The document summarizes key points from a book on Trump-style negotiation strategies and tactics. It provides background on Donald Trump and George Ross, the author of the book. It then covers various negotiation concepts and strategies discussed in the book, including understanding human nature, gathering information, flexibility and creativity, dealing with difficult personalities, and exploiting human nature in negotiations. The overall focus is on preparing for and engaging in negotiations using strategies inspired by Trump's approach."
Dating Apps — Iterable User Engagement TeardownIterable
This is an Iterable User Engagement Teardown comparing the user engagement strategies of five leading dating apps: Tinder, OkCupid, eharmony, Coffee Meets Bagel and Match. Outreach was closely studied for three weeks following account creation.
After evaluating all email and mobile messages received, we identify what these companies do well and where there is room for improvement. Everything shown in the slides (and any recommendations) can be implemented with Iterable’s growth marketing platform.
Dating Apps — Iterable User Engagement TeardownIterable
This is an Iterable User Engagement Teardown comparing the user engagement strategies of five leading dating apps: Tinder, OkCupid, eharmony, Coffee Meets Bagel and Match. Outreach was closely studied for three weeks following account creation.
After evaluating all email and mobile messages received, we identify what these companies do well and where there is room for improvement. Everything shown in the slides (and any recommendations) can be implemented with Iterable’s growth marketing platform.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Tough Talks: a virtual reality disclosure intervention for HIV+ YMSMYTH
Gay, bisexual, and queer men who have sex with men account for nearly two-thirds of all HIV infections in the US. HIV status disclosure is an important, but underdeveloped, strategy to address ongoing sexual risk behaviors. Tough Talks, a disclosure intervention for YMSM age 18-29, is focused on building the critical communication and negotiation skills associated with HIV status disclosure using virtual reality (VR) in a culturally competent and real-world context. Designing VR programs that can be used at the convenience of the user with the language and ecological nuances necessary to model and practice realistic negotiation represents a critical next step in HIV prevention. VR technology can be utilized to overcome many of the basic barriers to access and effective care. Health interventions that break away from a resource-intensive modality and adapt available and affordable technologies can better engage participants, ultimately supporting positive behavior change.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This is a summary of the book "The Intelligent Entrepreneur: How Three Harvard Business School Graduates Learned the 10 Rules of Successful Entrepreneurship" by Bill Murphy Jr.
Employee feedback is a mirror which helps the employee to know what they are supposed to do, where they are heading towards and how near they are to reaching their goals.
Giving feedback to the employees is certainly not an easy task, but a sensitive one which if not done properly may develop resentment in employees and may break things down.
Persuading, influencing and negotiating skillsMohammed Gamal
These skills are important in many jobs, especially areas such as marketing, sales, advertising and buying, but are also valuable in everyday life. You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Tough Talks: a virtual reality disclosure intervention for HIV+ YMSMYTH
Gay, bisexual, and queer men who have sex with men account for nearly two-thirds of all HIV infections in the US. HIV status disclosure is an important, but underdeveloped, strategy to address ongoing sexual risk behaviors. Tough Talks, a disclosure intervention for YMSM age 18-29, is focused on building the critical communication and negotiation skills associated with HIV status disclosure using virtual reality (VR) in a culturally competent and real-world context. Designing VR programs that can be used at the convenience of the user with the language and ecological nuances necessary to model and practice realistic negotiation represents a critical next step in HIV prevention. VR technology can be utilized to overcome many of the basic barriers to access and effective care. Health interventions that break away from a resource-intensive modality and adapt available and affordable technologies can better engage participants, ultimately supporting positive behavior change.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This is a summary of the book "The Intelligent Entrepreneur: How Three Harvard Business School Graduates Learned the 10 Rules of Successful Entrepreneurship" by Bill Murphy Jr.
Employee feedback is a mirror which helps the employee to know what they are supposed to do, where they are heading towards and how near they are to reaching their goals.
Giving feedback to the employees is certainly not an easy task, but a sensitive one which if not done properly may develop resentment in employees and may break things down.
Persuading, influencing and negotiating skillsMohammed Gamal
These skills are important in many jobs, especially areas such as marketing, sales, advertising and buying, but are also valuable in everyday life. You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills.
