Masterclass negotiations handout
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This document provides an overview of negotiation skills and strategies. It begins by listing the presenter's qualifications and experience in negotiations. It then lists several books on negotiation techniques and provides high-level summaries of their approaches. The rest of the document outlines specific negotiation strategies and techniques, including determining interests, understanding best alternatives, assuming interests to test, mirroring language, labeling statements, using questions, and managing deadlines. The overall summary is a guide to effective negotiation skills and strategies drawn from literature.
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Masterclass negotiations handout
- 1. Negotiations
- 2. Gustaaf Vocking MSc MBA Ø Master of Econometrics Ø Bachelor of Business information science Ø Psychology and post Doc didactic skills Ø Executive MBA (Nyenrode, Kellogg and Stellenbosch) Ø Entrepreneur since age of 15 Ø Management Coach/Consultant/Trainer Ø Leadership/Communications/Brain skills Ø Managers/Professionals/Experts Ø Europe & USA Ø >20 year Project & Program management experience Ø >10.000 (senior) managers and experts
- 5. Books: Getting to yes
- 6. Books: Getting passed no
- 10. Books: Barganing with the devil
- 11. Books: Start with No
- 12. Books: Never split the difference
- 13. Determine what you want ánd why Determine what they want ánd why Synergize to get all what they really want 0. 2. 3 step persuasion 1.
- 14. Books: Getting to yes
- 15. Books: Getting to yes
- 16. How to overcome negotiation fear?
- 17. Positional negotiation view 0 Ask0AskLowestBid0 BidHighest
- 18. Determine what you want ánd why Determine what they want ánd why Synergize to get all what they really want 0. 2. 3 step persuasion 1.
- 19. What if No Deal? BATNA Best Alternative To a Negotiated Agreement
- 20. Positional negotiation view with BATNAs 0 Ask0AskLowestBid0 BidHighest BATNAA BATNAB
- 21. Positional negotiation view with BATNAs 0 Ask0AskLowestBid0 BidHighest BATNAA BATNABBATNA influenced
- 22. Determine what you want ánd why Determine what they want ánd why Synergize to get all what they really want 0. 2. 3 step persuasion 1.
- 23. How to know what they want & why?
- 24. Assume Hypothesize and test
- 25. Assume Hypothesize and test
- 26. Voice ü Smile ü Slow it down q Late night DJ q Positive & playful q Direct & assertive
- 27. Mirroring Ø Similarity Ø Connectors 1. Late night DJ voice 2. “I’m sorry…” 3. Mirror (ca. 3 words) 4. Silence 5. Repeat
- 28. Labelling ü Acknowledge ü Silence Ø “I…” Ø “It seems like…” Ø “It sounds like…” Ø “It looks like…” Ø “It feels like…”
- 29. Accusation audit 1. Label 2. Check for accusation 3. Seek the negative 4. Build (on) empathy
- 30. Master Yes No ☛“Yes…” ☛No starts it ☛No alters ☛No offers Ø safety, Ø security Ø control ☛Get them to say it (first)
- 31. Yes Yes ☛Counterfeit ☛Confirmation ☛Commitment ☛Yes That’s right! ☛You’re right!
- 32. Deadlines?! ☛Impulsiveness ☛Resist the urge ☛Use their urge ☛Share your deadline
- 33. Calibrated questions ☛ The listener controls ☛ Can, is, are, do, does ☛ Avoid yes or short answer question
- 34. Calibrated questions ☛ What makes you ask? ☛ What about … is important to you ? ☛ How can I help make this better for us? ☛ How would you like me to proceed? ☛ What is it that brought us into this situation? ☛ How can we solve the problem? ☛ What’s the objective? ☛ What are we trying to accomplish here? ☛ How am I supposed to do that?
- 35. Questions? Mail me: gustaaf.vocking@power2improve.com Find us on: Newsletter: https://www.power2improve.com/en/newsletter/