Learn negotiation today powerpoint

John Baumann President/Owner

502.262.3300

[email protected]

[email protected]

LearnNegotiationToday.com

LEARN NEGOTIATION TODAYFifteen Steps to more effective negotiation

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

QuickTime™ and aTIFF (Uncompressed) decompressor

are needed to see this picture.




Part I - PreparationSTEP 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




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




Part II - NegotiationSTEP 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”






Part II - Negotiation

STEP FIVE

Ask lots of questions (partner to listen) –

carefully wordedQuickTime™ and a

TIFF (Uncompressed) decompressorare needed to see this picture.



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.”






Part II - NegotiationSTEP 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.




Part II - NegotiationSTEP 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



Learn Negotiation TodayPart 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.”


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.



STEP TEN

• Be more comfortable with silence than

the other side:

• Don’t fill the void, keep eye contact



STEP ELEVEN

You must dance - don’t attempt to

short circuit the process QuickTime™ and aTIFF (Uncompressed) decompressor




STEP TWELVE

Find a creative win-win –focus on “interests”




Part III - Closure

STEP THIRTEEN• ABCD – Always Be Closing Daintily • If we agree on this,…?

Resolve this issue,…?

Clear this hurdle…?



Learn Negotiation TodayPart III - Closure

STEP FOURTEEN

Always obtain total buy-in to final settlement - ownership




Part III - Closure

STEP FIFTEEN

Recognize the down side of “too good a deal” – why?

John Baumann President/Owner

502.262.3300

[email protected]

[email protected]

LearnNegotiationToday.com

Business

Learn negotiation today powerpoint