This document provides guidance on effective negotiation strategies and techniques. It discusses that negotiation involves getting what you want from others while also benefiting them. Proper preparation is key and includes understanding the other parties' needs and tactics, having alternative options, and establishing goals and opening positions. When negotiating, one should establish rapport, remain flexible, aim high but not underestimate the other side. Planning involves defining issues and interests, analyzing the other parties, and knowing your limits. Effective negotiators define goals, focus on interests, communicate clearly, keep an open mind and appear confident while preparing for different potential outcomes.
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.
The only learning simulators which guarantees a 90% completion rate in more than 1,000 clients. These award winning game-based learning products are now available in India.
Negotiation skills game:
Merchants is the first online negotiation skills simulator that allows learning to occur through an almost life-like interaction where learners take place of merchants in old Venice.
Leadership skills game:
The Pacific game offers a unique survival adventure that allows learning about leadership skills, motivation, conflict resolution, delegation and empowerment.
To attend the public event closest to you check our calendar:
http://greenbookslearning.com/events/all
The Better Ways to Improve Your Negotiation SkillsAbhishek Shah
Here are 10 tips you can implement immediately to improve your negotiation skills. Ultimately, the more you improve your negotiation skills, the more likely your sales motivation will improve as well.
Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
This document provides guidance on effective negotiation strategies and techniques. It discusses that negotiation involves getting what you want from others while also benefiting them. Proper preparation is key and includes understanding the other parties' needs and tactics, having alternative options, and establishing goals and opening positions. When negotiating, one should establish rapport, remain flexible, aim high but not underestimate the other side. Planning involves defining issues and interests, analyzing the other parties, and knowing your limits. Effective negotiators define goals, focus on interests, communicate clearly, keep an open mind and appear confident while preparing for different potential outcomes.
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.
The only learning simulators which guarantees a 90% completion rate in more than 1,000 clients. These award winning game-based learning products are now available in India.
Negotiation skills game:
Merchants is the first online negotiation skills simulator that allows learning to occur through an almost life-like interaction where learners take place of merchants in old Venice.
Leadership skills game:
The Pacific game offers a unique survival adventure that allows learning about leadership skills, motivation, conflict resolution, delegation and empowerment.
To attend the public event closest to you check our calendar:
http://greenbookslearning.com/events/all
The Better Ways to Improve Your Negotiation SkillsAbhishek Shah
Here are 10 tips you can implement immediately to improve your negotiation skills. Ultimately, the more you improve your negotiation skills, the more likely your sales motivation will improve as well.
Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
Negotiation is a process of communication between two or more parties to influence each other and reach an agreement. It can involve compromise to benefit both sides. There are two main types of negotiation: distributive negotiation which focuses on fixed resources and competitive goals, and integrative negotiation which aims to find mutually beneficial outcomes through problem solving and addressing underlying interests. Key factors for successful negotiation include thorough planning, understanding different perspectives, ensuring the right stakeholders are represented, and finding possible compromises.
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.
The document introduces Corporate Energy Train, a training program aimed at developing soft skills in corporate employees. It discusses how technical skills alone are insufficient for career success. The program will provide affordable training in various soft skills like communication, leadership, creativity and more. Employees and employers can benefit from improved performance and results. Groups of qualified trainers will conduct sessions at company premises to help employees enhance their skills and career prospects through this continuous training program.
This document discusses various aspects of negotiation theory and techniques. It covers negotiation styles, the role of emotions, and strategies such as taking initiative, livening up discussions, and using fatigue to gain consent. It also references negotiation practices in different countries and techniques to influence outcomes. The key topics are the evolution of negotiation theory, definitions of negotiation, the importance of understanding interests rather than just competing, and debates around managing emotions in negotiations.