Power Skills: Building influence and relationships in your career Nicolle Merrill
Soft skills and emotional intelligence are the skills that ensure you stay relevant in the future of work. This workshop teaches participants how to build influence and engage across backgrounds and departments. Featuring interactive exercises that build confidence, conversational skills, and creativity, this workshop is ideal for organizations that want to empower their employees.
This is part one of a two part workshop.
More info:
www.futuremeschool.com
www.globalmeschool.com
"I Hate Working With You!" Conflict Resolution for Your Advising CenterAshley Ransom
This was presented at the National Academic Advising Association (NACADA) South Central Region 7 Conference - New Orleans, LA May 4th, 2009; The African American Leadership Conference (AALC) - San Marcos, TX September 12, 2009; The Texas State Leadership Conference - San Marcos, TX September 26, 2009; The University of Texas at San Antonio (UTSA) Advising Conference - San Antonio, TX December 4, 2009; The University of Texas at Austin Professional Development Day, Austin, TX February 10, 2010; Texas Academic Advising Network (TEXAAN) State Conference, San Marcos, TX February 19, 2010; Texas State University - San Marcos Professional Development Workshop September 7 & 8, 2010; National Academic Advising Association (NACADA) National Conference - Orlando, FL. October 6, 2010; and at the Delta Sigma Theta Sorority, Inc. Women’s Retreat – San Marcos, TX, October 2011.
How to Connect Effectively Across CulturesTayo Rockson
Connecting across cultures can be enriching and educational, yet also challenging. Markets, world-views, customs and traditions often become barriers that prevent people from developing cross-cultural relationships. Tayo provides a framework for understanding our internal and external strategies as well as several strategies that allow us to overcome barriers to connecting across cultures.
According to Tayo, the type of people that know how to effectively connect across cultures do three things. They educate. They don't perpetuate. Instead, they communicate and in this talk, Tayo dives into just how we all can learn how to do that. In the education piece, he shares actionable strategies on how to dissect your internal culture as well as the environment around you. In this section you'll also learn different ways to recognize your biases and how to work through them.
In the don't perpetuate portion, you'll understand how perpetuating stereotypes goes beyond just saying racist jokes, microagressions but also in the information we spread and history we teach.
In the communicate portion, Tayo shares different ways to open dialogue, build trust and find common ground with people that have different values and belief systems from us.
By the end of this talk, you will learn to:
Become more self-aware of your own communication style
Communicate clearly, and
Act appropriately with people that come from different environments you do
Knowing your strengths & learning how to use them as you parent is just smart. Being able to recognize and call out your kid's strengths is even better!
What is your networking personality? What is your behavioral profile? More importantly what are the behavioral profiles of the people you are networking with?
Knowing how to adapt your style to fit the styles of others in-person and online will change the way you network, communicate, market, and build your business.
If you empower your networking style with just a little bit of observation you will power up your business profits.
When’s the last time you asked for a raise? Negotiated a job offer? Landed a new client? Haggled a realtor down? Scored a better cell phone contract?
Particularly when it comes to work, studies show that fewer women than men negotiate at all.
Whether you love playing hardball or the process makes you extremely nervous, this presentation will shed some new light on what many find very difficult. Our end goal: help you embrace negotiation and up your game!
-----
Presented at Montreal Girl Geeks, September 2015
By Liesl Barrell and Mandy Poon
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Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
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It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
4. www.WhatILearnFromReading.com
George H. Ross
A real estate lawyer
Trump’s advisor since 1970s
One of Trump's two advisors on The Apprentice
A lecturer at NYU: Real estate and negotiation
The author of the book!
4
Thursday, June 13, 2013
5. www.WhatILearnFromReading.com
Why: Resource scarcity or Conflict of Interest
What is Negotiation?
“Negotiation is a process in which people learn to
accept an available compromise as a satisfactory
substitute for that they thought they really wanted.”
5
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6. www.WhatILearnFromReading.com
It’s not all about money. It can also be ego, prestige,
recognition, and, most of all, satisfaction
Mindset
Negotiation is not science: You can’t quantify satisfaction
Winning is not everything
Continuity is important
What is Negotiation?
6
Thursday, June 13, 2013
10. www.WhatILearnFromReading.com
Trump-Style Negotiation
Focus on “Win-Win”
Long-term benefits
It’s not ALL about money
Protect your reputation
Be TOUGH but FAIR
“He [Ross]'s tough, firm
but fair, a very brilliant
lawyer, and I trust his
judgment.”--Donald
trump
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Thursday, June 13, 2013
11. www.WhatILearnFromReading.com
Rule#1: There is no rule in negotiation
Rule#2: Lying and cheating is OK!
