Beyond Negotiation 101 for Entrepreneur by Terry Hird

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Terry Hird presented Beyond Negotiation 101 for Entrepreneur at BizTechDay Talks 2010.

Presentation Summary:
You Don't Get What You Deserve, You Get What You Negotiate.
This powerful talk will give you the strategies you need to immediately become a more effective negotiator as entrepreneur.
You will learn:
- Proven negotiation strategies and tactics that you can use to succeed in your very next negotiation;
- Ways to create a confident and commanding presence as a negotiator;
- Effective plan and strategy to win your next negotiation;
- Practical tips to prepare face-to-face, phone or email negotiations, etc

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  • Beyond Negotiation 101 for Entrepreneur by Terry Hird

    1. 1. Beyond… Negotiation “101” June 6, 2010
    2. 2. Recent Clients & Partners
    3. 4. Problem Solving Interests Interests Deal Postal Service U.S.P.S.
    4. 5. Thnik dfifreetnly . . . <ul><li>Aoccdrnig to rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteer be in the rghit pclae. The rset can be a taotl mses and you can sitll raed it wouthit a porbelm! Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe. </li></ul>
    5. 6. Grab ‘em and Hold ‘em <ul><li>7% Words / Content </li></ul><ul><li>38% Delivery </li></ul><ul><li>55% Physical Appearance </li></ul>
    6. 7. Negotiation Strategies <ul><li>Avoidance </li></ul><ul><li>Accommodation </li></ul><ul><li>Competition </li></ul><ul><li>Collaboration </li></ul><ul><li>Compromise </li></ul>
    7. 8. Alternatives
    8. 9. Role of Power
    9. 10. Influence
    10. 11. Disaggregate Gains
    11. 12. Aggregate Losses
    12. 13. Punch in the Mouth
    13. 14. Foot in the Door
    14. 15. Benchmarks & Justification
    15. 16. Social Proof
    16. 17. “ You Smooth Talking Devil!”
    17. 18. The Positive No “ The Power of a Positive No” by William Ury
    18. 19. The “A” Trap
    19. 20. A ccommodate
    20. 21. A ttack
    21. 22. A void
    22. 23. Uncover Your “Yes”
    23. 24. Empower Your “No”
    24. 25. Respect Your Way To “Yes”
    25. 26. Express Your “Yes”
    26. 27. Assert Your “No”
    27. 28. Propose Your “Yes”
    28. 29. Negotiation Axioms - I <ul><li>You need more than just a hammer </li></ul><ul><li>Even a sheet of paper has two sides – Japanese Proverb </li></ul><ul><li>The less you care about making a deal, the better deal you will make </li></ul><ul><li>Failure to prepare is preparing to fail </li></ul>
    29. 30. Negotiation Axioms - II <ul><li>Is it too good to be true? </li></ul><ul><li>A price is too low till the buyer says no </li></ul><ul><li>At the edge of a cliff, progress can be a step backwards – Chinese Proverb </li></ul><ul><li>A half truth is a whole lie </li></ul>
    30. 31. Negotiation Axioms - III <ul><li>Do not find fault, find a remedy </li></ul><ul><li>Avoid assumptions </li></ul><ul><li>Necessity never made a good bargain </li></ul><ul><li>Never make an enemy out of an adversary. </li></ul>
    31. 32. Negotiation Axioms - IV <ul><li>Odd dollar and cents add credibility. </li></ul><ul><li>Listen to understand, not to refute. </li></ul><ul><li>Never rub bottoms with a porcupine – Japanese Proverb </li></ul><ul><li>This too, shall pass </li></ul>

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