This document discusses different negotiation techniques and strategies. It contrasts distributive negotiation, which assumes positions are mutually exclusive and results in win-lose outcomes, with integrative negotiation, which focuses on integrating interests to find win-win agreements. Integrative negotiation involves understanding each party's underlying interests rather than just their stated positions. Factors that facilitate integrative agreements include common goals, problem-solving ability, accepting other positions as valid, trust, commitment to work together, and clear communication. The document also discusses negotiation planning, noting that planning is more important than having a set plan, and should focus on understanding social and human dynamics. It includes a negotiation planning worksheet to map out minimum and maximum positions for both parties to identify the zone
Dr. Rick Goodman discusses principles for improving negotiation abilities through enhanced communication skills. For more assistance on building negotiation skills visit www.rickgoodman.com or www.advantagecontinuingeducationseminars.com
This document provides useful phrases for different stages of negotiation, including introducing oneself, ordering items, checking information, disagreeing or refusing offers, and offering alternative options. Phrases are given for requesting quantity and delivery details, confirming payment and contract terms, and politely declining proposals. The document aims to equip negotiators with appropriate language for common situations that may arise during business discussions and negotiations.
This document discusses key concepts in negotiation including preparation, patience, persistence, perspective, BATNA, reserve price, ZOPA, anchoring, framing, and leverage. It defines negotiation as a formal discussion between parties trying to reach agreement. The document outlines two main types of negotiation: distributive and integrative. Effective negotiators understand both sides' interests, maintain an open mind, and focus on finding mutually beneficial solutions rather than arguing positions.
A select few slides from our recent Negotiation Skills Webinar. (Client details have been removed). From The Hayden Partnership www.haydenpartnership.com
Measure, report and increase training impact & ROI. Credible, data-driven and actionable reporting of your training impact is critical for making right investment decisions.
Develop a training evaluation plan.
Evaluate your training programs.
Identify gaps.
Increase training ROI
Report training impact & ROI to your stakeholders
Greenbooks has trained 300+ learning professionals in training evaluation, many from the fortune 500 companies.
Check the training evaluation workshop closest to you in our event calendar:
http://greenbookslearning.com/events/all
This document provides an overview of negotiation skills for real estate deals. It discusses managing effective negotiations, handling objections, overcoming pricing objections, and techniques for closing deals. Specific tips covered include knowing your product and competitors, understanding buyer motivations and personality types, focusing on issues of mutual agreement, and not being defensive in response to objections. The goal of negotiations should be to achieve a win-win agreement that satisfies both buyer and seller.
Negotiation expert Victoria Pynchon shares how you can get what you want at work with the members of Connect: Professional Women's Network. To continue the conversation or join the LinkedIn group for free, visit www.linkedin.com/womenconnect.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
PYP Exhibition - Coffee Morning PresentationSonya ter Borg
This is the presentation we gave to our parents to introduce the idea of 'The Exhibition' to them at a morning coffee event. We decided to visually represent the ideas we wanted to get across rather than read to them words off the screen.
Negotiation consists of discussions between two or more parties to reach an agreement. The pre-negotiation process involves identifying the negotiation type, setting goals and positions, analyzing the other party, establishing bargaining strategies, and assessing alternatives. Effective negotiation strategies include anchoring offers, focusing on the other side's interests, seeking clarification, and making strategic concessions. The negotiation process involves selecting an appropriate meeting place, seating arrangements, introductions, warming up discussions, creating and sharing value, and reaching consensus to finalize an agreement in writing. Post-negotiation may involve further improving the agreement.
A guide for how to prepare and conduct and negotiations when in a buyer situation. How to handle climate management and other practical tools such as BATNA etc.
Negotiation is a dialogue between two or more parties aimed at reaching an understanding or agreement. It involves parties trying to gain advantage for themselves while also aiming for compromise. Negotiation occurs in various contexts like business, government, legal proceedings, and personal situations. It follows stages including preparation, discussion, clarifying goals, negotiating towards a win-win solution, agreeing on a course of action, and implementing it. The attitude, interpersonal skills, and knowledge of those involved are important elements to consider.
The document discusses the rise of social lending, where individuals can directly lend and borrow money from each other through online platforms like Zopa, cutting out the traditional banks. It provides an overview of how social lending works, highlighting benefits for both borrowers who receive lower rates and lenders who can earn higher returns compared to traditional banking options. The document also looks at challenges and opportunities for social lending platforms to further grow by embracing principles of community, transparency, control and ethicality.
