Culture/communication

Know your self

Learn about the counterpart

Relationship

Our expectations

Their expectations

Know your self

• Our own goals (tangible expectations)• Max/min • Our situation • How badly we need this deal (other

options/worth case scenario)

Know your self

Learn about the

counterpart

• General information• Strategy• Needs• Alternatives• Their expectations

(max/min)

Better understanding leads into mutual satisfaction

Know yourself

Learn about the counterpart

Relationship

• Long/shot term • New/old • Future benefits

Good relationship gives you power

Know your self

Learn about the counterpart

Relationship

Our expectations

Their expectations

• What are my options?

Bargaining zone

Know your self

Learn about the counterpart

Relationship

Our expectations

Their expectations

Bargaining zone

Culture

Know your self

Learn about the counterpart

Relationship

Our expectations

Their expectations• Communication• Business rules• Habits

Communication

• Now you know your goals, but how to reach them?

• Determine your strategy and tactic• Arguments and punch lines• Know the counterpart’s negotiators

Good communication is a significant source of negotiating power!

Communication and culture aspects

• Play a role (overreact or hide emotions)

• Body language• Language (translators,

misunderstanding)

Culture/communication

Know your self

Learn about the counterpart

Relationship

Our expectations

Their expectations

Thank you for listening!