This document provides strategies and tactics for negotiation skills. It discusses making connections with others by showing respect. High aspirations are important for negotiation - aiming high in initial offers correlates with better outcomes regardless of skill. "No" can be a powerful negotiation tool when used respectfully. Analyzing one's bargaining power and focusing on expanding opportunities rather than dividing a fixed pie are keys to achieving win-win agreements. Listening well to understand interests and find joint gains is emphasized.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
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
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more.
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
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
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more.
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
Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
(Co-presented with Jack Molisani) Negotiation. Just saying the word makes many people quake in terror or withdraw in discomfort because it feels adversarial to them. But, change the word to collaboration and people smile and lean in to hear more. And yet, that is what negotiation really is-collaborative problemsolving. You have something someone else needs and they have something you need. Identifying how each person can get their needs
met in a way that satisfies both parties is the core of what negotiation is all about. In this energetic workshop, we will change the way you look at negotiation, give you some tools that you can use immediately, and opportunities to practice your new skills.
At this workshop, you will gain the following:
• Understanding of how to negotiate and when
• Techniques for effectively negotiating
• Practice in these types of negotiations:
-- Salary
-- Vendor
-- Client
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Hire a Web Vendor with Confidence - Geonetric WebinarGeonetric
Take a new approach to hiring a Web vendor. Everyone knows that job interview questions can be daunting — and quite telling. Why aren't these same types of questions used during your vendor selection process? They should be! Learn why your Web vendor is one of the most important hires you'll make. You'll learn how to go beyond traditional content management software demonstrations and score cards, to ask the questions that allow you to evaluate potential candidates just as carefully as you would for an internal position. Don't let a poor hire set your website — or market position — back!
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Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
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This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
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Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
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Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
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This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
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1. Tune Up Your Negotiation Skills
Tactics and Strategies
Andrew L. Urich, J.D.
Puterbaugh Professor of
Ethics & Legal Studies
Spears School of Business
Oklahoma State University
405.744.8619
aurich@okstate.edu
www.andrewurich.com
2. Making a Connection
The World’s Greatest Car Salesman
• We like, trust, and believe people who like us.
3. Making a Connection
Overcoming Fear
Nikita Khrushchev
My Sales Philosophy
“When you are skinning your customers,
you should leave some skin on,
to grow again
so you can skin them again.”
6. Making a Connection
Small Software Co. vs. Massive
Industrial Powerhouse, Inc.
“This product is provided subject to an
evaluation condition. In the event that the
software is deemed unacceptable by the
buyer for any reason, at the sole discretion
of the buyer, the buyer shall incur no
obligation to make the final payment as
described in the above payment schedule.”
7. Program Introduction & Goals
What We Need To Know
Strategies focus on what makes things
happen. They help bring about desired
outcomes as a result of particular actions.
Tactics are processes and techniques you
implement to:
Get more.
Pay less.
Reach agreement more quickly.
Maintain a positive relationship.
8. Program Introduction & Goals
What We Need To Know
1. What is the essence of negotiation?
(Not what everyone seems to think)
2. Which negotiation variable has the highest
correlation with “winning” negotiations?
3. How do I plan for a negotiation?
9. Program Introduction & Goals
What We Need To Know
4. How can I adopt a win/win (more/more)
focus without becoming Pollyanna?
5. Appreciate the vital importance of “no.”
6. How can I increase my bargaining power?
10. Exercise
Negotiation of a Movie Contract
On a scale of 1 to 10 please note your
satisfaction level when you finish
1 = dissatisfied 10 = extremely happy
1 5 10
dissatisfied extremely
happy
12. Change Your “Mental Model” of Negotiation
Have you ever heard anyone say this?
“Negotiation is an inefficient waste
of time. Can’t we quit messing
around and get to the bottom
line?”
•Saturn
•Winner’s curse
•The box or the curtain
13. Change Your “Mental Model” of Negotiation
Change Your “Mental Model”
• Completely new focus: It's the experience,
not the terms, that will provide satisfaction
to the other party.
• Don't look at negotiation as a necessary
evil.
A) It's an opportunity to discover their
bottom line.
B) And an opportunity to demonstrate
the FAIRNESS of your position.
14. Change Your “Mental Model” of Negotiation
Which provides more satisfaction?
A) a bad deal mistakenly considered to be
a good deal.
B) a good deal mistakenly considered to be
a bad deal.
15. Program Introduction & Goals
What Does it Mean to “Win?”
The Bargaining Area
$200,000 $215,000 $235,000 $250,000
Buyer
Seller
Bargaining
Area
16. What matters most?
Which of these factors are most highly correlated
with successful negotiation outcomes?
• Bargaining power
• Aspiration level
• Skill of the negotiator
17. High Aspirations
Research on Aspiration Level
• High aspirants beat low aspirants without
regard to skill or power.
• Skilled negotiators without power lowered
their aspirations.
18. High Aspirations
Power of High Aspirations
• Reciprocity and Anchoring
• Boy Scout circus
• Giant teddy bear
• Barbeque restaurant
• Analysis that does not improve decision making
tends to be a waste
• Wife’s shoes
• Selling up harder than selling down
• Pick your clothes dryer
• You will not exceed your aspiration.
• First offer makes a huge impact.
• Who should make the first offer?
