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InnerSkil

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InnerSkil

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    1. InnerSkil Guiding Talent to Success The Art of Negotiating September 10, 2008 Rick O’Malley

    2. The Art of Negotiating

    3. Death, Taxes, and Negotiating Most of us hate negotiating, and we despise its evil cousin, confrontation Exposes our perceived weaknesses Performs plastic surgery on our poker faces Rattles our nerves We’re afraid to fail We assume the other guy is out to get us And, it might actually make us sick to our stomach just thinking about it.

    4. You have Nothing to Fear but Fear Itself Facts: You know your products. You know your processes. You know their value. So, what is there to fear about negotiating?

    5. Exercise: What Makes A Good Negotiator? Competitiveness Persistence Personal Integrity Open-Mindedness Listening Ability Non-Verbal Communication Skills

    6. What Makes a Good Negotiation? TIP #1 – Plan, Plan, Plan The Discovery Process What are the important things to know going into the negotiation? Think like a Reporter… Who, What, Where, When, Why, and How? Use a checklist: Opportunity Planner

    7. Negotiating Tactics (ad nauseam…) Auction: Set sellers or buyers against one another. Better offer: Indicate a better offer from the competition. Better than that: Just say “You'll have to do better than that...” Deadlines: Push them up against the wall of time. Funny money: Financial games, percentages, increments, etc. New issue: Introduce a new key issue during the negotiation. Nibbling: Constant adding of small requirements. Slicing: Break one deal down into multiple smaller deals.

    8. Defusing the Bomb Respond to Tactics by Thinking “PIOC”: People Interests Options Criteria Principled Negotiation ‘Getting to Yes’ by Fisher and Ury

    9. Defusing the Bomb Take an extra moment to focus on Interests Search for the basic concerns that motivate all people: Security Economic well-being ‘Belonging’ Recognition Control Address those needs… …and you’ll increase your opportunity for reaching agreement

    10. Defusing the Bomb And, don’t forget about Substantive issues: Terms Conditions Pricing Dates Numbers Liability

    11. What to do at a Stalemate? Always Know Your BATNA: Best Alternative To a Negotiated Agreement What’s your micro-BATNA?

    12. Closing If there’s one, or two, messages I want you to take away… Q & A InnerSkil Business cards

    13. Thank You! InnerSkil Guiding Talent to Success 1-650-591-8779 www.info@innerskil.com Rick O’Malley rick@innerskil.com

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