Negotiating Power
Prof Katia Tieleman
Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example: ask your boss for a raise or a training, make important business decisions with your team… These are all situations that involve negotiating! This workshop will give you an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example: ask your boss for a raise or a training, make important business decisions with your team… These are all situations that involve negotiating! This workshop will give you an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example: ask your boss for a raise or a training, make important business decisions with your team… These are all situations that involve negotiating! This workshop will give you an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
(5) Sure Fire Hotel Contract Negotiation Tips I Bet U Missed!kimberlycorbin
Here are my (5) Sure Fire Hotel/Resort Contractual Terms that most companies or people miss during the contracting phase of booking guestrooms or meeting space from an industry expert insider with over 18 years experience in the current economic climate!
In this presentation, Chris Mercer of Mercer Capital discusses how to effectively structure buy-sell agreements. Topics addressed include triggering events, fixed price buy-sell agreements, formula price buy-sell agreements, and valuation process buy-sell agreements. Also discussed are the six defining elements that must be present in every valuation process agreement, including a focus on the use of life insurance proceeds.
This presentation is about the main conceptual instruments of negotiation and it covers the following topics:
- Meaning of Negotiation
- Instruments of Negotiation
1. BATNA
2. Reservation Price
3. ZOPA
4. Value Creation Through Trade Offs
5. Real & Perceived Negotiation Power
6. Midpoint
- Importance of ZOPA and Midpoint in Negotiation
- SPIN Model
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Does the word "contract" evoke the same feeling in you that the word "dentist" does? Are you, perhaps, someone who enjoys negotiating, but who could use some pointers on how to step up your game? Then this session — led by veteran meeting planner +Christy Lamagna CMP, CMM, CTSM — is for you. You can view the webinar on-demand here: http://www.youtube.com/watch?v=lqZpDjKrZ84.
Explore different negotiation strategies and tactics depending on with whom you are negotiating, learn key clauses to include in all your agreements, discover how to add value to your program while minimizing risk, focus on the critical component of clear, fact-based communication and the power that holds.
This information-packed, fast-paced session will inspire, educate and empower you!
About the speaker
Christy Lamagna, CMP, CMM, CTSM, (@SMEChristy) is the founder and chief strategist of Strategic Meetings & Events (smeplanners.com), an event planning company that specializes in producing events that achieve clients’ marketing and sales goals. With an ability to see the big picture while simultaneously understanding events down to the minutiae, Christy’s ability to create, market and execute programs has made her a leader in the industry. A former vice president of a Fortune 20 company and a member of five startup organizations, Christy has built successful marketing, event, travel and trade-show, departments for companies while helping them create or strengthen their brands and the infrastructure that supports them. Christy teaches event and meeting management classes at a college level and is working on an industry textbook on the science of strategic planning. She speaks at industry events whenever possible as a way of giving back to the profession that has given her 24 years of career satisfaction.She is a frequent contributor to Plan Your Meetings, penning solo advice columns as well as co-writing the popular “Beauty and the Brain” blog.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
A brief exploration of market power and how it affects behaviour. This episode explores tactical behaviour when the power balance between the parties is relatively even, and neither party really 'needs' the other party.
Its a business plan of school with all the required content you needed. its original but some are just information. The name we suggested is Green Motive school. Will be given on request and can only be used for education purpose.
(5) Sure Fire Hotel Contract Negotiation Tips I Bet U Missed!kimberlycorbin
Here are my (5) Sure Fire Hotel/Resort Contractual Terms that most companies or people miss during the contracting phase of booking guestrooms or meeting space from an industry expert insider with over 18 years experience in the current economic climate!
In this presentation, Chris Mercer of Mercer Capital discusses how to effectively structure buy-sell agreements. Topics addressed include triggering events, fixed price buy-sell agreements, formula price buy-sell agreements, and valuation process buy-sell agreements. Also discussed are the six defining elements that must be present in every valuation process agreement, including a focus on the use of life insurance proceeds.
This presentation is about the main conceptual instruments of negotiation and it covers the following topics:
- Meaning of Negotiation
- Instruments of Negotiation
1. BATNA
2. Reservation Price
3. ZOPA
4. Value Creation Through Trade Offs
5. Real & Perceived Negotiation Power
6. Midpoint
- Importance of ZOPA and Midpoint in Negotiation
- SPIN Model
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Does the word "contract" evoke the same feeling in you that the word "dentist" does? Are you, perhaps, someone who enjoys negotiating, but who could use some pointers on how to step up your game? Then this session — led by veteran meeting planner +Christy Lamagna CMP, CMM, CTSM — is for you. You can view the webinar on-demand here: http://www.youtube.com/watch?v=lqZpDjKrZ84.
Explore different negotiation strategies and tactics depending on with whom you are negotiating, learn key clauses to include in all your agreements, discover how to add value to your program while minimizing risk, focus on the critical component of clear, fact-based communication and the power that holds.
This information-packed, fast-paced session will inspire, educate and empower you!
