concessions (the method of narrowing down or reducing concessions). Use the ‘Withdrawing from the Offer’ Gambit. Position for easy acceptance. www.derekhendrikz.com
- 21. Know how to improve!!! www.derekhendrikz.com