The document provides information on sales, including definitions of a sale, different types of salespeople, selling to different personality styles, and the 7 stages of the sales cycle. It discusses prospecting, planning and preparation, qualifying prospects, setting appointments, presentations, addressing objections, closing the sale, and follow ups. The key aspects covered are defining a sale, outlining 5 types of salespeople, describing 4 different buyer personality styles and how to handle each, and explaining the 7 stages of the sales cycle from prospecting to follow ups.
Negotiation is a process of communication between two or more parties to influence each other and reach an agreement. It can involve compromise to benefit both sides. There are two main types of negotiation: distributive negotiation which focuses on fixed resources and competitive goals, and integrative negotiation which aims to find mutually beneficial outcomes through problem solving and addressing underlying interests. Key factors for successful negotiation include thorough planning, understanding different perspectives, ensuring the right stakeholders are represented, and finding possible compromises.
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.
The document introduces Corporate Energy Train, a training program aimed at developing soft skills in corporate employees. It discusses how technical skills alone are insufficient for career success. The program will provide affordable training in various soft skills like communication, leadership, creativity and more. Employees and employers can benefit from improved performance and results. Groups of qualified trainers will conduct sessions at company premises to help employees enhance their skills and career prospects through this continuous training program.
This document discusses various aspects of negotiation theory and techniques. It covers negotiation styles, the role of emotions, and strategies such as taking initiative, livening up discussions, and using fatigue to gain consent. It also references negotiation practices in different countries and techniques to influence outcomes. The key topics are the evolution of negotiation theory, definitions of negotiation, the importance of understanding interests rather than just competing, and debates around managing emotions in negotiations.
This document discusses different negotiation techniques and strategies. It contrasts distributive negotiation, which assumes positions are mutually exclusive and results in win-lose outcomes, with integrative negotiation, which focuses on integrating interests to find win-win agreements. Integrative negotiation involves understanding each party's underlying interests rather than just their stated positions. Factors that facilitate integrative agreements include common goals, problem-solving ability, accepting other positions as valid, trust, commitment to work together, and clear communication. The document also discusses negotiation planning, noting that planning is more important than having a set plan, and should focus on understanding social and human dynamics. It includes a negotiation planning worksheet to map out minimum and maximum positions for both parties to identify the zone
Dr. Rick Goodman discusses principles for improving negotiation abilities through enhanced communication skills. For more assistance on building negotiation skills visit www.rickgoodman.com or www.advantagecontinuingeducationseminars.com
This document provides useful phrases for different stages of negotiation, including introducing oneself, ordering items, checking information, disagreeing or refusing offers, and offering alternative options. Phrases are given for requesting quantity and delivery details, confirming payment and contract terms, and politely declining proposals. The document aims to equip negotiators with appropriate language for common situations that may arise during business discussions and negotiations.
This document discusses key concepts in negotiation including preparation, patience, persistence, perspective, BATNA, reserve price, ZOPA, anchoring, framing, and leverage. It defines negotiation as a formal discussion between parties trying to reach agreement. The document outlines two main types of negotiation: distributive and integrative. Effective negotiators understand both sides' interests, maintain an open mind, and focus on finding mutually beneficial solutions rather than arguing positions.
A select few slides from our recent Negotiation Skills Webinar. (Client details have been removed). From The Hayden Partnership www.haydenpartnership.com
Measure, report and increase training impact & ROI. Credible, data-driven and actionable reporting of your training impact is critical for making right investment decisions.
Develop a training evaluation plan.
Evaluate your training programs.
Identify gaps.
Increase training ROI
Report training impact & ROI to your stakeholders
Greenbooks has trained 300+ learning professionals in training evaluation, many from the fortune 500 companies.
Check the training evaluation workshop closest to you in our event calendar:
http://greenbookslearning.com/events/all
This document provides an overview of negotiation skills for real estate deals. It discusses managing effective negotiations, handling objections, overcoming pricing objections, and techniques for closing deals. Specific tips covered include knowing your product and competitors, understanding buyer motivations and personality types, focusing on issues of mutual agreement, and not being defensive in response to objections. The goal of negotiations should be to achieve a win-win agreement that satisfies both buyer and seller.
