SELLING AND NEGOTIATION BOOK REVIEW ON DEAL BREAKERS & BREAKTHROUGHS.

1. SELLING AND NEGOTIATION BOOK
REVIEW
DEAL BREAKERS
&
BREAKTHROUGHS
BY- JOHN ILICH
PRESENTED BY – MUSTAHID ALI

2. BOOK IS ALL ABOUTTHE 10 MOST COMMON AND COSTLY
NEGOTIATION MISTAKES AND HOW TO
OVERCOME THEM
ABOUT THE AUTHORJOHN ILICH IS MASTER NEGOTIATOR
HANDLED MILLION $ DEALS IN MANY FIELDS
HE WAS AN AGENT WITH THE US TREASURY
DEPARTMENT

3. OTHER BEST SELLING BOOKS ARETHE ART AND SKILLS OF SUCCESSFUL
NEGOTIATION,
POWER NEGOTIATING STRATEGIES FOR
WINNING IN LIFE AND BUSINESS
AND
SUCCESSFUL NEGOTATING SKILLS FOR
WOMEN

4. 1. ONE- TRACK MIND : DANGERS OF A
PRESET MENTAL FRAMEWORK
AVOID MENTAL CHAOS
PREPARE FOR EVERY DEAL ACCORDING TO ITS
REQUIREMENTS
SKIP TO ANY FACET OF THE NEGOTATION AT ANY TIME
NAPOLEON SAID –
“ YOU DRAW UP YOUR PLANS BEFORE THE BATTLE
WHEN YOU DO NOT YET KNOW YOUR ADVERSARY ’ S
MOVE MENTS OR WHAT POSITIONS YOU WILL HAVE
TO OCCUPY ”
FLEXIBILITY

5. RECOGNIZING AND EXPLOITING RIGIDITY
FLEXIBILITY ALSO MEANS BEING READY
“CHANGE IS THE ONLY
CONSTANT WHEN MIND IS PITTED
AGAINST MIND”

6. 2.WHO CAN SAY “YES”? KNOWING WHO
HAS FINAL NEGOTIATING AUTHORITY
ASSUMPTION IS THE
MOTHER OF SCREW UP.
FALIURE TO HIT THE
BULL’S EYE IS NEVER
THE FAULT OF THE
TARGET

7. THE HAZARDS OF DEALING WITH WRONG
PEOPLE
0 PROGRESS
DISRUPTIVE COMMUNICATION
WASTE OF ENERGY AT WRONG PLACE
YOU WILL HAVE NO CHANCE TO READ
THE MIND OF A PERSON WHO CAN SAY
YES

8. LOOKING FOR THE YES PERSON
DON’T LET THEM DOUBLE TEAM YOU…
JUST ASK
TITLES CAN BE TRICKY
AGE DOESN’T MATTER
KEEP OBSERVING METICULOUSLY

9. USING CONDUITS
TALKING WITH THE WRONG
MIND IS ALWAYS A FATAL
FLAW…..

10. 3. MACHIAVELLI REVISITED: USING
NEGOTIATING POWER AT THE RIGHT TIME
THE SAYING THAT KNOWLEDGE IS
POWER IS NOT QUITE TRUE. USED
KNOWLEDGE IS POWER.
IMMENSE POWER IS ACQUIRED BY
ASSURING YOURSELF IN YOUR SECRET
REVERIES THAT YOU WERE BORN TO
CONTROL AFFAIRS.

11. CARNEGIE AND MORGAN EXAMPLE
ANDREW CARNEGIE CRUELEST TASKMAKER
IN AMERICAN INDUSTRY
J.PIERPONT MORGAN THE GREAT BANKER
AND FINANCIAL GENIUS
CARNEGIE USED HIS POWER WISELY AND IN
TIMELY MANNER TO GET WHAT HE DESIRED

12. FEAR IS POWER
POWER THINK TIME TECHNIQUE
TIMING IS EVERYTHING
POWER OF REPETITION, IMC
VARIETY IS THE SPICE OF REPETITION

13. 4.NEVER GET PICKED OFF BASE: SETTING
AND MAINTAINING PRIMARY AND
SECONDARY BASE FOR EACH
NEGOTIATING SESSION
TAKE TIME TO CONSIDER THEN
DECIDE QUICKLY.
THE PROPER STUDY OF
MANKIND IS MAN

