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COMMANDMENTS
TWELVE
WIN WIN
NEGOTIATIONS
of
The
FOR CHALLANGE
PREPARE
No
READY
GET
for
STRATEGY
SHARP
CONVERSATIONS
LISTENING
Be prepared for a
few exchanges of
information
HAGGLE
READY
to
Be
ONCEYOU START
COMMIT
CommitmentBargainingConversationsStrategy
PREPAREyour
THE 12 POINTS
HEREcome
Ready?
1
No
ANCHOR POINTS
APPRECIATETHE POWER
Refer back to the real benefits or key
persuasion factors often – Anchors
the
NEVER ACCEPT
FIRST OFFER
the
2
No
Image from Mandaville Films and Touchstone Pictures.
DIG DEEPER
MORE INFORMATION
to find
3
No
CURRENCIES
KNOWall your
4
No
What have you to
exchange other than
money?
5
No
YOUR’E THE ONE
SUPER POWERS
with the
ALWAYS
BACK UP
have a
6
No
LET’S HAVE
RECAP
a quick
1 Know your anchor points
2 Never accept the first offer
3 Dig deeper for more info
4 Know your currencies
5
6
Remember yo...
LAST RESORT
COMPROMISE
only as a
7
No
8
No
FOR FREE
DON’T GIVEANYTHINGAWAY
GIVE AN
ULTIMATUM
only if you
9
No
MEAN IT
and do it gently…
NO
DON’T TAKE
for
AN ANSWER
10
No
EASY
MAKE IT
to say
11
No
“YES”
ALWAYS KEEPa little something in
12
No
RESERVE
LET’S HAVE
SUMMARY
a quick
1 Know your anchor points
2 Never accept the first offer
3 Dig deeper for more info
4 Know your currencies
5
6
Remember yo...
7 Compromise as a last resort only
8 Don’t give anything away for free
9 Only give an ultimatum if you mean it
10 Don’t ta...
UNSURE?
still
SMASH
THROUGH
Time to
that
WALL
NEGOTIATIONS
KICK ASSat
DAVID GOLDWICH
david@davidgoldwich.com
www.davidgoldwich.com
http://ThePersuasionDoctor.wordpress.com
the persuasion doctor
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The 12 Commandments of Effective Negotiation

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Sample of a PowerPoint Make-over for David Goldwich on effective negotiations.
Images from IstockPhoto - Presentation by Sharon Connolly www.maximisegroup.com

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The 12 Commandments of Effective Negotiation

  1. 1. COMMANDMENTS TWELVE WIN WIN NEGOTIATIONS of The
  2. 2. FOR CHALLANGE PREPARE No
  3. 3. READY GET for
  4. 4. STRATEGY SHARP
  5. 5. CONVERSATIONS LISTENING Be prepared for a few exchanges of information
  6. 6. HAGGLE READY to Be
  7. 7. ONCEYOU START COMMIT
  8. 8. CommitmentBargainingConversationsStrategy PREPAREyour
  9. 9. THE 12 POINTS HEREcome Ready?
  10. 10. 1 No ANCHOR POINTS APPRECIATETHE POWER Refer back to the real benefits or key persuasion factors often – Anchors the
  11. 11. NEVER ACCEPT FIRST OFFER the 2 No Image from Mandaville Films and Touchstone Pictures.
  12. 12. DIG DEEPER MORE INFORMATION to find 3 No
  13. 13. CURRENCIES KNOWall your 4 No What have you to exchange other than money?
  14. 14. 5 No YOUR’E THE ONE SUPER POWERS with the
  15. 15. ALWAYS BACK UP have a 6 No
  16. 16. LET’S HAVE RECAP a quick
  17. 17. 1 Know your anchor points 2 Never accept the first offer 3 Dig deeper for more info 4 Know your currencies 5 6 Remember you have the power Always have a plan B
  18. 18. LAST RESORT COMPROMISE only as a 7 No
  19. 19. 8 No FOR FREE DON’T GIVEANYTHINGAWAY
  20. 20. GIVE AN ULTIMATUM only if you 9 No MEAN IT and do it gently…
  21. 21. NO DON’T TAKE for AN ANSWER 10 No
  22. 22. EASY MAKE IT to say 11 No “YES”
  23. 23. ALWAYS KEEPa little something in 12 No RESERVE
  24. 24. LET’S HAVE SUMMARY a quick
  25. 25. 1 Know your anchor points 2 Never accept the first offer 3 Dig deeper for more info 4 Know your currencies 5 6 Remember you have the power Always have a plan B Remember the first six steps?
  26. 26. 7 Compromise as a last resort only 8 Don’t give anything away for free 9 Only give an ultimatum if you mean it 10 Don’t take “NO” for an answer 11 12 Make it easy to say “YES” Keep a little in reserve for emergencies And to summarise the last six?
  27. 27. UNSURE? still
  28. 28. SMASH THROUGH Time to that WALL
  29. 29. NEGOTIATIONS KICK ASSat
  30. 30. DAVID GOLDWICH david@davidgoldwich.com www.davidgoldwich.com http://ThePersuasionDoctor.wordpress.com the persuasion doctor

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