This is the slides of the presentation delivered by Mr Yosry Megdich, an advisor at the Ministri of interior and expert in negotiation. March 7th, 2015 Copy rights to Yosry Megdich. The presentation delivered to students of Tunis Business School and organized by VIP club.

1. Power Negotiating
Yosry Magdiche
Public Services Advisor

2. What is Power Negotiating?

3. Most people want the same thing from a
negotiation:
• a fair deal
• use their negotiating skills to improve their
position
• skilled enough to stop the other side from
taking advantage of them
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

4. Objective of a negotiation
Make a win-win solution:
 you and the other person can walk away from
the negotiating table feeling that you’ e won.
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

5. Win-win negotiators
• two people / one orange
• but both want it
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

6. 6
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7. 7
Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

8. Oh, sure!
That could happe i the real world…
But it does ’t happe e ough to ake the
concept meaningful
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

9. Whe you’re sitti g dow i a egotiatio , cha ces are
that the other side wants the same thing that you do.
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

10. Power Negotiating
takes a different position
win at the negotiating table
+ leave the other person
feeling that he won
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

11. No … I k o hat that
perso did to e…
Wait… u til I see hi
again!!!
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

12. poor negotiator vs Power Negotiator
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

13. Playing
the Power Negotiating Game

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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

15. Ending Gambits
Beginning Gambits
Middle
Gambits
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

16. Beginning Negotiating Gambits

17. 1. Ask for More
Than You Expect
to Get
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

18. 1. Ask for More Than You Expect to Get
Ask for more than you expect to get, for 5 reasons:
1. You might just get it.
2. It gives you some negotiating room.
3. It raises the percei ed alue of hat you’re offeri g.
4. It prevents the negotiation from deadlocking.
5. It makes a climate in which the other side feels they
won. 18
Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

19. 2. Never Say
Yes to the
First Offer
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

20. 2. Never Say Yes to the First Offer
1. Never say yes to the first offer or counteroffer from the
other side.
 it automatically riggers two thoughts:
I could have done better (next time I ill)
Something must be wrong.
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com

21. 2. Never Say Yes to the First Offer
2. The danger is when you have formed a mental picture
of how the other person will respond to your
proposal and he comes back much higher than you
expected.
 Prepare for this possibility
so it o ’t catch you off guard.
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Yosry Magdiche_Public Services Advisor
yosry.magdiche@gmail.com