Ignite boulder negotiations

518 views

Published on

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
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
518
On SlideShare
0
From Embeds
0
Number of Embeds
5
Actions
Shares
0
Downloads
3
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Ignite boulder negotiations

  1. 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. 2. *thanks JD
  3. 3. Critical Step: Go toYour Happy Place
  4. 4. Tactic: Alter Their Perception
  5. 5. “I’m sorry I was going too fast officer. Thank you for pulling me over. I needed a reminder to slow down.”
  6. 6. Tactic: The Stupid American
  7. 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. 8. Tactic: Balance Interests
  9. 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. 10. Tactic: Change the Criteria
  11. 11. “Match the highest salary you have offered a person of the same caliber for this position”
  12. 12. WARNING Do NOT include a number
  13. 13. What about Bullies?
  14. 14. Tactic: Name the Game
  15. 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. 16. PRACTICE *thanks JH
  17. 17. www.juliepenner.com @pennerj

×