If people want to reach higher objectives during a limited time it is recommended cooperate with several people of different parties to reach those higher objectives. In real life we see that the objectives of the different people can differ a lot depending for which party they work. In order to reach the higher objective way for all parties on a sustainable, good negotiation is the elementary driver. However, negotiation is not always that easy as it seems. Especially not in times when resources are limited, it is hardly possible to create durable agreements. Mostly we see in times of limited resources that more compromises are made instead of durable agreements which enable all parties to move on towards their next objective. What can we do in order to create WIN/WIN agreements in times of limited resources. By the 5 mentioned basic rules and the 3 keys to success, you will learn the basics of Value-negotiation.

1. Definition
A
B
A = Position
B = Objective(s)
That is Negotiation

2. Definition
A
B
A = Position
B = Objective(s)
What is Negotiation?

3. Definition
A
B
A = Position
B = Objective(s)
What is Negotiation?

4. Definition
A
B
A = Position
B = Objective(s)
This is Negotiation

5. WHEN does it start?
AT YOUR FIRST MEETING

6. WHEN does it start?
RULE N°1:
BUY YOUR SEAT AT THE NEGOTIATION TABLE BY EARNING CREDITS
AT YOUR FIRST MEETING

7. HOW does it work?
KNOW YOUR:
1) POSITION
2) OBJECTIVE(S)
 Create strategy
The process – RULE N°2

8. HOW does it work?
Talk about your objectives
BUT
Never give away your position
The process – RULE N°3

9. HOW does it work?
The process – RULE N°4

10. HOW does it work?
ALWAYS PLAY FAIR, avoid conflicts!
The process – RULE N°4

11. HOW does it work?
Relation
ADMIT
WIN WIN MORE
AVOID
COMPROMIS
Objective
The process – RULE N°4

12. HOW does it work?
HOW DO WE
GET HERE?
Relation
ADMIT
WIN WIN MORE
AVOID
COMPROMIS
Objective
The process – RULE N°4

13. WIN WIN MORE?
Main
capability
KEY 1: INTEREST
Mindset Sincere
curiosity
Skills
Supporting capabilities
Rational engagement /
serenity
Inquisitiveness Perspective taking /
Listening
The process – RULE N°5

14. WIN WIN MORE?
KEY 1: INTEREST
KEY 2: VALUE
STEP 1
STEP 2
CREATION
JUDGE
(BRAINSTORM)
The process – RULE N°5
STEP 3
EXECUTE

15. WIN WIN MORE?
KEY 1: INTEREST
KEY 2: VALUE
KEY 3: MAKE THE DEAL
The process – RULE N°5

16. 5 Basic Rules