This document provides an overview of negotiation skills and strategies. It begins by listing the presenter's qualifications and experience in negotiations. It then lists several books on negotiation techniques and provides high-level summaries of their approaches. The rest of the document outlines specific negotiation strategies and techniques, including determining interests, understanding best alternatives, assuming interests to test, mirroring language, labeling statements, using questions, and managing deadlines. The overall summary is a guide to effective negotiation skills and strategies drawn from literature.

1. Negotiations

2. Gustaaf Vocking MSc MBA
Ø Master of Econometrics
Ø Bachelor of Business information science
Ø Psychology and post Doc didactic skills
Ø Executive MBA (Nyenrode, Kellogg and Stellenbosch)
Ø Entrepreneur since age of 15
Ø Management Coach/Consultant/Trainer
Ø Leadership/Communications/Brain skills
Ø Managers/Professionals/Experts
Ø Europe & USA
Ø >20 year Project & Program management experience
Ø >10.000 (senior) managers and experts

3. Negotiations?

4. By the book(s)?!

5. Books: Getting to yes

6. Books: Getting passed no

7. Books: Beyond reason

8. Books: 3D Negotiation

9. Books: Getting more

10. Books: Barganing with the devil

11. Books: Start with No

12. Books: Never split the difference

13. Determine what you
want ánd why
Determine what they
want ánd why
Synergize to get all
what they really want
0.
2.
3 step persuasion
1.

14. Books: Getting to yes

15. Books: Getting to yes

16. How to overcome negotiation fear?

17. Positional negotiation view
0 Ask0AskLowestBid0 BidHighest

18. Determine what you
want ánd why
Determine what they
want ánd why
Synergize to get all
what they really want
0.
2.
3 step persuasion
1.

19. What if No Deal? BATNA
Best
Alternative
To a
Negotiated
Agreement

20. Positional negotiation view with BATNAs
0 Ask0AskLowestBid0 BidHighest
BATNAA BATNAB

21. Positional negotiation view with BATNAs
0 Ask0AskLowestBid0 BidHighest
BATNAA BATNABBATNA influenced

22. Determine what you
want ánd why
Determine what they
want ánd why
Synergize to get all
what they really want
0.
2.
3 step persuasion
1.

23. How to know what they want & why?

24. Assume Hypothesize and test

25. Assume Hypothesize and test

26. Voice
ü Smile
ü Slow it down
q Late night DJ
q Positive & playful
q Direct & assertive

27. Mirroring
Ø Similarity
Ø Connectors
1. Late night DJ voice
2. “I’m sorry…”
3. Mirror (ca. 3 words)
4. Silence
5. Repeat

28. Labelling
ü Acknowledge
ü Silence
Ø “I…”
Ø “It seems like…”
Ø “It sounds like…”
Ø “It looks like…”
Ø “It feels like…”

29. Accusation audit
1. Label
2. Check for accusation
3. Seek the negative
4. Build (on) empathy

30. Master Yes No
☛“Yes…”
☛No starts it
☛No alters
☛No offers
Ø safety,
Ø security
Ø control
☛Get them to say it (first)

31. Yes Yes
☛Counterfeit
☛Confirmation
☛Commitment
☛Yes That’s right!
☛You’re right!

32. Deadlines?!
☛Impulsiveness
☛Resist the urge
☛Use their urge
☛Share your
deadline

33. Calibrated questions
☛ The listener controls
☛ Can, is, are, do, does
☛ Avoid yes or short answer question

34. Calibrated questions
☛ What makes you ask?
☛ What about … is important to you ?
☛ How can I help make this better for us?
☛ How would you like me to proceed?
☛ What is it that brought us into this
situation?
☛ How can we solve the problem?
☛ What’s the objective?
☛ What are we trying to accomplish here?
☛ How am I supposed to do that?

35. Questions?
Mail me: gustaaf.vocking@power2improve.com
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