Rules of Negotiation
That’s doesn’t mean that you have to lie and cheat
You just have to be aware of them
11
Thursday, June 13, 2013
14. www.WhatILearnFromReading.com
Why Do We Negotiate?
Money (Prime) and other
benefits
Learn something new and gain
experience
Build up reputation
14
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15. www.WhatILearnFromReading.com
What Do You Want?
Focus on build trust and rapport
Find out:
Satisfaction: What both sides
can live with
Constraints: e.g., time,
authority, regulation
Information: Personality,
education, knowledge,
morality, style, etc.
“If you listen well, and are
open-minded in your
discussion with the person on
the other side, you will
broaden your knowledge.
Everyone can learn something
from everyone else. And, you
will definitely be smarter going
into your next negotiation, and
those that follows.”
15
Thursday, June 13, 2013
16. www.WhatILearnFromReading.com
Prepare Yourself
Rapport means ‘relation marked by harmony,
conformity, accord, or affinity.’
Mindset Skill Set
• Be nice
• Build trust and rapport
• Be skeptic
• Make (not break) deals
• Gather information
• Communications (Listen)
• Creativity and Flexibility
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Thursday, June 13, 2013
18. www.WhatILearnFromReading.com
Gathering Information
Information is power!
Hard and laborious, but worth doing
Information about
Both sides and the deal
E.g., Constraint, motivation, weakness (e.g., details, time)
“God is in the details”
Ludwig Mies van der Rohe
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20. www.WhatILearnFromReading.com
Knowledge
Actual Knowledge Apparent Knowledge
Nature
Benefit
Accomplished
by
General Knowledge Appear to be ...
Support your
position
Create credibility
Experience, Reliable
source, Accuracy
Aura of legitimacy
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21. www.WhatILearnFromReading.com
Aura of Legitimacy
People tend to believe in
What you show them, e.g., printed
document, Signs like “Clearance
sale”
Powerful/Knowledgable people, e.g.,
the president of the U.S., professors,
buzz words
Principle of least effort
Use it and don’t be fooled by it
“People are inclined to
give you the benefit of the
doubt until they have
compelling proof to
contradict that belief.”
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Thursday, June 13, 2013
22. www.WhatILearnFromReading.com
Communication
“Seek first to understand,
Then to be understood”
Steven R. Covey
Listen
Invite other to listen to you
Raise your voice to take control
Lower your voice forcing the other side
to listen to you more carefully.
Learn to read body language: Voice,
gesture, look at friends for approval
“Just hear me now. I think you are
going to like my idea.”
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23. www.WhatILearnFromReading.com
Flexibility and Creativity
Know where your line and the others’
line are.
Set out with multiple objectives ➠ More
flexibility
Make wise concession:
Cash is only a part of it
Others are marketing budget,
payment term, quality of project,
delivery date, etc.
“You always have
negotiation power, if you
can force yourself to walk
away from a deal, either
temporarily or
permanently.”
23
Thursday, June 13, 2013
24. www.WhatILearnFromReading.com
Be a Good Salesperson
Rapport : Relationship first
Enthusiasm: Fire up the other side
Showmanship: Dress well, Proof of
Concept
Preparation:
Least Effort:
People don’t like
spending too much
effort
Tenacity:
100 “no” before
a “yes”
“People want to believe. They want
to believe in you. They want to
believe in your company. And, your
job is simply to give them the
opportunity to believe.”
Bill Murphy Jr.
24
Thursday, June 13, 2013
27. www.WhatILearnFromReading.com
Greed
Invested time (and
money) principle
Pride
Tendency not to change
Friends or foes forever
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Greed
Invested time (and
money) principle
Pride
Tendency not to change
Friends or foes forever
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Human Nature
27
Thursday, June 13, 2013
28. www.WhatILearnFromReading.com
Greed
Invested time (and
money) principle
Pride
Tendency not to change
Friends or foes forever
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Greed
Invested time (and
money) principle
Pride
Tendency not to change
Friends or foes forever
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Human Nature
“I know I made a
mistake. But if you
don’t help me out, it
will cost my job.”
