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Vadim Kotelnikov
Founder,
Ten3 Business e-Coach –
Inspiration,
Achievement,
Innovation
and
Happiness
unlimited!!
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"Trust only those who stand to lose as much as you when
things go wrong."
~ Bralek's Rule for Success
Negotiating – the Game of Life and
Business
Negotiation is the game of life and
business, the lifeblood of
relationships,
and a positive way of structuring the
communication process. Whenever you attempt to reconcile
differences, resolve disputes,
manage conflict,
influence others,
establish or improve relationships you are negotiating.
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Getting to Yes: Negotiating
Agreement Without Giving In
from
Getting to Yes, by
Fisher, R, and Urey. W., the Harvard Negotiation
Project |
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Negotiation
Negotiation DOs and DON'Ts
Principled Negotiation
Conduct During Negotiations
Effective Communication
Business Communication
Face-To-Face Communication
Cross-cultural
Communication
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1.
Separate the
Relationship with the People from the Substance of the Deal
Be hard on the deal, soft on the people
See the deal from inside their shoes
Make your proposal consistent with their value
2. Focus on Shared Values and
Interests, but not on the Positions Each Side Takes
Values define the deal
Each side has multiple interests
– be clear on
yours, discover theirs
3. In Stuck,
Brainstorm
Options for Mutual Benefit
Be creative,
think outside the box
Identify shared interest
4. Use Objective Criteria for
Decision-Making
Strike a deal based on principle, not pressure
Agree on fair standards and procedures
Frame issues as a collaborative quest
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Negotiating
Principles
from
Getting to Yes, by
Fisher, R, and Urey. W., the Harvard Negotiation
Project |
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Set the tone early, offset any bad rumors, be candid.
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Utilize "human factors" and be open about feelings and motives: this
will enhance trust.
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Avoid presenting too many issues, highlight the strongest ones.
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Avoid deadlines, lessening the chance for needless concessions.
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Summarize frequently: this enhances understanding.
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Present arguments calmly, without personalization, and make sure they
are logically supported.
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Avoid use of personal opinions in arguments.
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Avoid ultimatums and other forms of non-negotiable demands.
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Admit, when appropriate, the validity of the other party's arguments.
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Benjamin
Franklin's Five Bargaining Tips
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Be
clear, in your own mind, about exactly what you're after. ..
More
12 Tips for Global Business Travelers
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Expect your
meetings and
negotiations to be longer
than anticipated. Build more time into schedules...
More
Be the Best Possible
10 Tips by
Ten3 NZ Ltd.
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Be a team player.
The most valuable single factor that contributes towards high levels of
excellence and quality in a
team, stem from an individual team member's ability to work with
others, i.e. his or her levels of cooperation and
communication. These "social intelligence" skills include the
ability to
persuade,
negotiate, compromise and make others feel important...
More
Pretending Ignorance: Smart Is Dumb
Socrates
used this technique more than 2300 years ago. He pretended ignorance in order to encourage others to express
their views fully.
Today, many world's smartest and fastest businesspeople have perfected this art
– consciously or unconsciously – of paying dumb. "People who try to impress by
pretending to be smart generally aren't. Truly smart people know that by playing
dumb and asking the other party to repeat or explain things several times,
asking
lots of questions, they'll be better prepared to respond and then make a
fast decision." 3
Apply
80/20 Principle
According to
80/20 Principle,
20% or fewer of the points at issue will comprise over 80% of the value of the
disputed territory; 80% of the concessions will occur in the last 20% of time
available.
Bonus Negotiating Tips from the Murphy's Law Complete
Eddie's First Law of Business:
Never conduct negotiations before 10
a.m. or after 4 p.m. Before 10 you appear too anxious, and after 4 they think
you're desperate.
Truman's Law:
If you cannot convince them, confuse
them
Helga's Rule:
Say no, then negotiate.
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