For any business to grow and thrive, whatever your sector, product or service, it is vital to know how to negotiate. I love negotiating and being a smart negotiator has been a big part of making me successful in business. Here are some of the techniques that have help me to negotiate successfully.
2. TOP TIPS FOR NEGOTIATING
• Why improve negotiating as a skill?
• 6 tips on how to negotiate smarter
• What is BATNA?
• 8 techniques that work
3. DEFINITION OF
NEGOTIATING
TO DEAL OR BARGAIN
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing
ne·go·ti·ate [ni-goh-shee-eyt]
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing
TO MOVE THROUGH,
AROUND, OR OVER
2. To arrange for or bring about by discussion and settlement of terms: to
negotiate a loan.
3. To manage; transact; conduct – He negotiated an important business deal.
4. To move through, around, or over in a satisfactory manner: to negotiate a
difficult dance step without tripping - to negotiate sharp curves.
1. To deal or bargain with another or others, as in the preparation of a treaty
or contract or in preliminaries to a business deal.
8. I win
You win
I win
You lose
I lose
You win
I lose
You lose
NEGOTIATION
STRATEGY MATRIX
It’s a deal!
Sad face
Smiley face
Lose/lose
9. P E O P L E
Separate the people
from the problem
O PT I O N S
Invent options for
mutual gain
I NT E R E ST
Focus on interest, not
positions
C R IT E R I A
Insist on an objective
criteria
10. WHAT IS BATNA?
Best Alternative To a Negotiated Agreement
“DON’T ACCEPT A WORSE RESOLUTION THAN YOUR BATNA”
BATNA is the course of action that will be taken by a
party if the current negotiations fail and an
agreement cannot be reached.
11. One Minute (each) = Two Minutes total
• Why should you improve you negotiation skills?
• What is your BATNA?
• What is the style of negotiation that’s most successful?
EXERCISE – FIND A PARTNER
20. IN SUMMARY: TIPS ON HOW TO NEGOTIATE SMARTER
• Prepare the structure
• Research, your position/their position
• Practice makes perfect, rehearse
• Anticipate, decide your & their break-even
• Patience, never feel rushed
• Be ready to walk away
31. CONCLUSION
TO DEAL OR BARGAIN
• Increase your business skills every day
• Know your BATNA
• “Measure twice, cut once”
• Use the 6 tips on how to negotiate smarter
• Use the 8 negotiating techniques
NEGOTIATING SMARTER ADDS PROFIT!
39. One Minute (each) = Two Minutes total
• What were you surprised to learn?
• What inspired you?
• What one tip or technique will you use from today?
EXERCISE – FIND A PARTNER