27
Thursday, June 13, 2013
29. www.WhatILearnFromReading.com
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Greed
Invested time (and
money) principle
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Nobility
Mutual exchange
Forgiveness
Greed
Invested time (and
money) principle
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Human Nature
27
Thursday, June 13, 2013
30. www.WhatILearnFromReading.com
Nobility
Mutual exchange
Forgiveness
Fear
Superiority
Be dumb and make friends
Complexity
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Pride
Tendency not to change
Friends or foes forever
Greed
Invested time (and
money) principle
Nobility
Mutual exchange
Forgiveness
Fear
Superiority
Be dumb and make friends
Complexity
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Pride
Tendency not to change
Friends or foes forever
Greed
Invested time (and
money) principle
Human Nature
27
Thursday, June 13, 2013
31. www.WhatILearnFromReading.com
Nobility
Mutual exchange
Forgiveness
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Fear
Superiority
Be dumb and make friends
Complexity
Pride
Tendency not to change
Friends or foes forever
Nobility
Mutual exchange
Forgiveness
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Fear
Superiority
Be dumb and make friends
Complexity
Pride
Tendency not to change
Friends or foes forever
Human Nature
27
Thursday, June 13, 2013
32. www.WhatILearnFromReading.com
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Nobility
Mutual exchange
Forgiveness
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Nobility
Mutual exchange
Forgiveness
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Human Nature
27
Thursday, June 13, 2013
33. www.WhatILearnFromReading.com
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Nobility
Mutual exchange
Forgiveness
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Envy
People like free stuff and exclusivity
Make a list of give-away and must-
have items.
Dead dog on the table: Give
unimportant items for important
ones.
Greed
Invested time (and
money) principle
Nobility
Mutual exchange
Forgiveness
Pride
Tendency not to change
Friends or foes forever
Fear
Superiority
Be dumb and make friends
Complexity
Human Nature
SIMPLE SOLUTIONS:
1. Split the difference
A buyer asks for $100
A seller wants $150
Difference = $50
Let’s settle at $125
2. Maybe later: Leave when the conversation get so
heated
3. Third party: Let another person decide
4. Be creative and think outside the box
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Thursday, June 13, 2013
34. www.WhatILearnFromReading.com
Exploiting Human Nature
Be skeptical
Fundamental Rule: Do not accept
anything for the face value.
When someone say “trust me”, be
careful!
Stay away from dirty negotiation
“Don’t believe
everything someone
write or say. Listed
price is usually made
to test the market. It is
much higher than
actual price.”
28
Thursday, June 13, 2013
35. www.WhatILearnFromReading.com
Difficult People: #1 Intimidator
Traits: Big, loud, higher status
Tactics: Scare the other side
Advice:
Play defend and stand your
ground. If you succeed, this
person will be nice to you
Establish rapport (perhaps
after the meeting)
Let him think he’s winning
Use details
Be good with his
subordinates
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Thursday, June 13, 2013
36. www.WhatILearnFromReading.com
Difficult People: #2 Know-It-All
Traits: Know a lot, Arrogant,
Listen to no one
Problem: No communication
Advice:
Be humble
Do not confront him head-
to-head
Get people on his side to
help you
Do not give him new info. or
tell him what to do because
he won’t believe you
anyway.
If you’d like to give info., just
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Difficult People: #3 Waffling
Traits: Undecisive
Problem: Never move forward
Advice:
Be slow and patient
Building up his confidence
(e.g., compliment him)
Be stingy in concession
Don’t give too many
choices
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POST
Know All
What to do to
achieve
objectives
Resource
allocation
Person
TacticsObjective
Strategy
Know all people and
objectives,
what to do to achieve
objective
Tactics = resource
allocation
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About the Meeting: Before
Gather information
Prepare agenda
Expect the other sides’ reaction, and plan strategies
Ask yourself these questions:
What are you going to say?
How are you going to react to
what the other side says?
What will you say if the talk
come to a stand still?
What concession are you able/
willing to make?
What do you expect from the
other side?
Who will you be negotiating
with and what motivate them?
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During the meeting
Create positive negotiation atmosphere; Let them know why your proposed
solution is best for them.
Aim high and hold back your concession
After the meeting, IMMEDIATELY sit down with your team and
Prepare documentation (e.g., minutes)
Review the negotiation:
About the Meeting
New info. about people or the deal
Revised assumptions
Did you get what you want? Why? and
Why not?