Negotiation expert Victoria Pynchon shares how you can get what you want at work with the members of Connect: Professional Women's Network. To continue the conversation or join the LinkedIn group for free, visit www.linkedin.com/womenconnect.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
PYP Exhibition - Coffee Morning PresentationSonya ter Borg
This is the presentation we gave to our parents to introduce the idea of 'The Exhibition' to them at a morning coffee event. We decided to visually represent the ideas we wanted to get across rather than read to them words off the screen.
Negotiation consists of discussions between two or more parties to reach an agreement. The pre-negotiation process involves identifying the negotiation type, setting goals and positions, analyzing the other party, establishing bargaining strategies, and assessing alternatives. Effective negotiation strategies include anchoring offers, focusing on the other side's interests, seeking clarification, and making strategic concessions. The negotiation process involves selecting an appropriate meeting place, seating arrangements, introductions, warming up discussions, creating and sharing value, and reaching consensus to finalize an agreement in writing. Post-negotiation may involve further improving the agreement.
A guide for how to prepare and conduct and negotiations when in a buyer situation. How to handle climate management and other practical tools such as BATNA etc.
Negotiation is a dialogue between two or more parties aimed at reaching an understanding or agreement. It involves parties trying to gain advantage for themselves while also aiming for compromise. Negotiation occurs in various contexts like business, government, legal proceedings, and personal situations. It follows stages including preparation, discussion, clarifying goals, negotiating towards a win-win solution, agreeing on a course of action, and implementing it. The attitude, interpersonal skills, and knowledge of those involved are important elements to consider.
The document discusses the rise of social lending, where individuals can directly lend and borrow money from each other through online platforms like Zopa, cutting out the traditional banks. It provides an overview of how social lending works, highlighting benefits for both borrowers who receive lower rates and lenders who can earn higher returns compared to traditional banking options. The document also looks at challenges and opportunities for social lending platforms to further grow by embracing principles of community, transparency, control and ethicality.
The document provides information on sales, including definitions of a sale, different types of salespeople, selling to different personality styles, and the 7 stages of the sales cycle. It discusses prospecting, planning and preparation, qualifying prospects, setting appointments, presentations, addressing objections, closing the sale, and follow ups. The key aspects covered are defining a sale, outlining 5 types of salespeople, describing 4 different buyer personality styles and how to handle each, and explaining the 7 stages of the sales cycle from prospecting to follow ups.
This document discusses key aspects of successful sales, including:
1) It describes the 3 phases of a sales call - getting information, giving information, and getting commitment.
2) It emphasizes listening to customers to understand their needs and pain points rather than just pitching.
3) It outlines the top mistakes sales reps make, such as not listening enough or focusing too much on their own goals rather than the customer's.
This document provides an overview of the sales process from prospecting to follow up. It discusses the different types of salespeople and how to sell to different personality styles. The main stages covered are prospecting, qualifying leads, setting appointments, presenting to customers, handling objections, closing the sale, and following up. Important aspects of each stage like questioning techniques, different closing methods, and statistics on follow up efforts are also summarized. The overall message is that mastering each step of the sales cycle is key to success, and follow up is critical as most sales take multiple contacts to close.
This was a panel opener preso I did for the SPMI - SIngapore Project Management Institute. Organized as Paul's Top 10 Tipservations (tips/observations).
DCI's Andy Levine, President & Chief Creative Officer and colleague Katrina DeBor, Director of DCI's Prospect Development/Qualification Division will share twelve success tactics in opening the right doors to the right executives. Key takeaways from the presentation include 12 investment attraction strategies.
This document discusses strategies for effective negotiation. It outlines two main approaches: advantage seeking, which prioritizes individual gain in the short term but can damage relationships, and joint gain seeking, which takes more time but expands opportunities for mutual benefit over the long run. Key tactics for joint gain seeking include focusing on interests rather than positions, developing multiple options to link differences, using objective criteria, and separating people from the problem. Trust is important but must be built through authentic communication and keeping commitments. The document provides advice for negotiations involving groups, such as establishing process norms and facilitating discussions to ensure all voices are heard.
Morey stettner wrote a very practical guide for managers, do surely read it.. this is my prime reference for managing my teams at work.. the presentation is a precis of that book and the key principles resident there..