14. PRIMARY AND SECONDARY BASE
HOW TO KEEP THE PRIMARY BASE
PROTECTED FROM GETTING LOST
• SET THE PRIMARY BASE
• KEEP YOUR EYE ON THE PRIMARY BASE
SECONDARY BASES
• ISSUES THAT SUPPORT PRIMARY BASES
• WRITE DOWN ALL YOUR SECONDARY BASES

15. FINDING NEW SECONDARY BASES DURING
NEGOTIATION
• STAY ALERT
• ASK INFORMAL QUESTIONS
GENERAL VS SPECIFIC QUESTIONS
ASSURE ASKING CERTAIN QUESTION WILL
NOT DE-CREDIT YOU
JEOPARDIZING CRITICAL ISSUES TO GET
INFORMATION SHOULD BE AVOIDED

16. 5.TIT FOR TAT HOW TO MAKE SURE THAT
YOU KEEP THE NEGOTIATION
EQUALIZED
COLORS FADE, TEMPLES
CRUMBLE,EMPIRES FALL, BUT
WISE WORDS ENDURE
NINE-TENTHS OF WISDOM IS
BEING WISE IN TIME

17. TIT FOR TAT = EQUALIZATION
YOU HAVE TO ADVANCE YOUR POINTS IN
“BUYER’S MIND”
THE POINTS SHOULD BE RELEVENT TO
BUYERS ARGUMENT

18. 5 COMMON TECHNIQUES TO ATTAIN
EQUALIZATION
ADVANCE POSITION OF EQUAL OR GREATER
WEIGHT
DEMONSTRATE THE WEAKNESS OF YOUR
OPPONENT’S POSITION
REMOVE YOUR OPPONENT’S POSITION FROM
SCALE
KEEP YOUR OPPONENT FULLY INFORMED
SHOW THE IRRELEVENCE OF YOUR OPPONENT’S
POSITION

19. EXAMPLE OF EQUALIZATION
WHILE NEGOTIATING FOR R4R
SPONSORSHIP
?
VALID
POINTS

20. 6.LEAVE NOTHING TO CHANCE :
MAINTAINING CONTROL DURING THE
NEGOTIATION
CHANCE FAVORS THE
PREPARED MIND
CHANCE SHALL NOT CONTROL

21. THE UNPREDICTABILITY OF NEGOTIATION
THE “SIELENT CHATTERBOXES”
THE “ANGRY PAPER –SLINGER”
THE “MYSTERIOUSLY MIFFED”
ALWAYS SEEK TO CONTROL NEGOTIATION
COMPLETE CONTROL MIGHT BE BEYOND OUR
GRASP BUT WE SHOULD TRY TO CONTROL EVERY
ASPECT OF IT

22. CONTROLLING THE LOCATION
CONTROLLING THE MEETING SCHEDULE
CONTROLLING THE ORDER OF DISCUSSION
FEW SMALLER THINGS
•
•
•
•
•
•
SCRUTINIZE DOCUMENT
AVOID ADDING NEW ELEMENTS
WATCH YOUR LANGUAGE
FUNNELING
FUNNEL REWIDENING
POST NEGOTIATION ANALYSIS
• KEEPING RESOLVED ISSUES CLOSED

23. 7.DON’T GET PAINTED INTO A CORNER :
HOW TO MAKE OFFERS AND
COUNTEROFFERS
I WILL MAKE HIM AN OFFER THAT
HE CAN’T REFUSE
WHEN YOU HAVE SPOKEN THE
WORD IT REIGNS OVER
YOU, WHEN IT IS
UNSPOKEN, YOU REIGN OVER
IT.

24. OFFERS AND COUNTEROFFERS ARE TWO
DISTINCT FACETS
OFFER BEGINS THE PROCESS OF FINALIZING A
NEGOTIATION
COUNTEROFFERS NARROWS SIDES BETWEEN
NEGOTATING SIDES
BOTH OFTEN LEAD TO SERIOUS NEGOTIATING MISTAKES
FREQUENTLY WITH DEVASTATING CONSEQUENCES FOR
THE ERRING PARTY

