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International Negotiation Skills

International Negotiation Skills. How to get the best from your partners. Getting to a Deal. ?. US. THEM. Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell the benefit Beg them/Appeal Bribe them Compromise

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International Negotiation Skills

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  1. International Negotiation Skills How to get the best from your partners

  2. Getting to a Deal ? US THEM Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell the benefit Beg them/Appeal Bribe them Compromise Find creative options Negotiating a Deal Trade Bargain

  3. Mastering the Art of Movement Canning

  4. A Game With Different Rules?

  5. Course Aims • To give you a tool box of selected skills • we don’t tell you what’s right, we help you to choose what’s right ‘in context’ • To offer a structured way to prepare • using ‘The Negamid’ • To give you the chance to practice the skills • with ‘benchmarked’ scenario simulations • To give you expert feedback • without fear or favour and with video!

  6. Long-term partnerships Medium-term relationship ‘One shot deals’ Scope of Approach Relationship is key ‘Win-Win’ ? Let them win just enough ‘Win-Lose’ ‘Screw them it’s war!’

  7. Negotiation Process: Macro Flow eee explore exchange eliminate

  8. The Negamid Deal Talking transients Tactics/Targets Aims and Strategy C h a r a c t e r s constants C o m p a n y C o m p e t i t i o n Them Us C u l t u r e

  9. Culture Symbols Behaviour Language Values Attitudes Assumptions

  10. The Canning ‘FAB 5’ Approach Canning Preparatory Truth Relationships Time Communication The Human Condition Experiential

  11. The Five Dimensions of Culture Culture

  12. What is your Current Cultural Mind-Set? Canning The ‘right’ mind-set

  13. Canning Negotiation Survey

  14. Canning Negotiation Survey

  15. Canning Negotiation Survey

  16. Canning Negotiation Survey

  17. Competition • Who are they? • What are they doing? • What are their strengths/weaknesses • How can we know more?

  18. Company • What do we know about them? • How can we know more? • What are their real interests?

  19. Characters • Who are they? • How do they see you? • How can we know more? • What are their interests?

  20. Aims and Strategy Is your next move in line with your strategy?

  21. Targets Your Target Their Target Entry Point ExitPoint Issue Trades

  22. The ‘Live’ Skills • Use small talk • Question • Manage agendas • Go in ‘high/low’ • Trade, don’t give • Keep things open – nothing is agreed until everything is agreed • SOPHOP • Summarise • Catch what’s good for you, turn what isn’t • Widen the scope – explore don’t reject • Don’t be bulldozed • Take time-outs • Watch the body language • Be ready to close

  23. Small Talk – Go Fishing DAN

  24. Ask Questions Questions are winners!

  25. Use Agendas Don’t get lost!

  26. Go in ‘High’/’Low’ and Manage the Movement High risk/return Low risk/return

  27. Trade, Don’t Give I’ll open the book, if you show me the figures

  28. Nothing is Agreed Until Everything is Agreed All we have to discuss now are the service and warranty aspects… We got a deal! Can’t wait to tell everyone!

  29. Soft On People, Hard On Points

  30. Summarise Better to check than guess The Welsh translation says: ‘I'm not in the office at the moment. Please send any work to be translated.’

  31. Catch What’s Good for You, Turn What Isn’t We’re glad you like the proposal We like your proposal but we cannot work with Nigel White What kind of person would you like to work with.

  32. Widen the Scope Explore, don’t reject

  33. Give Yourself Time ‘Let me sleep on it’

  34. Take Time-Outs A break is better than breakdown!

  35. The Finns are well known for expressing their emotions ... joy frustration depression hilarity anger delight Watch the Body Language

  36. Closing the Deal Summarise with ‘Conditional Hook’ and presumptive close

  37. Why Do People Co-operate? • Principle of Liking • Principle of Reciprocity • Principle of Authority • Principle of Social Proof • Principle of Consistency • Principle of Scarcity

  38. Managing the Meeting How many do you need? We need to talk about time. How much does it cost? I need to leave early.

  39. ? ? ? ? ? ? ? ? Managing the Meeting Exchange Explore Eliminate Small Talk Business update Central Message Agenda 1 2 3 4 Probe, explain, summarise, and move on Package negotiation ‘If we could would you …?’

  40. Dirty Tricks • Avocado • Straw Man • Phantom Boss • Trojan Horse • Good Cop/Bad Cop • Poor Man • Deadline Bandit • Door Knob

  41. on the point Behaviour hard soft soft on the person hard Canning

  42. on the point Behaviour hard soft the giver soft on the person hard Canning

  43. on the point Behaviour hard soft soft on the person the loser hard

  44. on the point Behaviour hard soft soft on the person the caveman hard Canning

  45. on the point Behaviour hard soft the winner soft on the person hard Canning

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