The document is a presentation on effective negotiation in business. It introduces negotiation and discusses preparing for negotiation, understanding interests rather than positions, and the negotiation cycle of establishing rapport, sorting issues, finding solutions, reaching agreement, following up, and reviewing. The presentation provides tips for each step of the negotiation process and emphasizes the importance of preparation, communication, understanding other parties' motivations, and seeking win-win outcomes.
The document provides tips and advice for consulting based on the presenter's experience. Some of the key points covered include:
1) Consulting deals with human behavior and the variety that comes from people having different needs. Effective consulting requires questioning norms and focusing on root causes rather than symptoms.
2) As an agent working for clients, consultants have little direct power and must rely on building relationships and expertise. It is important to understand the different types of clients and their interests in advice.
3) A consultant's testing skills are more important than domain knowledge. Filling knowledge gaps for clients and adapting to their needs helps expand one's role.
This presentation titled "Soarin' Over Your Trademarks - Keys to Monetizing Your Brands" was given by Knobbe Martens' Partners Susan M. Natland and Jeffrey Van Hoosear to a group of in-house counsel attending the American Corporate Counsel (ACC) SoCal Double Header.
Focus on understanding users and solving their problems. Determine the core problem and why it needs solving, rather than focusing on implementation details. Build relationships through effective communication. Make decisions confidently but remain flexible. Cultivate curiosity about your industry, stakeholders, users, and technology. Learn to say no elegantly when needed. Develop grit by learning from obstacles and making time for strategic thinking.
85 % of the job success comes from having well developed soft skills and people skills.
In today's competitive world, soft skills are an essential part of the skills toolkit. With millions of people having the same qualifications, the one thing that sets them apart is soft skills.
This document provides an overview of negotiation and influencing skills. It discusses that negotiation is commonly applied to formal situations like making a deal between employers and employees, but there are many more informal occasions where interactions can be described as negotiation. It outlines the core characteristics of negotiation as having conflicting interests, communication between parties, possible compromises, provisional offers and counteroffers, and jointly determined outcomes. The document also discusses different types of negotiation including positional vs integrative, and keys to successful negotiation like having a positive attitude, understanding the negotiation process, and using effective negotiation behaviors. It links negotiation and influencing, noting that persuasion is about getting others to want to do what you want rather than forcing them. The document provides tips for successful persu
The document provides 11 tips for effective conference call etiquette:
1) All calls should have a clearly identified leader to direct discussion and introductions.
2) An agenda should be distributed in advance so participants know what will be covered.
3) Dial-in information and instructions should be sent to ensure all can connect.
4) Background noise should be limited by muting lines when not speaking.
Rhett Weiss. Negotiating something from nothing TechChill Baltics, February12...TechChillBaltics
The document provides advice for entrepreneurs on negotiating successfully with large companies. It discusses:
1) The three dynamic parts of a negotiation strategy - time, power, and information.
2) The sources of negotiation power and how power comes from perception, anticipation, process, confidence, and ability to act.
3) Tactics entrepreneurs can use at different stages of the negotiation process.
4) Two examples of entrepreneurial strategies - framing disadvantages as opportunities, and pitting big players against each other.
5) Best practices for effective negotiators, including traits, dos, and don'ts.
Olive Green Realty provides investment solutions for high net-worth individuals (HNIs) looking to invest 1 crore or more. They offer a thoughtful entry strategy by looking beyond obvious opportunities to find discounted assets. They conduct critical market research and have builder relationships to spot viable investment options. Olive Green Realty uses time-tested negotiation skills, data-driven proposals, and thorough due diligence. They structure deals transparently with clear timelines and responsibilities. Pre-defined exit strategies offer profit sharing and first exit priority for investors. Their experience allows exploration of various asset classes like real estate, agriculture, and partnerships with developers or private equity funds.
2015 CPA Congress - Disruption - 10 things to pay attention to for your industryTodd Davies
Extract from CPA Congress presentation on the future of audit - a futurecast to 2030 and what to learn to apply today. This extract is a very quick snapshot on 10 things to be alert to about industry disruption and how it might hit you.
DRI Sharing Success Seminar Negotiation Part TwoVictoria Pynchon
The first document describes competitive or distributive bargaining, which involves making high initial demands and small concessions while sharing little information. The goal is to get the best outcome for your side.
