Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Top Tips for Negotiating
@JuliaLangkraehr

julialangkraehr.com
Top Tips for Negotiating
•
•
•
•

Why improve Negotiating as a skill?
What is BATNA?
6 Tips on how to Negotiate smarter
8 ...
Definition of Negotiate
ne·go·ti·ate [ni-goh-shee-eyt]
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing.
1. to ...
Why improve Negotiating as a skill?

“ Everything is negotiable”

@JuliaLangkraehr

julialangkraehr.com
Why improve Negotiating as a skill?

@JuliaLangkraehr

julialangkraehr.com
@JuliaLangkraehr

julialangkraehr.com
Negotiation Strategy Matrix
I WIN

Sad face

@JuliaLangkraehr

You WIN

You lose

I lose

I lose

You win

It’s a Deal!

I...
People: Separate the people from the problem
Interest: Focus on interest, not positions

Options: Invent options for mutua...
What is BATNA?
Best Alternative To a Negotiated Agreement
BATNA is the course of action that will be taken by a
party if t...
Communication

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter

Prepare
the Structure

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter

Research
Your Position
Their Position

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter

Practice
Rehearse

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter
Decide
your break-even
their break-even

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter

Patience
never feel rushed

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter

Be Ready to
Walk Away

@JuliaLangkraehr

julialangkraehr.com
Tips on How to Negotiate Smarter
1.
2.
3.

4.
5.

6.

Prepare the Structure
Research - your Position/their Position
Practi...
Techniques that Work
Open at your
maximum
( that you can
logically argue)

@JuliaLangkraehr

julialangkraehr.com
Techniques that Work

Use Silence

@JuliaLangkraehr

julialangkraehr.com
Techniques that Work
Offer Better Terms

Cash
Payment upfront
@JuliaLangkraehr

julialangkraehr.com
Techniques that Work

Don’t give
something without
getting something
in return
@JuliaLangkraehr

julialangkraehr.com
Techniques that Work

Ask for something
that’s valuable to
you but doesn’t
cost them
@JuliaLangkraehr

julialangkraehr.com
Techniques that Work

Offer little small
incentives versus
large ones – (offer
or ask)
@JuliaLangkraehr

julialangkraehr.c...
Techniques that Work
Hold back a
fact/point to use as
a close
Have something to
offer to close
@JuliaLangkraehr

julialang...
What is the action you will take?

@JuliaLangkraehr

julialangkraehr.com
Exercise – Find a Partner
One Minute (each) = Two Minutes total
1.
2.
3.

One thing that’s unique about what you do?
One c...
Resources:

@JuliaLangkraehr

julialangkraehr.com
Conclusions
•
•
•
•
•
•

Increase your business skills every day
Know your BATNA
“Measure twice, cut once”
Use the 6 Tips ...
If you would like to find out more about
the business support and coaching I offer,
please do get in touch.

jlangkraehr@g...
Upcoming SlideShare
Loading in …5
×

Top tips for negotiating

2,429 views

Published on

Presentation giving practical tips and advice on how to conduct successful business negotiations. Given at the Women Unlimited Thrive 2014 conference in London.

Published in: Business
  • Be the first to comment

  • Be the first to like this

Top tips for negotiating

  1. 1. Top Tips for Negotiating @JuliaLangkraehr julialangkraehr.com
  2. 2. Top Tips for Negotiating • • • • Why improve Negotiating as a skill? What is BATNA? 6 Tips on how to Negotiate smarter 8 Techniques that work @JuliaLangkraehr julialangkraehr.com
  3. 3. Definition of Negotiate ne·go·ti·ate [ni-goh-shee-eyt] verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing. 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 verb (used with object), ne·go·ti·at·ed, ne·go·ti·at·ing. 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. @JuliaLangkraehr julialangkraehr.com
  4. 4. Why improve Negotiating as a skill? “ Everything is negotiable” @JuliaLangkraehr julialangkraehr.com
  5. 5. Why improve Negotiating as a skill? @JuliaLangkraehr julialangkraehr.com
  6. 6. @JuliaLangkraehr julialangkraehr.com
  7. 7. Negotiation Strategy Matrix I WIN Sad face @JuliaLangkraehr You WIN You lose I lose I lose You win It’s a Deal! I win You lose Smiley face Lose/lose julialangkraehr.com
  8. 8. People: Separate the people from the problem Interest: Focus on interest, not positions Options: Invent options for mutual gain Criteria: Insist on an objective criteria @JuliaLangkraehr julialangkraehr.com
  9. 9. What is BATNA? Best Alternative To a Negotiated Agreement BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. “Don’t accept a worse resolution then your BATNA” @JuliaLangkraehr julialangkraehr.com
  10. 10. Communication @JuliaLangkraehr julialangkraehr.com
  11. 11. Tips on How to Negotiate Smarter Prepare the Structure @JuliaLangkraehr julialangkraehr.com
  12. 12. Tips on How to Negotiate Smarter Research Your Position Their Position @JuliaLangkraehr julialangkraehr.com
  13. 13. Tips on How to Negotiate Smarter Practice Rehearse @JuliaLangkraehr julialangkraehr.com
  14. 14. Tips on How to Negotiate Smarter Decide your break-even their break-even @JuliaLangkraehr julialangkraehr.com
  15. 15. Tips on How to Negotiate Smarter Patience never feel rushed @JuliaLangkraehr julialangkraehr.com
  16. 16. Tips on How to Negotiate Smarter Be Ready to Walk Away @JuliaLangkraehr julialangkraehr.com
  17. 17. Tips on How to Negotiate Smarter 1. 2. 3. 4. 5. 6. Prepare the Structure Research - your Position/their Position Practice - Rehearse Anticipate – Decide your break-even/their breakeven Patience – never feel rushed Be Ready to Walk Away @JuliaLangkraehr julialangkraehr.com
  18. 18. Techniques that Work Open at your maximum ( that you can logically argue) @JuliaLangkraehr julialangkraehr.com
  19. 19. Techniques that Work Use Silence @JuliaLangkraehr julialangkraehr.com
  20. 20. Techniques that Work Offer Better Terms Cash Payment upfront @JuliaLangkraehr julialangkraehr.com
  21. 21. Techniques that Work Don’t give something without getting something in return @JuliaLangkraehr julialangkraehr.com
  22. 22. Techniques that Work Ask for something that’s valuable to you but doesn’t cost them @JuliaLangkraehr julialangkraehr.com
  23. 23. Techniques that Work Offer little small incentives versus large ones – (offer or ask) @JuliaLangkraehr julialangkraehr.com
  24. 24. Techniques that Work Hold back a fact/point to use as a close Have something to offer to close @JuliaLangkraehr julialangkraehr.com
  25. 25. What is the action you will take? @JuliaLangkraehr julialangkraehr.com
  26. 26. Exercise – Find a Partner One Minute (each) = Two Minutes total 1. 2. 3. One thing that’s unique about what you do? One current negotiation you face? What One Tip or Technique will you use from today? @JuliaLangkraehr julialangkraehr.com
  27. 27. Resources: @JuliaLangkraehr julialangkraehr.com
  28. 28. Conclusions • • • • • • 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! @JuliaLangkraehr julialangkraehr.com
  29. 29. If you would like to find out more about the business support and coaching I offer, please do get in touch. jlangkraehr@gmail.com @JuliaLangraehr julialangkraehr.com

×