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How to negotiate effectively v1.4

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Short presentation introducing a work book on how to negotiate successfully when an ongoing relationship between the parties is intended

Short presentation introducing a work book on how to negotiate successfully when an ongoing relationship between the parties is intended


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  • 1. How To Negotiate Effectively Towards A Practical Agreement And A Sustainable Business Relationship …saving time, money, and stress Victor Konijn +61 2 9401 5516 victor.konijn@plutoniczoo.com.au Version 1.4, Oct 2013
  • 2. Tension? Tension? • Looking to close a deal? • Wishing you could make others do something? • Feeling stuck with a business partner? • Is your conflict costing you $$$? • Need to bring difficult people into line? • Want to negotiate with confidence? Slide 2 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 2
  • 3. Purpose of negotiations An effective negotiation… connects two or more parties, determines future steps together, brings joint actions to life. Slide 3 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 3
  • 4. Negotiation goals • Explain and learn what's important for each party in the relationship • Find and define common ground • Use every opportunity to practice together, how to deal with differences, talking and listening, preventing or resolving escalated conflict Slide 4 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 4
  • 5. Negotiation checkpoints 1. Understand purpose of all discussions 2. Express expectations 3. Anticipate issues 4. Balance interests realistically 5. Communicate inclusively Slide 5 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 5
  • 6. Workbook • Plutonic Zoo has encapsulated insights and tips derived from over 25 years of hands-on negotiation experience as buyer and seller of services, and impartial consulting to both buyers and sellers • The result is a comprehensive PDF work book, 22 pages, A4 format • Title: How To Negotiate Effectively Towards A Practical Agreement And A Sustainable Business Relationship …saving time, money, and stress Slide 6 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2011, All Rights Reserved © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook How To Negotiate Effectively Workbook Intro Intro 6
  • 7. Workbook Table of Contents Prologue Why negotiate? Getting to know yourself Getting to know the other party Preparing for an upcoming negotiation Recognising phases of a negotiation Negotiation styles: results versus ego Epilogue 2 4 6 8 10 15 21 22 Slide 7 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 7
  • 8. Workbook order details • The full workbook is available for $49 from www.plutoniczoo.com.au/products.html • Follow up support is available by contacting Plutonic Zoo – Phone +61 2 9401 5516 – Email support@plutoniczoo.com.au Slide 8 of 24 © Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved How To Negotiate Effectively Workbook Intro 8
  • 9. How To Negotiate Effectively Towards A Practical Agreement And A Sustainable Business Relationship …saving time, money, and stress Victor Konijn +61 2 9401 5516 victor.konijn@plutoniczoo.com.au Version 1.4, Oct 2013