Intro to Negotiations: Basic Concepts and Tactics
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Intro to Negotiations: Basic Concepts and Tactics
- 1. Intro to Negotiations Basic Concepts and Tactics - Randy Lubin -
- 2. My Journey
- 3. Today’s Talk • Why negotiations skills mater • What isn’t included • Terms and tactics
- 4. Why?
- 5. Not Covered • Persuasion – “Influence” by Robert Cialdini – “List of Cognitive Biases” – Wikipedia • Zero Sum • Bad Faith
- 7. First – Know Yourself
- 10. BATNA • Best • Alternative • To • Negotiated • Agreement
- 11. Options!
- 12. Know Your Enemy Partner
- 13. Build Rapport
- 16. Know the Levers
- 17. Logrolling
- 18. More Options!
- 19. Contingencies
- 20. Using an Agent
- 21. Anchoring
- 22. Avoid • Piecemeal negotiations • Deal fatigue • Sunk cost fallacy • Real-time decision making
- 23. Anchoring
- 25. Questions?
- 26. Ask Me About • Learning to Code • Prototyping • Selling a Company randylubin.com @randylubin
Editor's Notes
- Negotiations are everywhere Often high stakes Tactics can have huge impact It can be fun!