Negotiation For Designers

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Negotiation For Designers

  1. 1. NEGOTIATION SKILLS FOR DESIGNERS Advanced Diploma Digital Media Teacher: Tony Whittingham
  2. 2. NEGOTIATION SKILLS
  3. 3. Negotiations <ul><li>Interests/Needs vs Positions </li></ul><ul><li>Options </li></ul><ul><li>Relationship </li></ul>
  4. 4. Needs vs Positions
  5. 5. To Create Value in a Negotiation <ul><li>At the table: </li></ul><ul><li>1. Explore interests of all sides </li></ul><ul><li>2. Generate options & packages that “increase the pie” </li></ul><ul><li>3. Suspend criticism </li></ul><ul><li>4. Invent options without committing (brainstorming) </li></ul><ul><li>5. Build relationships </li></ul><ul><li>(Prof. B Jordaan, 2007) </li></ul>
  6. 6. Know your BATNA
  7. 7. BEST ALTERNATIVE TO A NEGOTIATED SETTLEMENT <ul><li>Sets a Values threshold </li></ul><ul><li>Know your INTERESTS </li></ul><ul><li>Know the other party’s interests </li></ul><ul><li>Know who you are negotiating </li></ul><ul><li>with </li></ul><ul><li>Know your options </li></ul><ul><li>Know your best alternative </li></ul>
  8. 9. <ul><li>Be Comfortable with Walking Away </li></ul><ul><li>Trust me – if you’re not happy now, you’ll be even unhappier later </li></ul><ul><li>Deals do NOT get Better than the Negotiation Honeymoon </li></ul>
  9. 10. The Fruits of a bad Negotiation
  10. 11. Building Relationships <ul><li>Keep the other person whole </li></ul><ul><li>If people trust you, they will want to work with you and will give you the deal you want </li></ul><ul><li>If you are perceived as sincere, the relationship will be healthier and more beneficial to you. </li></ul><ul><li>Nina Wanendeya (Chief Negotiator, Johnson & Johnson) </li></ul>
  11. 13. Magic Phrases for Negotiating Effectively (Glatzer, 2003)
  12. 14. 1. &quot;That sounds a little low.&quot;
  13. 15. &quot;To make it worth my time, I would need...&quot;
  14. 16. &quot;Considering the amount of research required, can we agree to...&quot;
  15. 17. 2. &quot;I'm expecting more for this piece.&quot;
  16. 18. &quot;Can we work on that?&quot;
  17. 19. Golden Rules <ul><li>DO NOT NEGOTIATE OVER E MAIL </li></ul><ul><li>ONLY NEGOTIATE FACE TO FACE </li></ul><ul><li>IF IT HAS TO BE THROUGH ANOTHER MEDIUM FOLLOW UP WITH A PHONECALL </li></ul><ul><li>SELL THE BENEFIT NOT THE PRICE </li></ul><ul><li>DO NOT GET EMOTIONAL </li></ul>

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