Learn negotiation today powerpoint
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The document outlines 15 steps to effective negotiation presented by Learn Negotiation Today. It discusses preparing for negotiation by distinguishing wants from needs, deciding on your bottom line, and anticipating other perspectives. During negotiation, it recommends asking questions, listening carefully, making the first offer when advantageous, and finding creative win-win solutions. It stresses getting full agreement on any final deal. The overall guidance is to plan thoroughly, engage actively in the negotiation process, and get buy-in from all parties.
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Learn negotiation today powerpoint
- 1. John Baumann President/Owner 502.262.3300 [email_address] [email_address] LearnNegotiationToday.com
- 2. LEARN NEGOTIATION TODAY Fifteen Steps to more effective negotiation
- 3. Learn Negotiation Today Part I - Preparation STEP ONE Distinguish between what your realistic wants are .. and what you “must have” Deal breakers, core requirements, essential terms
- 4. Learn Negotiation Today Part I - Preparation STEP TWO Decide on what you will accept – walk away BATNA (Best Alternative to Negotiated Agreement) Avoids impulsive, heat of the moment, regrets Subjective – individual importance of the deal to each party
- 5. Learn Negotiation Today Part I - Preparation STEP THREE Prepare for all contingencies: Basics – research, facts, reasoning, responses to questions Anticipation/awareness - get into their “shoes” Focus on what each of the individual player’s interests are
- 6. Learn Negotiation Today Part II - Negotiation STEP FOUR Don’t short circuit the warming up – “ get to know” you process. Share your interests – mutual acquaintances – places been to – sports If all else fails – “the weather”
- 7. Learn Negotiation Today Part II - Negotiation STEP FIVE Ask lots of questions (partner to listen) – carefully worded
- 8. Learn Negotiation Today Part II - Negotiation STEP SIX Be aware: Listen to what is said – what is not being said Don’t get distracted thinking about what you are going to say. Uncover their true “interest.”
- 9. Learn Negotiation Today Part II - Negotiation STEP SEVEN Typically, it is to your advantage to convince the other side to make the first proposal. Unreasonable – express disbelief - politely notify of intention to walk. Unbelievably Good – blandly acknowledge and restate the offer.
- 10. Learn Negotiation Today Part II - Negotiation STEP EIGHT DECIDE ON A STRATEGY Review your preparation - decide on your approach - Get them to bid against themselves - Postpone response – Who benefits over time? - Identify obvious weaknesses in your case yourself before they do - Get to the decision maker – eliminate buffers/mouthpieces
- 11. Learn Negotiation Today Part II – Negotiation - Consider ignoring an unrealistic portion of their proposal. - Be comfortable just saying “no” - Split the baby to a desired result – Be the splitter (math) - Back into your response/opening position – Chess moves - Avoid insulting or unjustified position , BUT be ready to be aggressive, “test the waters.”
- 12. Learn Negotiation Today Part II – Negotiation STEP NINE When it is in your best interest, clearly and firmly state your response/opening proposal without explanation or reasons. Be NEITHER bashful, wishy-washy, uncertain NOR arrogant, irritating, condescending.
- 13. Learn Negotiation Today Part II - Negotiation STEP TEN Be more comfortable with silence than the other side: Don’t fill the void, keep eye contact
- 14. Learn Negotiation Today Part II - Negotiation STEP ELEVEN You must dance - don’t attempt to short circuit the process
- 15. Learn Negotiation Today Part II - Negotiation STEP TWELVE Find a creative win-win –focus on “interests”
- 16. Learn Negotiation Today Part III - Closure STEP THIRTEEN ABCD – Always Be Closing Daintily If we agree on this,…? Resolve this issue,…? Clear this hurdle…?
- 17. Learn Negotiation Today Part III - Closure STEP FOURTEEN Always obtain total buy-in to final settlement - ownership
- 18. Learn Negotiation Today Part III - Closure STEP FIFTEEN Recognize the down side of “too good a deal” – why?
- 19. John Baumann President/Owner 502.262.3300 [email_address] [email_address] LearnNegotiationToday.com