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Vishy P. Director of Academics at Institute of Product Leadership presented at the networking event hosted by Adaptive Marketing India on "Essential Soft Skills for Product Professionals"
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Vishwanath PManaging Partner - Human Endeavour
..finding the 18th camel..
..so.. what is a
negotiation…?
.. is needed only when a conflict arises..
.. its about getting our way…
.. its a specialized skill needed in the business workplace while buying or selling products..
.. its about using tricks and techniques to get the best possible deal
..myths and misconceptions…..informal definitions..
# 1
# 2
# 3
# 4
..a definition..
.. when two or more parties have to make a decision about their interdependent goals ..
..negotiation is often about finding
the 18th camel..
..the three phases..
• Add Supporting Text Here
Step 1
Step 2
• Add Supporting Text Here
Step 3
prepare
negotiate and close
follow through
.. we will never negotiate
out of fear
but we will
never fear to negotiate …
…preparation..
…preparation..
..know your BATNA..
..aspirations and goals..
..reservation point….
..intangibles…
..valuing differences..
..analysis of your counterpart..
.. process and principles…
.. know thyself …
.. negotiating preferences..
.. psychological biases and traps..
.. how your style interacts with others..
.. emotional intelligence – identify, understand, use,
manage, reframe
… mind your mindset …
.. distributive – fixed pie..
.. integrative – expanding the pie..
.. mixed motive..
… avoid the traps…
.. “who” is crucial..
.. anchoring in the first offer..
.. Illusion of transparency
.. Framing – loss aversion Vs gain..
… sidestep the tricks…
.. good cop – bad cop.. Bogey.. nibble
.. snow job.. intimidation, personal insults
.. high ball low ball.. time – “flight to catch”
… separate the people and the issue…
… focus on interests, not positions…
… use your e.i .…listen, reflect, summarize, commit
… create alternative options…
use what-ifs and why-nots
… using the influence principles…
.. reciprocity.. social proof.. authority
.. liking.. commitment and consistency
.. scarcity
.. contrast.. Keep adding your own..
… go to the balcony…
… understand the nature of differences…
.. access to information.. goals
.. methods.. values and beliefs
… cultural conundrums…
.. power distance.. masculinity <--> feminity.. individual <-->collective.. uncertainty avoidance
… the serial negotiator …one deal Vs many
… build your negotiator brand …practice makes perfect
…follow through…
document and close
keep your commitments
heal the wounds