Learn negotiation today powerpoint

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YOU negotiate every day, to be a better negotiator, Learn Negotiation Today.

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Learn negotiation today powerpoint

  1. 1. <ul><li>John Baumann </li></ul><ul><li>President/Owner </li></ul><ul><ul><li>502.262.3300 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>LearnNegotiationToday.com </li></ul>
  2. 2. LEARN NEGOTIATION TODAY Fifteen Steps to more effective negotiation
  3. 3. Learn Negotiation Today <ul><li>Part I - Preparation </li></ul><ul><li>STEP ONE </li></ul><ul><li>Distinguish between what your realistic </li></ul><ul><li>wants are .. and what you “must have” </li></ul><ul><li>Deal breakers, core requirements, essential terms </li></ul>
  4. 4. Learn Negotiation Today <ul><li>Part I - Preparation </li></ul><ul><li>STEP TWO </li></ul><ul><li>Decide on what you will accept – walk away </li></ul><ul><li>BATNA (Best Alternative to Negotiated </li></ul><ul><li>Agreement) </li></ul><ul><li>Avoids impulsive, heat of the moment, regrets </li></ul><ul><li>Subjective – individual importance of the </li></ul><ul><li> deal to each party </li></ul>
  5. 5. Learn Negotiation Today <ul><li>Part I - Preparation </li></ul><ul><li>STEP THREE </li></ul><ul><li>Prepare for all contingencies: </li></ul><ul><li>Basics – research, facts, reasoning, </li></ul><ul><li> responses to questions </li></ul><ul><li>Anticipation/awareness - get into their “shoes” </li></ul><ul><li>Focus on what each of the individual player’s interests are </li></ul>
  6. 6. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP FOUR </li></ul><ul><li>Don’t short circuit the warming up – </li></ul><ul><li> “ get to know” you process. </li></ul><ul><li>Share your interests – mutual acquaintances – </li></ul><ul><li> places been to – sports </li></ul><ul><li>If all else fails – “the weather” </li></ul>
  7. 7. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP FIVE </li></ul><ul><li>Ask lots of questions (partner to listen) – </li></ul><ul><li> carefully worded </li></ul>
  8. 8. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP SIX </li></ul><ul><li>Be aware: Listen to what is said – </li></ul><ul><li> what is not being said </li></ul><ul><li>Don’t get distracted thinking about what </li></ul><ul><li>you are going to say. Uncover their true “interest.” </li></ul>
  9. 9. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP SEVEN </li></ul><ul><li>Typically, it is to your advantage to convince </li></ul><ul><li>the other side to make the first proposal. </li></ul><ul><li>Unreasonable – express disbelief - </li></ul><ul><li> politely notify of intention to walk. </li></ul><ul><li>Unbelievably Good – </li></ul><ul><li> blandly acknowledge and restate the offer. </li></ul>
  10. 10. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP EIGHT </li></ul><ul><li>DECIDE ON A STRATEGY </li></ul><ul><li>Review your preparation - decide on your approach </li></ul><ul><li>- Get them to bid against themselves </li></ul><ul><li>- Postpone response – Who benefits over time? </li></ul><ul><li>- Identify obvious weaknesses in your case </li></ul><ul><li> yourself before they do </li></ul><ul><li>- Get to the decision maker – </li></ul><ul><li> eliminate buffers/mouthpieces </li></ul>
  11. 11. Learn Negotiation Today <ul><li>Part II – Negotiation </li></ul><ul><li>- Consider ignoring an unrealistic portion of their proposal. </li></ul><ul><li>- Be comfortable just saying “no” </li></ul><ul><li>- Split the baby to a desired result – Be the splitter (math) </li></ul><ul><li>- Back into your response/opening position – </li></ul><ul><li>Chess moves </li></ul><ul><li>- Avoid insulting or unjustified position , </li></ul><ul><li>BUT be ready to be aggressive, “test the waters.” </li></ul>
  12. 12. Learn Negotiation Today <ul><li>Part II – Negotiation </li></ul><ul><li>STEP NINE </li></ul><ul><li>When it is in your best interest, clearly and firmly </li></ul><ul><li>state your response/opening proposal </li></ul><ul><li>without explanation or reasons. </li></ul><ul><li>Be NEITHER bashful, wishy-washy, uncertain </li></ul><ul><li>NOR arrogant, irritating, condescending. </li></ul>
  13. 13. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP TEN </li></ul><ul><li>Be more comfortable with silence than </li></ul><ul><li>the other side: </li></ul><ul><li>Don’t fill the void, keep eye contact </li></ul>
  14. 14. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP ELEVEN </li></ul><ul><li>You must dance - don’t attempt to </li></ul><ul><li> short circuit the process </li></ul>
  15. 15. Learn Negotiation Today <ul><li>Part II - Negotiation </li></ul><ul><li>STEP TWELVE </li></ul><ul><li>Find a creative win-win –focus on “interests” </li></ul>
  16. 16. Learn Negotiation Today <ul><li>Part III - Closure </li></ul><ul><li>STEP THIRTEEN </li></ul><ul><li>ABCD – Always Be Closing Daintily </li></ul><ul><li>If we agree on this,…? </li></ul><ul><li>Resolve this issue,…? </li></ul><ul><li>Clear this hurdle…? </li></ul>
  17. 17. Learn Negotiation Today <ul><li>Part III - Closure </li></ul><ul><li>STEP FOURTEEN </li></ul><ul><li>Always obtain total buy-in to final settlement - ownership </li></ul>
  18. 18. Learn Negotiation Today <ul><li>Part III - Closure </li></ul><ul><li>STEP FIFTEEN </li></ul><ul><li>Recognize the down side of “too good a deal” – why? </li></ul>
  19. 19. <ul><li>John Baumann </li></ul><ul><li>President/Owner </li></ul><ul><ul><li>502.262.3300 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>LearnNegotiationToday.com </li></ul>

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