Learn negotiation today powerpoint

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YOU negotiate every day, to be a better negotiator, Learn Negotiation Today.

YOU negotiate every day, to be a better negotiator, Learn Negotiation Today.

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  • 1.
    • John Baumann
    • President/Owner
      • 502.262.3300
      • [email_address]
      • [email_address]
    • LearnNegotiationToday.com
  • 2. LEARN NEGOTIATION TODAY Fifteen Steps to more effective negotiation
  • 3. Learn Negotiation Today
    • Part I - Preparation
    • STEP ONE
    • Distinguish between what your realistic
    • wants are .. and what you “must have”
    • Deal breakers, core requirements, essential terms
  • 4. Learn Negotiation Today
    • Part I - Preparation
    • STEP TWO
    • Decide on what you will accept – walk away
    • BATNA (Best Alternative to Negotiated
    • Agreement)
    • Avoids impulsive, heat of the moment, regrets
    • Subjective – individual importance of the
    • deal to each party
  • 5. Learn Negotiation Today
    • Part I - Preparation
    • STEP THREE
    • Prepare for all contingencies:
    • Basics – research, facts, reasoning,
    • responses to questions
    • Anticipation/awareness - get into their “shoes”
    • Focus on what each of the individual player’s interests are
  • 6. Learn Negotiation Today
    • Part II - Negotiation
    • STEP FOUR
    • Don’t short circuit the warming up –
    • “ get to know” you process.
    • Share your interests – mutual acquaintances –
    • places been to – sports
    • If all else fails – “the weather”
  • 7. Learn Negotiation Today
    • Part II - Negotiation
    • STEP FIVE
    • Ask lots of questions (partner to listen) –
    • carefully worded
  • 8. Learn Negotiation Today
    • Part II - Negotiation
    • STEP SIX
    • Be aware: Listen to what is said –
    • what is not being said
    • Don’t get distracted thinking about what
    • you are going to say. Uncover their true “interest.”
  • 9. Learn Negotiation Today
    • Part II - Negotiation
    • STEP SEVEN
    • Typically, it is to your advantage to convince
    • the other side to make the first proposal.
    • Unreasonable – express disbelief -
    • politely notify of intention to walk.
    • Unbelievably Good –
    • blandly acknowledge and restate the offer.
  • 10. Learn Negotiation Today
    • Part II - Negotiation
    • STEP EIGHT
    • DECIDE ON A STRATEGY
    • Review your preparation - decide on your approach
    • - Get them to bid against themselves
    • - Postpone response – Who benefits over time?
    • - Identify obvious weaknesses in your case
    • yourself before they do
    • - Get to the decision maker –
    • eliminate buffers/mouthpieces
  • 11. Learn Negotiation Today
    • Part II – Negotiation
    • - Consider ignoring an unrealistic portion of their proposal.
    • - Be comfortable just saying “no”
    • - Split the baby to a desired result – Be the splitter (math)
    • - Back into your response/opening position –
    • Chess moves
    • - Avoid insulting or unjustified position ,
    • BUT be ready to be aggressive, “test the waters.”
  • 12. Learn Negotiation Today
    • Part II – Negotiation
    • STEP NINE
    • When it is in your best interest, clearly and firmly
    • state your response/opening proposal
    • without explanation or reasons.
    • Be NEITHER bashful, wishy-washy, uncertain
    • NOR arrogant, irritating, condescending.
  • 13. Learn Negotiation Today
    • Part II - Negotiation
    • STEP TEN
    • Be more comfortable with silence than
    • the other side:
    • Don’t fill the void, keep eye contact
  • 14. Learn Negotiation Today
    • Part II - Negotiation
    • STEP ELEVEN
    • You must dance - don’t attempt to
    • short circuit the process
  • 15. Learn Negotiation Today
    • Part II - Negotiation
    • STEP TWELVE
    • Find a creative win-win –focus on “interests”
  • 16. Learn Negotiation Today
    • Part III - Closure
    • STEP THIRTEEN
    • ABCD – Always Be Closing Daintily
    • If we agree on this,…?
    • Resolve this issue,…?
    • Clear this hurdle…?
  • 17. Learn Negotiation Today
    • Part III - Closure
    • STEP FOURTEEN
    • Always obtain total buy-in to final settlement - ownership
  • 18. Learn Negotiation Today
    • Part III - Closure
    • STEP FIFTEEN
    • Recognize the down side of “too good a deal” – why?
  • 19.
    • John Baumann
    • President/Owner
      • 502.262.3300
      • [email_address]
      • [email_address]
    • LearnNegotiationToday.com