This document provides an overview of negotiation strategies and techniques. It begins by defining negotiation as a process of combining divergent positions into a joint agreement unanimously. It then distinguishes negotiation from communication and sales. Various negotiation structures are presented, including preparing, sharing information, and making an agreement. Tips are offered such as thinking ahead, not making concessions without reason, and seeking to expand opportunities rather than compete. Examples of negotiations with candidates, clients, and executives are briefly discussed. The document concludes by recommending books and websites for further reading on negotiation strategies.

1. Negotiation Crash Course
Dmitriy Scherbina
Technical Program Manager @ Ring
A-Players Recruiting School 2019

2. Negotiation
Negotiation is a process of combining divergent positions into
a joint agreement under a decision rule of unanimity
Wikipedia

3. Negotiation?
1. Asking for a salary increase
2. Discussing a time for a meeting with a friend
3. A waiter asks you for more tips

4. Negotiation vs Sales vs Communication
Communication
↓
Sales
↓
Negotiation

5. Negotiation structure
1. Prepare: Know what you want. Understand them.
2. Open: Put your case. Hear theirs.
3. Argue: Support your case. Expose theirs.
4. Explore: Seek understanding and possibility.
5. Signal: Indicate your readiness to work together.
6. Package: Assemble potential trades.
7. Close: Reach final agreement.
8. Sustain: Make sure what is agreed happens.

6. Negotiation structure
1. Prepare and create a strategy
2. Share information
3. Auction
4. Make an agreement and get a guarantee

7. Negotiation structure
1. Prepare
2. Negotiate
3. Make an agreement

8. Negotiation structure
1. Negotiate
2. Make an agreement

9. Complex/Hard/Important Negotiations
● High stakes
● High risk
● High contrast in starting positions
● Tight constraints (time, money)
● “Crazy” opponent (emotional, manipulative)

10. dependence
interest
Negotiation Power

11. Golden Tip #1
Think ahead and come up with
several negotiation strategies and
exit points

12. Golden Tip #2
Do not make concessions
without a reason

13. Golden Tip #3
Seek for expanding the pie

14. Negotiations with a candidate
● Lesson 5. Communications (candidates) – Anastasiia Zhoga
● What’s negotiable?
● Hiring manager perspective

15. Negotiations with a client
● Lesson 7. Communications (business) – Lesya Arnold
● Ask, clarify, request, query, question, refine, specify, define

16. Negotiations with executives
● What’s negotiable?
● Executive perspective

17. Mentality differences
You can significantly reduce the effect if:
1. You have a decent level of the native language of your
partner or opponent (prefer faster over grammatically
correct)
2. You are honest
3. Your actions are transparent
4. Your actions bring value

18. My experience
1. Office rental 🤠
2. Closing 135 m/y project, $5M+ 🤑
3. Counter-offer 🤝
4. Buying a car 😭
5. Negotiating equity stake ☹

19. Silver Tips
1. Do not negotiate with idiots
2. Negotiation is led by the one who asks questions
3. Negotiation is a process of influencing images in your
opponent’s head

20. What to read?
1. Everything is negotiable – Gavin Kennedy
2. Negotiation: An A-Z Guide – Gavin Kennedy
3. https://hbr-russia.ru
4. http://maxtraining.com.ua

21. Thank you!
facebook.com/dmishh