Seal the Deal by Negotiating a Win
Seal the Deal by Negotiating a Win
Offer and respond with confidence. Heighten the speed and skill with which
you build win-win agreements.
Seal the Deal by Negotiating a Win
Win-Win Negotiations
Main Ideas• Power Negotiations• Critical Elements of Negotiating• Negotiating and Personality Type Styles• Tactics and Counter tactics of Negotiating
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Underlying Facts About Negotiating– You are negotiating all of the time
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Underlying Facts About Negotiating– Anything you want is owned or controlled by someone
else
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Underlying Facts About Negotiating– Predictable responses to strategic maneuvers and
gambits
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Underlying Facts About Negotiating– Three critical factors to every negotiation
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Underlying Facts About Negotiating– Different personality styles must be accounted for in
negotiating
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Simple Rules of Win-Win Negotiating– Include all of the issues
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Simple Rules of Win-Win Negotiating– Get to know the other person
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
• Simple Rules of Win-Win Negotiating– Never assume that money is the bottom line
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Three Stages of Every Negotiation:• Establish negotiation criteria
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Three Stages of Every Negotiation:2.Gather information about the other side
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Three Stages of Every Negotiation:3.Reach for the compromise and find the win-win
situation
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Requirements of a good negotiator:• Know that negotiation requires interaction
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Requirements of a good negotiator:• Desire to acquire negotiating skills
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Requirements of a good negotiator:• Understand principles and gambits
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Requirements of a good negotiator:• Practice
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Seal the Deal by Negotiating a Win
Power Negotiations – An Art Form
Requirements of a good negotiator:• Desire to create win-win outcomes
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Seal the Deal by Negotiating a Win
Critical Elements of Negotiating
• Power
• Information
• Time
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
1st critical element = Power• Possibly the most important element• In any negotiation:
– One is controlling (has power)– One is being controlled (no power)
• Eight types of power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power• Legitimate Power• Reward Power• Punishment Power• Reverent Power
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• Charismatic Power• Expertise Power• Situation Power• Information Power
Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power• Legitimate Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power2.Reward Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power3.Punishment Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power4.Reverent Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power5.Charismatic Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power6.Expertise Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power7.Situation Power
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Seal the Deal by Negotiating a Win
Power: Understanding It and Gaining It
Eight Types of Power8.Information Power
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Seal the Deal by Negotiating a Win
Managing Information
2nd critical element = Information• More information = more power• Gathering information:
– Ask open-ended questions– Keep repeating a question– Question other people– Bring in an expert– Carefully select the negotiation location– Shop around
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Seal the Deal by Negotiating a Win
Managing Time
3rd critical element = Time• Flexibility and concessions come with pressure and
time– Higher pressure = worse outcome in negotiations– 80 percent of concessions occur in the last 20 percent
of negotiation time
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Seal the Deal by Negotiating a Win
Negotiating and Personality Types/Styles
To be a successful negotiator:• Understand personality types/styles • Adapt negotiation tactics to personality
types/styles
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Seal the Deal by Negotiating a Win
Negotiating and Personality – D I S C
• Negotiating types / styles based on personality:• “D” – Pragmatic• “I” – Extrovert• “S” – Amiable• “C” – Analytical
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Seal the Deal by Negotiating a Win
Pragmatic – “D”
• Street fighters• Go for what they want• Certain that there are “winners”
and “losers”• Want to be “winners”• Fight hard and see little need for concessions• Negotiation challenge:
Hold a fixed position34
Seal the Deal by Negotiating a Win
Extrovert – “I”
• Enthusiastic, often overly so • Lose sight that others are not
as enthusiastic• Negotiation challenge:
– Often ignore feelings of othersin a negotiation
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Seal the Deal by Negotiating a Win
Amiable – “S”
• Pacifiers• Goal: make everyone happy, not
necessarily win the negotiation• Dread high pressure encounters• Long for a solution, even if it doesn’t meet their
requirements• Negotiation challenge: easily swayed
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Seal the Deal by Negotiating a Win
Analytical – “C”
• An executive by nature• Rigid in negotiation• Reluctant to be flexible• Precise on the details• Concerned with underlying principle of any issue• Negotiation challenge: Inflexibility
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
• What are the tactics and counter tactics of negotiating?– There are many, we will review the tactics and how to
counter them next.
• Why are they important for me to understand?– Know when to use them and how to respond when they
are being used on you.
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
Will I use all of these?• Probably not. Use what is appropriate based on the
situation and the personality type of the other players.
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
• Nibbling• Hot Potato• Higher Authority• Set-aside Gambit• Mediator• Never Take the First Offer
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
• Good Guy / Bad Guy• Feel, Felt, Found• Smart / Dumb• Service Value• Walk Away• Flinching
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
• Trade-off Principle• Vise Technique• Power of the Printed Word• Withdraw Offer Principle• Easy Acceptance• Funny Money
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Seal the Deal by Negotiating a Win
Tactics and Counter Tactics
• Decoy Technique• Red Herring• Puppy Dog Close• Reluctant Buyer• Want-It-All Philosophy• Splitting the Difference
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Seal the Deal by Negotiating a Win
Tactics – Nibbling
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Seal the Deal by Negotiating a Win
Tactics – Hot Potato
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Seal the Deal by Negotiating a Win
Tactics – Higher Authority
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Seal the Deal by Negotiating a Win
Tactics – Set Aside Gambit
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Seal the Deal by Negotiating a Win
Tactics – Mediator
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Seal the Deal by Negotiating a Win
Tactics – Never Take The First Offer
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Seal the Deal by Negotiating a Win
Tactics – Good Guy / Bad Guy
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Seal the Deal by Negotiating a Win
Tactics – Feel, Felt, Found
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Seal the Deal by Negotiating a Win
Tactics – Smart / Dumb
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Seal the Deal by Negotiating a Win
Tactics – Service Value
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Seal the Deal by Negotiating a Win
Tactics – Walk Away
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Seal the Deal by Negotiating a Win
Tactics – Flinching
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Seal the Deal by Negotiating a Win
Tactics – Trade off Principle
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Seal the Deal by Negotiating a Win
Tactics – Vise Technique
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Seal the Deal by Negotiating a Win
Tactics – Power of the Printed Word
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Seal the Deal by Negotiating a Win
Tactics – Withdraw Offer Principle
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Seal the Deal by Negotiating a Win
Tactics – Easy Acceptance
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Seal the Deal by Negotiating a Win
Tactics – Funny Money
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Seal the Deal by Negotiating a Win
Tactics – Decoy Technique
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Seal the Deal by Negotiating a Win
Tactics – Red Herring
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Seal the Deal by Negotiating a Win
Tactics – Puppy Dog Close
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Seal the Deal by Negotiating a Win
Tactics – Reluctant Buyer
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Seal the Deal by Negotiating a Win
Tactics – Want It All Philosophy
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Seal the Deal by Negotiating a Win
Tactics – Splitting the Difference
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Seal the Deal by Negotiating a Win
Remember
• Always maintain perspective when negotiating• Don’t lose sight of key issues
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Seal the Deal by Negotiating a Win
Ideas into Action
• Study the personality styles / types• During your next negotiation, track the tactics and
counter tactics used• Practice negotiating with a partner to learn what
works best for you
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Seal the Deal by Negotiating a Win
Action Plan
List at least ONE action you will take as a result of what you’ve learned.
1. _________________________________________
2. _________________________________________
3. ___________________________________________________________
Seal the Deal by Negotiating a Win
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