These slides are based upon a Book called 10 ways to become a master negotiator written by MICHAEL C.DONALDSON .This helps to improve our negotiating skills

1. Ways to Become a Master
Negotiator
BY Michael C.Donaldson
Shanmukha Akinapelli
Pgdm2/1534

2. Michael C.Donaldson
 Born: October 13, 1939 (age 76)
 Is an American entertainment attorney, independent film
advocate
 Recipient of the International Documentary Association's Amicus
Award
 This honor bestowed upon only two others, Steven Spielberg and
John Hendricks

3. 1. Commit to the Process
 You can commit to any process that may help
you improve your communication & negotiating.
 WISH-WANT-WALK method
 As you work on your negotiating skills on getting
what you want In life then adopt a new MANTRA

4. I am a great negotiator
I am a grate negotiator
I AM A GREAT NEGOTIATOR

5. I AM NOT A VERY GOOD NEGOTIATOR
I AVOID NEGOTIATING ALTOGETHER

6. 2.BUILD A TEMPLE
 Take care of your self.
 Nobody can take care of your mind ,your Body as you can.
 You can’t be a great negotiator if you allow other things of your life to run
AMOK.
 If you want to be a great negotiator -

7. a) Eat right
b)Sleep well
c) Get some exercise, to keep your body flexible
 Keep your soul fit like your physical body
 Develop positive attitude
BUILD YOUR “TEMPLE” MEANS YOUR NAME
The care of that temple is solely your responsibility

8. 3.Pick Two People and Study Their
Negotiating Techniques
six basic negotiating skills:
1. Preparation,
2. Setting goals and limits,
3. Listening,
4. Getting your point across clearly,
5. Using pauses to your advantage, and
6. Closing the deal.

9. • Pick someone who has a reputation as a great negotiator,
but with whom you don’t have a personal relationship
• Pick someone close to you that you can observe close up
and question while negotiations are ongoing.

10. 4. Adopt a Hero
Pick at least one person, living or dead, near or far, whom you
really admire
Follow that person’s career
If the person is deceased, you can become an expert on that
person by reading everything you can get your hands on about
him or her

11. Choose someone who genuinely interests you
Successful people are always successful negotiators
Successful people have the same personal and financial
problems you have
You can learn a great deal about your own life by keeping
your eyes firmly on someone you admire
Be it a sports figure, a business titan, an entertainer, a
politician, or your local pastor

12. 5. Involve Your Support Group
The human beings you count on most for love, support, and
understanding are your support group
These are the people you care about the most and who care
about you.
You can also bond with people in the pursuit of a common goal
and create a support group for self-improvement.

13.  You could put together your own group interested in
negotiating or draw on your regular support group, but in either
case, let them know of your new project to be the best
negotiator you can be.
 You may be able to get others to join in the fun work of
becoming a world-class negotiator
 Over time, as you all enjoy the fruits of your labor, they may
thank you for involving them.

14. 6. Do Some Activities!
There are games and exercises which build a skill or help
focus your attention on a particular aspect of negotiation
Doing activities is a fun, varied way to build negotiating
skills.

15. 7. Watch some movies
The King of Comedy—Knowing how to professionally
negotiate with those higher on the corporate ladder
A Few Good Men—Illustrates how to play detective and
learn all you can about the person with whom you negotiate.
Gone with the Wind—An anecdote for achieving success
despite the obstacles.
Strangers on a Train—Illustrates the consequences of not
setting limits in a negotiation and setting a point beyond
which you won’t go.

16. The Apartment
Office Space
Columbo (TV series)
Twelve Angry Men
Brokeback Mountain
The Hudsucker Proxy
Basic Instinct
Frankie and Ollie

17. 8. Build your negotiating
library
To become a skilled negotiator, fill your bookshelf with the best
books published about negotiating
Books about the particular field in which you do most of your
negotiating are also very helpful.
It is often said about negotiators that the one with the most
knowledge wins
The Negotiator by Frederick Forsyth and A Maiden’s Grave, by
Jeffery Deaver

18. 9. Debrief Yourself after
Negotiations
Self-evaluation is one of the most important activities you can
perform after every negotiation — regardless of the outcome
Think of the most satisfying negotiation you ever handled. Review
each step and play it out in an imaginary parallel universe.
Think of what you may have done differently and then consider
the consequences

19. Evaluating negotiations that didn’t end well helps you discover what
went wrong
Even a winning game has room for improvement
And evaluating a winning game is much more fun.

20. Follow these four guidelines the next time you self-evaluate:
i. Be aware of harsh judgements from yourself and your critics
ii. Be aware of quick judgements.
iii. Be aware of “sugar-coating” situations
iv. Give yourself credit where credit is due

21. 10. Know More Than
Anybody Else in the
Business
No matter what your education level,
 start today to become the best
What you do is important
What you do is worthwhile.
What you do helps your fellow human in some way

22. 11. Be a Mentor
Here are five potential benefits:
I. You’ll be re-energized
II. You’ll increase your own commitment to your career and business
III. You’ll expand your knowledge by teaching.
IV. You’ll boost your confidence and self-esteem
V. You’ll increase your skills