The second document describes interest-based negotiation, which aims to satisfy both parties' interests by expanding the total benefits and finding solutions that meet as many needs as possible.
The third document provides tips for different stages of negotiation including making small talk to build rapport, explaining your own position and interests, and asking questions to understand the other side.
Understanding of Self - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
Aggression - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
You may be stressed about revealing your cancer diagnosis to your child or children.
Children love stories and these often provide parents with a means of broaching tricky subjects and so the ‘The Secret Warrior’ book was especially written for CANSA TLC, by creative writer and social worker, Sally Ann Carter.
Find out more:
https://cansa.org.za/resources-to-help-share-a-parent-or-loved-ones-cancer-diagnosis-with-a-child/
Covey says most people look for quick fixes. They see a big success and want to know how he did it, believing (and hoping) they can do the same following a quick bullet list.
But real change, the author says, comes not from the outside in, but from the inside out. And the most fundamental way of changing yourself is through a paradigm shift.
That paradigm shift is a new way of looking at the world. The 7 Habits of Highly Effective People presents an approach to effectiveness based on character and principles.
The first three habits indeed deal with yourself because it all starts with you. The first three habits move you from dependence from the world to the independence of making your own world.
Habits 4, 5 and 6 are about people and relationships. The will move you from independence to interdependence. Such, cooperating to achieve more than you could have by yourself.
The last habit, habit number 7, focuses on continuous growth and improvement.
ProSocial Behaviour - Applied Social Psychology - Psychology SuperNotesPsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
ProSocial Behaviour - Applied Social Psychology - Psychology SuperNotes
The Art of Negotiation
1. Negotiation
Workshop
Negotiation Workshop
Alan Rassaby
Former SVP and General Counsel
RightNow Technologies, Inc.
August 2012
Copyright Alan Rassaby 2012
2. The Customer
• The customer is a multi-headed beast
• Who is the decision maker in the negotiation
phase
– Procurement?
– The Business?
– Legal?
• What are their hot buttons? Scars?
Copyright Alan Rassaby 2012
3. The Account Executive
• Some characteristics of a good Account
Executive (AE):
– Can argue persuasively for the use of our paper over
customer paper
– Understands who makes the decisions during
negotiation phase
– Has identified the customer’s hot buttons
– Hands off to Contracts Department at the righ t time
– Continues to constructively contribute to the
discussions after handoff to Contracts
Copyright Alan Rassaby 2012
4. The Arguments: 4 categories
1. Threshold
– Their paper or ours?
1. Technical
– How often do we back up data?
– Are we ISO, SAS 70, PCI compliant etc?
– What are our service standards for application/hosting
performance? Technical support resolution?
1. Commercial
– Price, price lock in, renewal price lock in, payment terms
– Termination for convenience
– Acceptance testing
1. Legal
– Remedies, caps on liability, indemnities; IP ownership, assignment
etc.
Copyright Alan Rassaby 2012
5. Threshold Issue: Whose paper?
Pro their paper: Contra their paper:
• May open the faucet • Takes more of our Legal
• We may have no choice – time
may be the only way to • Opens up too many issues
sell above the radar screen • Shifts the focus too far off
centre
– Too generic
– Too one-sided
• Hard to administer
• Makes us look
uncompromising
Copyright Alan Rassaby 2012
6. Golden Rule #1
Listen to the Customer.
People who talk a lot give
away secrets.
Copyright Alan Rassaby 2012
7. Golden Rule #2
Analyze things from the
Customer’s perspective.
Copyright Alan Rassaby 2012
9. Golden Rule #4
Be prepared to walk away
and fight another day.
Copyright Alan Rassaby 2012
10. Golden Rule #5
Do not negotiate until all the
issues are on the table.
Copyright Alan Rassaby 2012
11. Golden Rule #6
Wherever possible, favor a
reasonable approach over
hard line approach.
Copyright Alan Rassaby 2012
12. Golden Rule #7
Faced with an impasse, be
the first to give.
Copyright Alan Rassaby 2012
13. Golden Rule #8
Assume that unreasonable
behavior is a negotiating
tactic.
