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The Art of Negotiation

The Art of Negotiation. Quantum Leadership Group. THE ART!!!!. What you’re doing and Who you’re being. If you think you’re beaten, you are; If you dare not, you don’t; If you’d like to win, but think you can’t It’s almost certain you won’t;

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The Art of Negotiation

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  1. The Art of Negotiation Quantum Leadership Group

  2. THE ART!!!! What you’re doing and Who you’re being

  3. If you think you’re beaten, you are; If you dare not, you don’t; If you’d like to win, but think you can’t It’s almost certain you won’t; For life’s battles don’t always go to the faster or stronger man, Sooner or later, the man who wins is the man who thinks he can! Napoleon Hill

  4. 4 P’s of Personality • Power Personality • Process Personality • Peaceful Personality • Party Personality

  5. POWER PERSONALITY • Direct • Outgoing • Power dresser • Throne for Chair • Analytical though gregarious • Certificates displayed in full view • Little tolerance for incompetence • Shares little emotion at work • Works long hours and enjoys the recognition they achieve from their efforts • Not always the best team player, they like to lead

  6. PROCESS PERSONALITY • Direct • Reserved and conservative • Analytical nature • Doesn’t find authority easy • Surrounded by texts and reference books • Often workaholics and don’t seek recognition for their efforts • Show very little expression or emotion in the workplace • Incredible attention to details, sometimes miss the bigger picture due to focus on process rather than outcome • Dress in plain, plaid clothing that doesn’t make them stand out in a crowd

  7. PEACEFUL PERSONALITY • Reserved approach • Dresses smart casual in plain unobtrusive colours, blacks, greys etc. • Only close to one or two people in the office • Plays cards close to their chest and no one really knows how they feel • Non confrontational approach • Surrounded by folders and files to give them a sense of safety and protection from the big bad Power Personalities • Often in gatekeeper roles – very diligent in ensuring safety and security before any action is taken • Desk gives them away with Garfield dolls, pictures of everything they like, friends and family – They like to make their work space feel like home where they are safe and secure • Don’t like change much and prefer the security of stability in their role, tasks and people

  8. PARTY PERSONALITY • High energy, vibrant and LOUD! • Dress in colourful clothing so the world knows they are here • They know everyone and their relationships are based on their emotions • Life of the party and everyone’s confidant • Their desk holds pictures of kids, family and pets • They are less concerned with status and more concerned with relationships in the office • Usually have a good grasp on the bigger picture while attention to detail suffers • Happy in leadership roles thought they prefer to be buddy rather than boss • Loves to chat and sometimes TOO much for the Power and Process Personalities • Assumes the Counselling role in the business

  9. RAPPORT • 7% Words • 38% Tone • 55% Physiology Like attracts Like = Familiarity Rapport = Relationship Relationship = Negotiation Negotiation = Win/Win Result

  10. AGREEMENT FRAME • I Agree and……………. • I Accept and……………. • I respect and……….

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