Is there any strategy to get what you
want?
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Contracts and Minutes
Put what you want
Leave out what you don’t like
The other side may not even
read it.
It’s ok if they want revision
Send the minute to the other
side for confirmation (by email or
in the next meeting)
‘I’m so glad we’ve
agreed on these items:
.....
If you disagree with this,
please let me know
immediately.”
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MoU and LoI
Not a contract (i.e., non-binding)
Reminder of what’s been agreed
People tend to stick to MoU/LoI. Why?
Nobility
Invested time principle
Concise (2-3 pages)
Real decision maker signs the document
A template for drafting subsequent legal document
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Deal Books
Very powerful tools
1. General deal books:
• Record everything
• Eg., What, Who, When, Where, How (commun. means)
• Use it as a reference
2. Deal-specific deal books:
• One book for one deal
• Plan, Agenda, Strategies
• Issues classified by type (opened, agreed, pending, strategy to resolve)
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Deal Books
3.We-They List:
• The difference of both sides (e.g., constraint, authority, time)
• Show a part of it to the other side
4.Wish List:
• What we want and what they want
• What we can give
• Prioritized list
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Example Tactics
Tactics Countermeasure
#1: “You’ve gotta do better than that”
(Until you hear “this is my absolute best deal.”)
“I offer you a very good price. Why do I
have to do better than that?”
#2“That’s all I can do”
(Do it like an apology)
Verify the line
#3: Nibbling
(Do for concession as if it is a general practice)
- Put the price on every item
- Give discount instead of free
#4: A Change of Pace
(Work at your own pace)
Stay focused
#5: “Take it or Leave it”
Change parameters and look for
alternatives.
#6: Force Revision
(Revise the contract after it is signed)
Nothing you can do
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Control the Pace
Slow:
You need time to gather information
Do not accept anything right away
Be dubious and indecisive
Fast:
You don’t want the other side to do research
Stay focus; Verify everything the other side ask for
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Delay
Esp. when there are several people (e.g., large organization)
Invested time principle ➠ Drag the negotiation
Example usage
Pressure the other side (e.g., I’ll give you two days to finish or I’ll go
somewhere else)
Verify (e.g., why two days? I allocate all the time for you. Isn’t that
enough?)
Use delay as a concession (e.g., I can do it faster, but I need to put
more people into work. Can you help me out with the extra expense?)
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Deadline
Not all deadline are equally
important
Test all the deadline
Missing deadline v.s. Worse Deal
➠ Most deals are closed near the
deadline
The worst deadline = imposed by
your side
You also need to be
aware that when a
negotiation fails, it is
usually caused by people
on your side, not the
other side.
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Deadlock
Both sides put their feet down
Initiating deadlock
To show your confidence and to test the confidence of the other side
To gain concession
To show people on your side that you are really on the same side
To change the pace of negotiation
Smile and be friendly when doing so
Always leave a way to come back
“Think it over. And, if you
change your mind, call
me.”
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Deadlock
Big organization fears deadlock because every decision
involves many departments.
Resolving deadlock
Move to other issues and come back later.
Offer small concession and ask the other side to do the same.
Go off the record and ask other people (who are not in the
meeting) for help
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Get Tough Strategy
Put you foot down. Don’t make compromise.
Set the tone. Let the other side know that you can be tough too!
Don’t back down. You cannot afford weakness when using GTS.
Manage concession properly; Be reasonable
Don’t burn the bridge
Aim high
Don’t succumb to simple solution
Use deadline
Patience and Stingy
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Telephone
Bad for negotiation. If you want a ‘no’, use telephone.
Interruption is deadly, caz you are not ready.
Guidelines:
People do not talk long on
telephone
People believe most calls are
important. They drop
everything when they’re on the
phone
No body language
Cannot show the document
Who’s on the other sides?
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Telephone
Be the caller.
Prepare a written agenda before you call
Prioritize them. Go through them one by one.
If someone calls you,
Ask to call back later
Otherwise, try one way communication. Do not make any deal.
Listen and make note. Only ask for clarification
Write a follow-up letter to confirm the info. in the conversation
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Dos and Don’ts
Dos Don’ts
Trust your instinct Talk about your weaknesses
Adapt your negotiation style Believe in bogus theory
Tell your team to say as little
as possible
Use all the power you have
Aim high but be realistic
Waste your time for
worthless things
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