25. LET YOUR OPPONENT MAKE THE FIRST OFFER
ALWAYS EXPLAIN THE BASIS FOR ANY OFFER OR
COUNTEROFFER YOU MAKE
REMEMBER EACH CONTEROFFER IS AN ENTIRELY NEW
OFFER
USE COUNTEROFFERS TO
• FACILITATE THE FINALIZING PROCESS
• EXERCISE CONTROL
• AVOID POLARIZATION

26. HOW TO CONVEY ULTIMATUM IF NECESSARY
WORDS AND PHRASES WHICH ARE TO BE AVOIDED
ABSOLUTELY, NEVER,NO,CAN’T, WON’T, REFUSE,AND
UNLIKELY TO.
YOUR TERMS SHOULD BE CLEAR TO THE OTHER PARTY
AND YOUR LANGUAGE SHOULD BE UNPROVOCATIVE
YOU WANT AGREEMENT NOT ANGER
STAY COOL
AVOID LOW BALLING OR HIGH BALLING

27. HOW TO TREAT YOUR OPPONENTS’ OFFERS AND
COUNTEROFFERS
TWO STEP APPROACH
1. ASK FOR FURTHER EXPLANATION
2. REPEAT HIS TERMS AND ADD YOURS THEN
TAKE ACKNOWLEDGEMENT

28. 8. YOU HVE 10 MIN TO DECIDE :TAKE FULL
ADVANTAGE OF THE OPPORTUNITYTO
SET DEADLINES
WHAT WE SEE DEPENDS MAINLY ON WHAT
WE LOOK FOR…
KNOWLEDGE AND HUMAN POWER ARE
SYNONYMOUS

29. SEEK EXTENSION WHEN YOUR OPPONENT GIVES YOU
DEADLINE
BE PERSISTENT IN PURSUIT OF YOUR NEGOTIATING
OBJECTIVES
• TRY DIFFERENT APPROACHES
• FIND NEW ARGUMENTS
• SEEK NEW INFORMATION
CONVERSE WITH YOUR OPPONENTS TO FIND NEW OPTION

30. SET DEADLINES
• IT CREATES ANXIETY IN YOUR OPPONENT
• REDUCE YOUR OPPONENT’S OPTIONS AND
• GIVE YOURSELF GREATER FLEXIBILITY
SET DEADLINES FOR AS SHORT A TIME AS YOU CAN
JUSTIFY
BE ALERT TO YOUR OPPONENT’S SELF-IMPOSED
DEADLINES
AVOID SETTING DEADLINES FOR YOURSELF
GRANT DEADLINE EXTENSION ONLY WHEN NEW FACTS
ARE INTRODUCED

31. 9.DETERMINATION, PERSISTENCE, AND
MULISH STUBBORNNESS: WINNERS
NEVER QUIT QUITTERS NEVER WIN
HABIT OF PERSISTENCE IS THE
HABIT OF VICTORY
FIX THE GOALS YOU WISH TO GAIN
THEN GO AT IT WITH HEART AND
BRAIN

32. PERSISTENCE IS AN ATTITUDE OF DETERMINATION
NEVER INVITE YOUR OPPONENT TO “THINK THE MATTER
OVER”
REMEMBER PERSISTENCE IS NOT-
BEGGING
HASSLING
HARRASING OR BULLYING
ALWAYS ASK YOURSELF IF YOUR OPPONENT IS READY
TO SAY
“YES”

33. REMEMBER 3 FEET
PERSISTENT NATURE
KEEP OPPONENT MOTIVATED
KEEP THE HOPE

34. 10.MAKING SURE THE DOOR IS CLOSED
AND LOCKED : THE RIGHT WAY TO CLOSE
A NEGOTIATION
WHAT EVER THE COURSE, THE
END IS THE RENOWN.
-SHAKESPEARE

35. STAY ALERT FOR CLUES THAT IS TIME TO CLOSE
LISTEN TO YOUR OPPONENT’S WORDS
TRANSLATE YOUR OPPONENTS BODY LANGUAGE
QUESTION YOUR OPPONENT CAREFULLY ABOUT
NEGATIVE SIGNS

36. IT’S TIME TO CLOSE……
CALL UPON YOUR OPPONENT TO TAKE ACTION
ASSUME YOUR OPPONENT WILL AGREE
SUMMARIZE THE SUBSTANCE OF THE
AGREEMENT
DON’T LET YOUR OPPONENT OPEN CLOSED
NEGOTIATION

37. THANK
YOU…