19. High Aspirations
Factors Restraining High Aspirations
• Fear of offending
• Time constraints
• Fear of failure: A culture averse to failure
stifles exploration, experimentation and
discovery
• It’s more work
20. Win/win
Make the Pie Bigger
Instead of Arguing About How to Slice It
• Win/win is an attitude. (Fixed Pie Fallacy)
• 62% buy into the fixed pie fallacy.
• Pay close attention to their concerns.
• Increase their “value.” Make it easier for
them to buy from you.
• Reduce their opportunity cost (because if they deal
with you they aren’t dealing with someone else)
• Use creativity, diligence and enthusiasm to
identify new options – Stephen Covey’s
“Third Alternative.”
22. Win/Win
Listen First
• Are you projecting?--Listen for something
unexpected.
• “They” know everything you want to know.
• Listen for opportunities to make the pie bigger?
• Identify their problems before you sell a solution.
• Take notes.
• Listen twice as much as speaking.
23. Analyze Your Level of Satisfaction
How Do You Know When to be Satisfied?
• Are your criteria arbitrary?
• Remember, you never get to see the bargaining
area.
• Our satisfaction level is based on…..
1. Our expectation
2. How we were treated during the negotiation
• Are you impacted by how far you moved from
their starting point?
• Are you impacted by their pain?
24. The Power of “No”
“NO” Induces Trauma
• Develop a positive “NO.”
• Being ready, willing, and able to say “no”
gives you power.
• Knowing when to say “no” gives you power.
• Setting Priorities: Risk-adjusted present value
of opportunities relative to resources consumed
(such as scarce talent or capital)
25. The Power of “No”
A lot of problems are caused by people who say
“yes” when they should say “no.”
• Southwest Airlines: The King of “No!”
• No food
• No choice of planes
• No assigned seats
• No extra baggage
• No first class
• No shared reservation system
• No expensive equipment
• Why we need a Sales Manager
• Failure to say “no” leads to disaster
26. The Power of “No”
Concept Summary
1. “No” is the key to success.
2. Practice your “no!”
3. Slow down
1. Hmmmm….
4. Focus on the relationship not the terms.
1. Manage emotions
2. Show respect
5. Manage their response to your “no.”
1. Fear
2. Guilt
6. You don’t want to win them all.
27. Evaluating and Building Bargaining Power
Understanding Bargaining Power
• Don’t underestimate your power.
• Don’t dwell on your weaknesses.
• The illusion of power
• The power of competition
• The power of legitimacy
29. Landlord - Tenant Exercise
Paving the Parking Lot and Utilities
• Landlord Paving the Parking Lot:
• You pay 0 Win/Win
• Split it 50/50 2000
• Tenant pays 5000 Landlord Paving 5000
Utilities 0
• Tenant Paving the Parking Lot:
• You pay 0 Tenant Paving 0
• Split it 50/50 1000 ________Utilities 5000_____
Total 10000
• Landlord pays 2000
• Landlord Paying Utilities
• You pay 0 Split it
• Split it 50/50 1000
Landlord Paving 2000
• Tenant pays 2000
Utilities 1000
• Tenant Paying Utilities Tenant Paving 1000
• You pay 0 ________Utilities 2000_____
• Split it 50/50 2000 Total 6000
• Landlord pays 5000
30. Landlord - Tenant Exercise
Exercise Summary
• Win/Win Paving and Utilities
• Who made the first offer? High Aspirations?
• You both wanted the same thing
• Listening advantage
• Satisfaction trap
• Anyone leave pie in the plate?
• Fairness? Trouble saying no?
• Any lapses in trust?
32. References
• Ailes, Roger. You Are the Message. New York. Doubleday, 1988.
• Bazerman, Max H. Smart Money Decisions, Wiley & Sons, 1999
• Cialdini, Robert B. Influence: The Psychology of Persuasion, Harper Collins, 2007
• Cohen, Herb. You Can Negotiate Anything. Secaucus, N.J.: Lyle Stuart, 1980
• Covey, Stephen R. The 7 Habits of Highly Effective People. New York: Simon &
Schuster, 1989.
• Dayton, Doug. Selling Microsoft. Holbrook, MA., Adams Media Corporation, 1997.
• Fisher, Roger and William Ury. Getting to Yes. New York: Viking Penguin, Inc.,
1981.
• Forsyth, Patrick. The Negotiator's Pocketbook. London: Alresford Press Ltd., 1993.
• Johnson, Spencer. The One Minute Sales Person. William Morrow, N.Y, 1984.
• Karrass, Chester L. Give and Take. New York: Harper Collins, 1993.
• Karrass, Chester L. The Negotiating Game. New York: Harper Collins, 1992.
• Koch, Charles G., The Science of Success, Wiley & Sons, 2007.
• Kozicki, Stephen. The Creative Negotiator. Pyrmont, Australia: Gower, 1993.
• Lewicki, Roy J., et.al. Negotiation. 2nd Edition., Irwin, 1994.
• Lewicki, Roy J., et. Al. Essential of Negotiation, 4th Ed. McGraw Hill, 2007
• Nierenberg, Gerald 1. The Art of Negotiating. New York: Barnes & Noble, 1995.
• Paul, Richard. Critical Thinking. Santa Rosa, CA: Foundation for Critical Thinking,
1993.
• Schoonmaker, Alan N. Negotiate to Win: Gaining the Psychological Edge.
Englewood Cliffs, N.J.: Prentice Hall, 1989.