1. OVERVIEW
NEGOTIATING SKILLS
Aloke Chatterjee
Moss and Hue

2. ROUTE
Stage of transaction
Prospect’s interest in the outcome
Application of techniques
Methods of influencing
Handling objections

3. DEAL NEGOTIATIONS
parties being set to operate in opposite directions, effective deal negotiations are conducted
by combining and putting in action multiple structured processes of influencing
FOUR WIN‐RESULT QUESTIONS
1. What important results can the deal accomplish for you
2. What important results can the deal accomplish for the investor
3. What does the result mean to you personally
4. What will the result mean to the decision influences of the investor personally

4. NEGOTIATION
My Personal Takeaway

5. DEAL MANAGEMENT PROCESS
Stages of Transaction

6. What do the investor’s ‘look for’ in an entrepreneur
PROFILE OF AN IDEAL ENTREPRENEUR (LEADER AND NOT PROMOTER)
CHARACTERISTICS DESCRIPTION
1. Vision
Business plan and scalability embodies how current realities will
effect business life cycle and plausible future
2. Optimism
Immensely fuelled by passion for break through (s), whether in the
market, with stakeholders, employees, etc. Appreciation for
inclusiveness and possibilities are the cornerstones of his openness
and learning
3. Knowledge
Chosen a space of development for breakthrough growth (could be
disruptive) and has already created a perception of awe (or current
initiatives are taking that direction) among users, non‐users and large
players in the market
4. Pragmatism
Set up an organisation with business and operating processes which
are efficient and easy to deal with and gained customer loyalty by
focusing on value adds. Management processes indicate conviction
and cultural authenticity in delegation, business excellence and
sustainability
5. Integrity
Shows ethical standards in collaborations, stakeholder management,
customer delivery, and environmental

7. CREATE PROFILE OF AN IDEAL INVESTOR

8. MOTHER OF ALL ASSUMPTIONS
All revenue assumptions generally converge to one product
How would you like to express the
core assumptions of your business?

9. INTEREST BASED NEGOTIATION IS A PROCESS OF
SKILLED DISCUSSION AND A DIALOGUE
Dialogue is discussing of matter and sentiments behind the assumptions. An ‘Interest generating’
inquiry technique can come to use for this purpose

10. … it is a “convergent‐divergent” flow of inquiry to arrive at a
common mindset of the context of negotiation

11. HANDLING OBJECTIONS
a process of separating the objection into categories to apply suitable methods for ease of leading
to agreement

12. USEFUL METHODS FOR INTEREST
BASED NEGOTIATION
Size of the pie is irrelevant
First to make an offer
Conviction and not over confidence
Frame of choices are based on business value
Includes scenarios beyond current situation
Thoughtful Assumptions and not blind bets
Happy to be to appeased
Check the contrasts

13. THANK YOU