Golden Rules of Bargaining   Technology Meeting Nick Krym, 03.04.2009 Golden Rules of Bargaining
Whether you find yourself at home…
… or on vacations…
… playing sports…
… or working hard…
… talking to your kids…
… or your boss…
Chances are You will be Negotiating
And it means that you should master The Golden Rules of Bargaining
Golden Rules of Bargaining <ul><li>Have deep roots </li></ul><ul><ul><li>History </li></ul></ul><ul><ul><li>Culture </li><...
Rule # 1 No matter how  exciting it may look
You must be ready to walk away
Be Ready to Walk Away <ul><li>If you are not…  </li></ul><ul><ul><li>The process will be too painful </li></ul></ul><ul><u...
Rule # 2 Look Interested
But never desperate
Look Interested not Desperate  <ul><li>Get NP engaged </li></ul><ul><li>Radiate the right image </li></ul><ul><li>Conditio...
Rule # 3 Keep your eyes on the ball
Keep Eyes of the Ball <ul><li>Concentrate on the process </li></ul><ul><li>Don’t get emotionally involved </li></ul><ul><l...
Rule # 4 Don’t try to impress the other side
Look dumb not smart
Don’t Try to Impress <ul><li>The goal is to win not to impress </li></ul><ul><li>Ask for wind and you receive tornado </li...
Always gasp and act  shocked (flinch) at the  other side first  proposal. Rule # 5
Flinch <ul><li>Counter high bid </li></ul><ul><li>Establishes right expectations </li></ul><ul><li>Establishes right mind ...
Rule # 6 Always ask for  more than you expect
Ask for More than Expect <ul><li>You might just get it </li></ul><ul><li>Do not paint yourself in the corner </li></ul><ul...
Rule # 7 Never say “Yes” to the first offer
Never Say Yes to 1 st  Offer <ul><li>Don’t deprive yourself of value </li></ul><ul><li>Don’t miss the fun </li></ul><ul><l...
Rule # 8 Never go down  on price or make  a concession  first.
Get the other side to step forward
Don’t Make Concessions 1 st <ul><li>Establish the right dynamics </li></ul><ul><li>Don’t get on a slippery slope </li></ul...
Rule # 9 Never make a concession…
Without asking for  something in return…
Ask for Something in Return <ul><li>Establish the right dynamics </li></ul><ul><li>Don’t get on a slippery slope </li></ul...
Rule # 10 Always  congratulate  the other side.
Congratulate the other Side <ul><li>You may learn something </li></ul><ul><li>You might meet again </li></ul><ul><li>Remin...
And the last point…
Upcoming SlideShare
Loading in …5
×

10 Golden Rules Of Bargaining

3,705 views

Published on

10 rules / techniques that apply to all kind of negotiations

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
3,705
On SlideShare
0
From Embeds
0
Number of Embeds
131
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

10 Golden Rules Of Bargaining

  1. 1. Golden Rules of Bargaining Technology Meeting Nick Krym, 03.04.2009 Golden Rules of Bargaining
  2. 2. Whether you find yourself at home…
  3. 3. … or on vacations…
  4. 4. … playing sports…
  5. 5. … or working hard…
  6. 6. … talking to your kids…
  7. 7. … or your boss…
  8. 8. Chances are You will be Negotiating
  9. 9. And it means that you should master The Golden Rules of Bargaining
  10. 10. Golden Rules of Bargaining <ul><li>Have deep roots </li></ul><ul><ul><li>History </li></ul></ul><ul><ul><li>Culture </li></ul></ul><ul><ul><li>Psychology </li></ul></ul><ul><li>Apply to all kind of negotiations </li></ul><ul><ul><li>Business </li></ul></ul><ul><ul><li>Personal business </li></ul></ul><ul><ul><li>Relationships </li></ul></ul><ul><li>Can help you in many different ways </li></ul>
  11. 11. Rule # 1 No matter how exciting it may look
  12. 12. You must be ready to walk away
  13. 13. Be Ready to Walk Away <ul><li>If you are not… </li></ul><ul><ul><li>The process will be too painful </li></ul></ul><ul><ul><li>Your emotions will be your worst enemy </li></ul></ul><ul><ul><li>You will drive the price up </li></ul></ul><ul><li>You might as well do not negotiate – get someone else to do it for you </li></ul><ul><li>Don’t sweat the small stuff – and it’s all small stuff </li></ul>
  14. 14. Rule # 2 Look Interested
  15. 15. But never desperate
  16. 16. Look Interested not Desperate <ul><li>Get NP engaged </li></ul><ul><li>Radiate the right image </li></ul><ul><li>Condition yourself for bargaining </li></ul>
  17. 17. Rule # 3 Keep your eyes on the ball
  18. 18. Keep Eyes of the Ball <ul><li>Concentrate on the process </li></ul><ul><li>Don’t get emotionally involved </li></ul><ul><li>Don’t get distracted </li></ul>
  19. 19. Rule # 4 Don’t try to impress the other side
  20. 20. Look dumb not smart
  21. 21. Don’t Try to Impress <ul><li>The goal is to win not to impress </li></ul><ul><li>Ask for wind and you receive tornado </li></ul><ul><li>Get NP to help you </li></ul>
  22. 22. Always gasp and act shocked (flinch) at the other side first proposal. Rule # 5
  23. 23. Flinch <ul><li>Counter high bid </li></ul><ul><li>Establishes right expectations </li></ul><ul><li>Establishes right mind set </li></ul>
  24. 24. Rule # 6 Always ask for more than you expect
  25. 25. Ask for More than Expect <ul><li>You might just get it </li></ul><ul><li>Do not paint yourself in the corner </li></ul><ul><li>Build your NP a golden bridge </li></ul>
  26. 26. Rule # 7 Never say “Yes” to the first offer
  27. 27. Never Say Yes to 1 st Offer <ul><li>Don’t deprive yourself of value </li></ul><ul><li>Don’t miss the fun </li></ul><ul><li>Protect from Buyer/Seller remorse </li></ul>
  28. 28. Rule # 8 Never go down on price or make a concession first.
  29. 29. Get the other side to step forward
  30. 30. Don’t Make Concessions 1 st <ul><li>Establish the right dynamics </li></ul><ul><li>Don’t get on a slippery slope </li></ul><ul><li>Put your NP on it </li></ul>
  31. 31. Rule # 9 Never make a concession…
  32. 32. Without asking for something in return…
  33. 33. Ask for Something in Return <ul><li>Establish the right dynamics </li></ul><ul><li>Don’t get on a slippery slope </li></ul><ul><li>Put your NP on it </li></ul>
  34. 34. Rule # 10 Always congratulate the other side.
  35. 35. Congratulate the other Side <ul><li>You may learn something </li></ul><ul><li>You might meet again </li></ul><ul><li>Remind yourself never to reveal secrets </li></ul>
  36. 36. And the last point…

×