10 dilemma's every negotiator faces. How would you handle them?

1. How to deal with the
TOP 10
negotiation dilemma's

2. Dilemma’s
Ten dilemma’s every negotiator faces
such as “Should I threaten a with a
sanction?”
About Scotwork
Who are we and what can negotiation training
mean for your business - and every day life
Trainings
With a Scotwork training you get a hands
on experience with our “Case Play”
approach
Since
1975

3. • Scotwork is the world authority on
negotiation skills development since 1975
• Scotwork is a worldwide organization with
more than 37 offices in different countries.
• We teach people how to become fearless
negotiators by being creative and agile
About Scotwork
1
3
2
Since
1975

4. Dilemma’s
Ten Dilemma's every negotiator faces
Since
1975

5. Dilemma #1
Information Disclosure
Knowledge is power but only when it's used. What
information should I share, when and why?
Since
1975

6. Dilemma #2
Who goes first?
If I let them make the first proposal they might offer me
more than I was expecting but what if it's worse, much
worse
Since
1975

7. Dilemma #3
Where do I pitch?
If I go extreme I'll have plenty of wriggle room and I might
structure their expectations as to where the deal will be
done but what if I'm so unrealistic I get shown the door?
Since
1975

8. Dilemma #4
Do I change my mind?
If my strategy's not working or my objectives aren't realistic
do I change or recalibrate them? If I do will they see that as
a sign of weakness and come after me.
Since
1975

9. Dilemma #5
Losing the argument
If they've got a point do I try to argue fruitlessly against it or
accept their point and make a concession?
Since
1975

10. Dilemma #6
Assumptions
If I don't know should I assume, if I do I could get it
horribly wrong, if I don't I'll never make a decision.
Since
1975

11. Dilemma #7
Do I ask for what I want?
If I do they might not give it to me but if I don't they're
going to have to guess.
Since
1975

12. Dilemma #8
Should I give them what they want?
If I do they might not give me what I want but if I don't then
why would they give me what I want.
Since
1975

13. Dilemma #9
When do I stop?
If I go too soon I might miss an opportunity, if I leave it too
late I'll risk unravelling the deal and having to start again.
Since
1975

14. Dilemma #10
Should I threaten a sanction?
If I do it may raise the temperature destabilize the
negotiation if I don't, I'm losing power.
Since
1975

15. Training
Advancing Negotiating Skills
Advancing Negotiating Skills 2
Coaching Negotiating Skills
Refresher Negotiating Skills
Since
1975

16. Advancing Negotiating Skills
• 97,4% of our students say they have become
better negotiators
• Research concludes that within the first 3
months the average ROI rises more than 10
times the initial invested amount
• Advancing negotiation skills is the # 1
chosen skills training
Since
1975

17. Advancing Negotiating Skills 2
• A two day skills development course which refreshes,
reinforces and enhances the skills already acquired on the
first course
• The goal is to double the number of skills and techniques in
regular use; to enhance the level of confidence in applying
these; and to measure additional return on investment for
the organization
Since
1975

18. Coaching Negotiating Skills
• On the Scotwork Coaching Negotiation Skills course your
coaches will learn coaching skills to guide individuals
towards their negotiating objectives and personal
development goals
Since
1975

19. Refresher Negotiating Skills
• Your negotiation techniques have degraded?
• You have tried to use specific techniques yet not all of
them worked out the way you wanted?
• This one-day workshop will get you right back on track…
and beyond
Since
1975

20. Get in touch!
To speak to us about booking a course, arranging consultancy or any of our services call us:
(BE) +32 474 52 90 65 of (NL) +31 654 203 257
Or you can e-mail us at: info.benelux@scotwork.com
Please include your name, job title, company, address and contact telephone number in your e-mail.
Alternatively if you would like us to get in contact with you - request a callback and we will get back to you
within 24 hours.
Please address correspondence to:
Scotwork BeNeLux bvba
Vennenlaan 20
2980 Zoersel
Belgium
or
Cattenhagestraat 4
1411 CT Naarden
Netherlands
Since
1975