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Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
Ignite boulder   negotiations
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Ignite boulder negotiations

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Slides from my third Ignite Boulder presentation at Ignite Boulder 10. All about how to negotiate. The corresponding video is here: http://www.youtube.com/watch?v=2LhcqrBLtIY

Slides from my third Ignite Boulder presentation at Ignite Boulder 10. All about how to negotiate. The corresponding video is here: http://www.youtube.com/watch?v=2LhcqrBLtIY

Published in: Education, Technology, Business
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Transcript

  • 1. Prepared for Negotiations Seek Common Ground Reach an Agreement Go with BATNA Put on Hold Name the Game ExpandYour Responses Negotiate Invite Creative Solutions Expand the Scope Time, Players & Location Solve Their Problem OR R OR OR Start Small Use Bundeling Objective Measures Order My Priorities Research the Market Research the Players See Their Perspective Develop my BATNA Go Beyond Initial Agreement ADR? Change Players?
  • 2. *thanks JD
  • 3. Critical Step: Go toYour Happy Place
  • 4. Tactic: Alter Their Perception
  • 5. “I’m sorry I was going too fast officer. Thank you for pulling me over. I needed a reminder to slow down.”
  • 6. Tactic: The Stupid American
  • 7. “I’m am so stupid. I should have known there was no parking on the streets in Beaver Creek. I’ve never been here before. I must have missed the signs.”
  • 8. Tactic: Balance Interests
  • 9. “I don’t think it’s fair for me to pay late fees becasue there was a mistake, but I’m willing to pay the outstanding balance today.”
  • 10. Tactic: Change the Criteria
  • 11. “Match the highest salary you have offered a person of the same caliber for this position”
  • 12. WARNING Do NOT include a number
  • 13. What about Bullies?
  • 14. Tactic: Name the Game
  • 15. “I just want Lucas to be happy. So, if that means you tearing me apart and making me look like the most horrible person on Earth, then go ahead and do it....”
  • 16. PRACTICE *thanks JH
  • 17. www.juliepenner.com @pennerj

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