About the speaker
Christy Lamagna, CMP, CMM, CTSM, (@SMEChristy) is the founder and chief strategist of Strategic Meetings & Events (smeplanners.com), an event planning company that specializes in producing events that achieve clients’ marketing and sales goals. With an ability to see the big picture while simultaneously understanding events down to the minutiae, Christy’s ability to create, market and execute programs has made her a leader in the industry. A former vice president of a Fortune 20 company and a member of five startup organizations, Christy has built successful marketing, event, travel and trade-show, departments for companies while helping them create or strengthen their brands and the infrastructure that supports them. Christy teaches event and meeting management classes at a college level and is working on an industry textbook on the science of strategic planning. She speaks at industry events whenever possible as a way of giving back to the profession that has given her 24 years of career satisfaction.She is a frequent contributor to Plan Your Meetings, penning solo advice columns as well as co-writing the popular “Beauty and the Brain” blog.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
A brief exploration of market power and how it affects behaviour. This episode explores tactical behaviour when the power balance between the parties is relatively even, and neither party really 'needs' the other party.
Its a business plan of school with all the required content you needed. its original but some are just information. The name we suggested is Green Motive school. Will be given on request and can only be used for education purpose.
Together with London Business School (LBS), Nordea created the Strategic Leadership Programme to empower its next-generation leaders to: think strategically about the future and about customers; align functions and strategies to the overarching Nordea Future Relationship Bank Strategy; and build trust across the whole business.
Learn more about our customised programmes: http://bit.ly/2mzsMM5
This is ppt version of business plan that has submitted before. you can check the original file over here.
http://www.slideshare.net/bubblecrack/business-plan-of-school
A guide for how to prepare and conduct and negotiations when in a buyer situation. How to handle climate management and other practical tools such as BATNA etc.
Successful negotiations for successful womenAnne Jones
This class was written for Georgetown Univ alumnae. This class discusses the concepts and strategies of negotiations as well as the key steps to take in a successful negotiation. Many of the attendees had salary negotiations as their area of interest (e.g. asking for a raise or a promotion). However, this class is appropriate for any type of negotiation. Enjoy!
Getting a Great Sale Price for Your CompanyMark Ostryn
Full video presentation available at strategiccompanysales.com
In this video presentation, Mark Ostryn from Strategic Company Sales (strategiccompanysales.com) a Sydney based business broker discusses the key methods for maximising the sale value of a company. In it he covers key strategies and profiles of optimum buyers including:
• If your buyer is in the same industry as yours, they get to neutralise a competitor, and consequently gain market share.
• Interstate or overseas buyers may see purchasing your company as a means to expanding geographically.
• The buyers company may also obtain cost benefits either through greater buying power with suppliers or reducing their own overhead. They may not need two accounts teams, field sales forces or receptionists.
• If your company has a good management team, growing earnings, operates in an expanding market and is not dependent on you, the owner for its future success, this can only enhance value.
• Finally, by acquiring your company, the buyer can enjoy the benefits of vertical integration
Management Of Contracts The D Os, Dontsutkarshjani
Most of the companies regulalry enter into complex contracts but seldom give due imporantance on effective management of the said contract. Here are some effective tools for the same
Companies fiddle constantly with their incentive plans and sales executives are always looking for ingenious ways to motivate their teams. If sales targets are missed, they blame the sales compensation plan and start over. Meanwhile, The finance organization views the comp plan as an expense to manage. That’s not
surprising: Sales force compensation represents the single largest marketing
investment for most B2B companies. So naturally finance tries to ensure that comp
plans have cost-control measures designed into them. Additionally, many companies
respond to cost-cutting pressure from the finance department with incentives that
backfire. More often than not, controls encourage salespeople to spend time with
customers according to the company’s internal needs, rather than when the customer
is ready to buy.
This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training. Recently
sales has been caught off guard by dramatic changes in customers’ buying behavior and sales performance has grown increasingly erratic. The very approaches that made the sales machine so effective now make selling harder. The sales machine is stalling. Leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps’ reliance on insight and judgment.
Companies have become savvy customers; they have often determined the solution and the supplier they need, and the price they are willing to pay, before the salesperson enters the scene. In this competitive environment, the premium on finding, training, motivating and retaining star performers has never been higher.
Because firms only measure past sales performance, they have limited insight into how a salesperson will do going forward and what types of training and incentives
will be most effective. Failing to forecast a salesperson’s future value can lead to costly misallocation of training and incentive dollars. Many firms overvalue their poor performers and undervalue their stars, which might lead to undervalued top salespeople to slip trough their fingers and into competitors’ arms. This article illustrates a novel method for measuring a salesperson’s future profitability to the firm. Future performance is linked to specific types of training and incentives and show how those investments can dramatically boost revenue.
Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
This document summarizes three connected pieces of work by Steve W. Martin, that should resonate with salespeople and sales managers alike. A lot of research has been conducted concerning the right capabilities a salesperson should have to become a high-performing top salesperson. This project involved the interviewing of top salespeople and sales leaders to gather more information
about the attributes necessary to exceed your quota.
This interesting articles suggest that successful salespeople need not always
exhibit extrovert tendencies, nor will salespeople be at a complete disadvantage
if they introverts. The author works on a concept proposed by bestselling author
Daniel Pink and proposes the ambivert (referring to an individual who falls
between an extrovert and an introvert) as the ones who are more likely to be
successful in the long run. Basing himself on a sample of salespeople, Adam
Grant, proves his point and offers some pointers for sales managers.
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
Based on extensive research, this study by the Corporate executive Board
(CEB) builds on their idea of the challenger sale by providing strategies by
which salespeople can better understand the diversity that exists in the decision
making unit of the customer and work on making sure that the diversity does
not drive apart the customers from a key decision. On the contrary successful
salespeople work on developing a consensus in the decision making unit of the
customer and using this to drive home the sale. The various strategies to help
consensus are then elaborated in the article.