Negotiation Webinar
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This document discusses negotiation strategies and techniques. It outlines the negotiation process as having four stages: prepare, open, trade, and agree. The goal of negotiation is to reach a win-win outcome where both parties find the agreement mutually acceptable. Key strategies discussed include understanding your counterpart's priorities, making trades of costs and values, and using different tactics during negotiation such as time pressure or bluffing to gain leverage.
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Negotiation Webinar
- 1. NEGOTIATION: •The process by which two or more parties move from initial disparity to agreement •The art of reaching a mutually acceptable outcome
- 2. WIN/WIN I Win You Lose I Win You Win I Lose You Lose I Lose You Win
- 4. WIN/WIN – THE THIRD WAY 31 2
- 6. PREPARE – “KEY LEVELS” Must Like Intend Intend Like Must
- 7. TRADING Costtous Value to them Nil Sum Game
- 8. TRADE – IF YOU… THEN I… If you pay the invoice quicker, then I will reduce the price by 5%
- 10. POWER 1. Information 2. Time pressure 3. Relative need 4. Authority 5. Lack of authority 6. Credibility 7. Competition 15.Reward 16.Punishment 17.Risk taking 18.Commitment 19.Persistence 20.Attitude 21.Ability 8. Morality 9. Expertise 10.Empathy 11.Identification 12.Investment of time 13.Investment of effort 14.Investment of money
- 11. TACTICS 1. Time 2. Squeeze 3. Triangular Auction 4. Budget Bluff 5. Trawl 6. Good/Bad Cop 7. Salami 8. Brooklyn Optician 9. The Russian Front 10. Buy now Bargain Later 11. Slow Boat 12. Gentle Touch 13. Colombo 14. Happy?