the game is never

just about the logic.

In negotiations

In a negotiation the one

thing you should always expect

… is the unexpected.

Challenging Your Competence

Demeaning Your Ideas

Criticizing Your Style

Making Threats

Appealing to Sympathy / Flattery

How do we

respond?

Reacting defensively or ignoring the issue are both instinctive – and ineffective.

Interrupt the Move

Name the Move

Question the Conclusion

Correct the Position

Divert back to the focus

Participative Turns attempt to establish equity

Restorative Turns work to regain power

Never negotiate with

an empty suit

… they usually have

empty pockets too!

Bring the real power in

Assume it won’t be an issue

Boundary definitions

External experts and agreements

Support the sell

And if all else fails ….

Throw a

tantrum!

Concessions are not birds.

No matter how much you loved them,

they will never come back.

Unless you

make them.

Label Them

Demand Reciprocity

Add Contingencies

Offer Installments

Remember, you have the

ability to shift the balance.

Deals that look great on

paper

… but never materialize

into effective,

value-creating endeavors.

Contracts are just the beginning of value creation

The real challenge is in designing a deal

that works in practice

• Mergers and acquisitions

• outsourcing contracts

• Internal projects

• Focused on agreement only, not business impact

• Focused on squeezing out the best deal • Focus on winning outweighs cost of signing

a deal that will not work in practice

• Focus on concessions instead of deal

volume

Five Approaches:

• Start with the End in Mind

• Help them prepare too

• Treat alignment as a shared responsibility

• Send one message

• Manage negotiation like a business process

Imagine the deal 12 months out :

• Is the deal working?

• What has gone wrong?

• What else is missing to accomplish your

objectives?

The product of negotiation isn't a

document, but the value produced!

If signing the document is your goal, you

will fall short of a winning deal.

Thank You!

Any Questions?