Negotiation follows fixed rules and needs thorough preparation. It is very important in Value Selling and for Closing Deals. In almost any business situation where agreements must be found, negotiation is key.

2. Armin L. Rau – Corporate Background
Developer
Project Manager
AI (XPS & NLP)
UI / UX
Business Line Director
Systems Integration
Managed Services
Mktg&Sales Director
BPO
Managed Services
Managing Director
Risk Management
Internal Audit
Consultant
BPR & Change
BPO
Programme Manager
Sales Director
BPR & Change
BPO
Country Manager
BPR & Change
Systems Integration
Nixdorf & Siemens
Software Development
1986
Siemens
1993
Siemens UK
1996
Siemens Spain
1999
Siemens D
2002
Xchanging
2004
Manpower
2007
MBA Henley (1994)M.A. Uni Trier (1986)
EMBA TUM (2010)
Managing Director
Systems Integration
Software Solutions
Innovation Management
Swisscom
2009 2013

3. Consulting
Solution Sales
Strategy
IT Solutions
IT Services
BPR
BPO
Change
Competence, Skills, Experience
Innovation
Entrepreneurship
• B2B Sales Training & Coaching
Account Management Formula (AMF)
• B2B Sales Agency:
New Client Formula (NCF)
• Strategy & Transformation Coaching:
Strategic Growth Formula (SGF)
• Cross-border M&A (Sell and Buy)
• Private Placements
Blunaranja GmbH
2014

4. SGF
NCF
Selected References
AMF
(March 2018)

5. Negotiation
How To Win With Nobody Losing:
Preparation and 5 Principles of Successful Negotiations
Key Note Speech for innovabee GmbH
Armin L Rau, Stuttgart, 16 January 2018

6. Your negotiation position is always better than you think.
– Armin L Rau

7. Be bold!

8. Objective Setting

9. Concentrate on the most important interest

10. Make it measurable and specific

11. Determine your walk-away point

12. Only revise your objectives if there is a compensation

13. Your BATNA

14. Your course of action taken if negotiation fails

15. Key focus of a successful negotiator

16. Needs to be real and actionable

17. Serves as the benchmark for accepting or rejecting

18. Increases your negotiating power

19. Your Tradables

20. Issues and positions of the negotiation that need to be
agreed upon jointly

21. Typical Tradables

22. Functionality (Scope)

23. Warranty

24. Project cycle time

25. Service Levels

26. Price (Margin)

27. Payment conditions

28. Your Tradables’ Priorities

29. High Medium Low
You Your counterpart

30. High Priority

31. Must be achieved

32. Otherwise against main interest

33. If not achieved, outcome worse than BATNA

34. The fewer high priority tradables, the better

35. Medium Priority

36. Expected to be achieved

37. Would not cause you to walk away

38. Prepared to settle closer to Walk Away Point

39. Low Priority

40. Prefer to reach an agreement

41. Can be close or even beyond your Walk Away Point

42. NOT a give-away

43. For every tradable set your Starting Point and your Walk
Away Point

44. The more tradables you have, the lower the probability of
reaching a deadlock situation or no agreement at all

45. Your Counterpart

46. What is their BATNA and when could they walk away?

47. What does the other party really want?

48. Who are the other parties and are they all “at the table”?

49. Who is the decision-maker? Who is the approver?

50. 5 Golden Rules

51. Don't negotiate with yourself

52. Never accept the first offer

53. Never make the first offer

54. Listen more than you talk

55. Horses for courses

56. “The most difficult thing in any negotiation, almost, is making
sure that you strip it of the emotion and deal with the facts.”
– Howard Baker (American Politician, 1925 – 2014)

57. 5 Immediate Actions

58. Set your Objectives for your most important negotiation

59. List all your Tradables

60. Determine their Priorities

61. Determine your Negotiation Strategy

62. Review: what did you do well? What needs improvement?

63. BOOK TIME FOR THIS!

64. Negotiation
How To Win With Nobody Losing:
Preparation and 5 Principles of Successful Negotiations
Key Note Speech for innovabee GmbH
Armin L Rau, Stuttgart, 16 January 2018