Copyright Alan Rassaby 2012
14. Golden Rule #9
Do not treat the negotiation
as a solo activity – use your
colleagues to help de-brief
and recognize when it is
time to let someone else
take over.
Copyright Alan Rassaby 2012
15. Golden Rule #10
Do not be the first to blink.
Copyright Alan Rassaby 2012
16. Golden Rules
1. Listen to the Customer. 7. Faced with an impasse, be
People who talk a lot give the first to give.
away secrets. 9 Assume that
2. Analyze things from the unreasonable behavior is
Customer’s perspective. a negotiating tactic.
3. Be credible. 8 Do not treat the
4. Be prepared to walk away negotiation as a solo
and fight another day. activity – use your
5. Do not negotiate until all colleagues to help de-brief
the issues are on the and recognize when it is
table. time to let someone else
take over.
6. Wherever possible, favor
9 Do not be the first to
a reasonable approach
blink.
over hard line approach.
Copyright Alan Rassaby 2012
Editor's Notes
No surprise that it is often difficult to understand what the customer wants – they frequently have had insufficient time to develop, or are not committed to a common approach to reflect the interests of each. In small organizations, Procurement almost always defers to (and may report to) Legal. Business may be subordinate or peer to Legal. In large organizations, Procurement often predominates.
1. Role play. I tell them why it needs to be on our paper. We have over 10,000 vendors. They all do deals on our paper – no exceptions. We developed standard form agreement for services that we use for software services and for other services – like photocopier purchases. This makes it easier to administer. I know that you ahev used your standard agreement in the past but that it before you flew above our radar screen. DELAY> If you want this deal done quickly, it is the only way that we will be able to get anyone from Legal to work on it.
In his book, How to Argue and Win every time, trial lawyer Gerry Spence says “If I were required to choose the single essential skill from the many that make up the art of argument, it would be the ability to listen”. Note – Karen Silkwood lawyer – never lost a criminal case in 25 years.
It is very disarming to be seen to recognize the customer’s perspective. Yes – I see the dilemma. Let me tell you the problem that it presents for us.
The customer needs to believe in you – not think of you as a used car salesman. Again, Gerry Spence – “To win, we must be believed. In a world where people lie all the time, credibility counts for a huge amount.’ He goes on to describe a trial lawyers who complained that he used to win all the time before he he became a skilled cross examiner. When he was a bumbler, he had credibility. As a slick attorney, no one believed him.
You - There is a lot of power in saying no. The clincher was the e mail that said “Sorry, we cannot work with you” Jayson, Thank you for your comments. I have appreciated your frank analysis of the benefits of working with Nine West. Unfortunately, we cannot proceed with the sale. I am sorry that we have been unable to reach agreement. If you think that there would be any point in talking further, I would be happy to discuss. However, I will assume in the circumstances that you have decided not to proceed with the purchase. .
1. There is nothing worse than thinking that all issues are resolved and then finding that there are a bunch more from new players. .
1. This is not universally true. Sometimes a hard line approach will set the right tone with an aggressive customer or will shore up the approach of someone else that has been making no headway and now seems very reasonable to the customer.
1. This is the Sadat approach – he gained enormous respect with his steadfast enemy and broke an impasse in the Middle East by taking an unconditional first step toward peace. Hopefully, find something that is more meaningful to the customer to receive than for you to give away. That is another reason not to give anything until all the issues are on the table. It is easy to give away something that you do not regard as of value and receive nothing back.
1. Look out for positions that do not seem fair or logical – this is usually a negotiating position i.e. a bluff. Terms like – “deal breaker” frequently used are a “tell”
1. Do not let your ego get in the way
1. Remember that by the time a matter gets to legal discussion, the customer is usually emotionally committed. The reason that we lose so few deals once they enter legal discussions is that we are going through a ritual – the ritual is important. However, it is hard to directly lose the deal at this stage. The danger is that you lose momentum
1. Remember that by the time a matter gets to legal discussion, the customer is usually emotionally committed. The reason that we lose so few deals once they enter legal discussions is that we are going through a ritual – the ritual is important. However, it is hard to directly lose the deal at this stage. The danger is that you lose momentum