The Art of Negotian

1. The Art of
Negotiation

2. Negotiations

3. What is Negotiation?

4. Is getting what YOU want from the other person……

5. It helps
resolve
conflicts….
with Maximum
Profit* for both sides!
* at proper conditions.

6. Poor negotiation
skills LIMIT your
ability to reach
agreement

7. Importance of negotiations?

8. Negotiation
consist of
FOUR basic
components

9. 1.Preparation

10. 2.Objectivity

11. 3.Strategy
and Tactics

12. 4.Technique

13. Can you and your team name three things that
make you a unique negotiatie counterpart
& business partner?

14. Information Needs
Negotiators should know:
Other parties’ needs & interests
Available resources of the other party
Reputation and styles of the other parties
Ability and authority of other party to make agreements
Strategies & tactics the other party might utilize

15. Negotiation Game Plan
Important to be prepared for any situation – competitive or
cooperative
Organize
Thoughts
Identify Ideal
Outcomes
Develop
Contingencies
Steps to Prepare for Negotiation

16. Negotiation
What is involved
Know what your opposition wants
What is valuable to you
Approach - "People like to help nice people.
They like to hurt jerks." So be nice! Be friendly!
-Prepare, prepare, prepare!
-Never let your ego negotiate.
-Always let the other person save face.
-Don't name a price first.
-Never accept the first offer

17. Negotiating
Establish direct contact
Be fairly open with your intentions
Have confidence and power
Keep in control
Aim high
Remain flexible

18. Key Steps to an
Ideal Negotiation Process

19. Key Steps to an
Ideal Negotiation Process

20. Key Steps to an
Ideal Negotiation Process
Information using
Assemble your case
Bidding
Each party states their “opening offer”
Each party engages in “give and take”
Closing the deal
Build commitment
Implementing the agreement

21. Getting Ready to Implement the
Strategy: The Planning Process
Define the protocol to be followed in the negotiation
Where and when will the negotiation occur?
Who will be there?
What is the agenda?
Define the issues
Define your interests
Why you want what you want

22. Getting Ready to Implement the
Strategy: The Planning Process
Analyze the other party
Why do they want what they want?
How can I present my case clearly and refute the other party’s
arguments?
Know your limits and alternatives
Set your objectives (targets) and opening bids (where to start)

23. Planning to negotiate
Results
Relationship
Dialogue
Add Value
Goods-
sevice
Negotiation
Win-win
Dialogue

24. Forces of Negotiation
Time – The person that has the most time wins. You are not
pressured into making decisions.
'The bad news is time flies. The good news is you're the pilot.'
(Yves Miserez)
Information – The more knowledgeable your are, the better a
deal you will get.
Options - Always keep your options open. Have a fallback
position. At the same time, don't give the other side too many
options. It helps to negotiate one issue at a time.

25. Six Paradigms of Human Interaction used
in Negotiations.
I Win,
You Win.
I Win,
You Lose.
I Lose,
You Win.
I Lose,
You Lose.

26. I Win
No Deal

27. Summary
We use negotiation in everything we do
Do it the best way to achieve maximum benefit
Planning is important when negotiating. Be prepared.
Only use knowledge and experience you have to achieve your
objective
Have confidence Keep in control
Aim high; but don’t underestimate the opposition
Concentrating on 10% positive issues will bring you much further
then being busy worrying on 90% negative issues.

28. To be successful in negotiations you
must:
• Define your goals
• Be focused on interests
• Speak their language
• Communicate
• Be open-minded
• Be flexible
• Appearance
• Don`t worry!

29. Utilize Mind Maps
Brainstorm possible outcomes – areas of disagreement
Think beyond simplistic outcomes
Visualize and rehearse the many possible outcomes at various
negotiation choice points
'Most people think of success in terms of getting. Success,
however, begins in terms of giving.' (Henry Ford)

30. How we throw overboard negative
language
DON’T SAY
Buy.
Commission.
Jargon.
Deal.
Problem.
Cheaper.
Expensive.
Sign.
SAY
Own.
Fees for service.
Clear words.
Opportunity.
Challenge.
More economical.
Investment.
Approve.

31. Summary on the Planning Process
'6 P Principle: Proper Planning and
Preparation Prevent a Poor
Performance.' (Bob Jacobson)

33. Thank you

34. Frank De Lannoit
frankdelannoit@telenet.be
Sales Coach