The document discusses various negotiation strategies aimed at reducing anxiety and achieving successful outcomes. It emphasizes preparation, maintaining a positive and open stance, and using specific techniques like silence and patience. The importance of clarity and avoiding threats during negotiations is also highlighted.

11. Experience reduces anxiety

12. Get as
much as
you can

13. Describe your position
Successful
negotiating Negotiation price range
techniques
Avoid insult
The big moves at begining
Splitting the difference
Ask for more
Do your home work
Be helpful positive & open
Ask questions
Physical exercise
Use silence

14. Exercise 2
Bracelet negotiation

15. If you
don’t
agree…
Don’t
negotiate
under
threats

16. If you You’re
don’t atrocious
agree…
Don’t Don’t
negotiate respond in
under kind
threats

17. If you You’re They’ll do
don’t atrocious this project
agree… for half
Don’t Don’t
negotiate respond in Call their
under kind bluff
threats

18. If you They’ll do We must
You’re move to
don’t atrocious this project
agree… for half another
room
Don’t Don’t Be
negotiate respond in Call their endlessly
under kind bluff patient
threats

19. If you They’ll do We must If you
You’re move to
don’t atrocious this project could just
agree… for half another include…
room
Don’t Don’t Be Be clear
negotiate respond in Call their endlessly on what’s
under kind bluff patient included
threats

20. If you They’ll do We must If you The GAG
You’re move to
don’t atrocious this project could just guide
agree… for half another include… says…
room
Don’t Don’t Be Be clear
negotiate respond in Call their endlessly on what’s Avoid
under kind bluff patient included answering
threats

21. If you They’ll do We must If you The GAG How
You’re move to
don’t atrocious this project could just guide could you
agree… for half another include… says… do this..
room
Don’t Don’t Be Be clear Affirm your
negotiate respond in Call their endlessly on what’s Avoid goal of
under kind bluff patient included answering fairness
threats

22. CONFUSED
NEGOTIATOR
: “I just don’t
understand
why this
should take
six months”

23. INDECISIVE
NEGOTIATOR
CONFUSED : “I can’t
NEGOTIATOR move ahead
: “I just don’t until I have
understand consensus”
why this
should take
six months”

24. INDECISIVE AGRESSIVE
NEGOTIATOR NEGOTIATOR:
CONFUSED : “I can’t “the word is,
NEGOTIATOR move ahead your firm has a
: “I just don’t until I have bad reputation
understand consensus” for …”
why this
should take
six months”

25. INDECISIVE AGRESSIVE
NEGOTIATOR NEGOTIATOR:
CONFUSED : “I can’t “the word is, EMOTIONAL
NEGOTIATOR move ahead your firm has a NEGOTIATOR:
: “I just don’t until I have bad reputation “I can’t believe
understand consensus” for …” that you would
why this put me in this
should take position
six months”

26. Exercise 3
Book negotiation

27. Strategy

28. Presentation logic
Why now
Driving Analysis
forces
The show Feedback

29. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
The show Feedback

30. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
Your moment The show Feedback

31. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
Your moment The show Feedback
Their moment

32. History
Current situation
Competitive mix
Insights and perspective
Strength/Weakness
es
Project
Why now
Defining factors
Insights & recommendations
Feedback

33. Exercise 4
Comcast AR pitch