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Negotiation: Core Competency for Career and Business Success

Negotiation: Core Competency for Career and Business Success. Juan I. Sanchez, Ph.D. What negotiation is not…. Negotiation = Gambling. And what starting salary were you looking for?. I’d like to start around $185,000 per year, depending on your benefits package. Negotiation = Gambling.

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Negotiation: Core Competency for Career and Business Success

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  1. Negotiation:Core Competency for Career and Business Success Juan I. Sanchez, Ph.D.

  2. What negotiation is not…

  3. Negotiation = Gambling And what starting salary were you looking for? I’d like to start around $185,000 per year, depending on your benefits package

  4. Negotiation = Gambling What would you say to a package of four weeks’ vacation, 20 paid holidays, company matching retirement up to 30 percent of your salary, and a new company car every two years…say, a brand-new BMW? Wow! Are you kidding?

  5. Negotiation = Gambling Of course, but you started it!

  6. Negotiation = Gimmicks or Appearances “When you are about to plead not guilty, choose a winter-white suit to highlight your innocence.” “Trump wants you on “The Apprentice.” Make sure to dress louder than the other contestants.”

  7. What is negotiation then?

  8. An iceberg theory of negotiation…

  9. Negotiation as a set of gimmicks is a shallow iceberg likely to tip when the sea gets rough…

  10. Building a deep-rooted negotiation iceberg allows you to float even in rough waters…

  11. Lesson #1: Wants = Needs Hi Needs Lo Hi Wants

  12. Lesson #2: Do not keep score Negotiation is not a game!

  13. Lesson #3: Be ready to walk away Sometimes…

  14. Lesson #4: Get them to talk Ask open-ended & supportive questions (they reveal the other side’s needs)

  15. Lesson #5: Do not hard-sell (unless you detect a serious psychopathology on the other side)

  16. Not everyone enjoys upfront feedback… You have been a good horse, fast, easy to ride, but you need to work on your galloping a bit…

  17. Not everyone enjoys upfront feedback… I said “give me the feed-bag,” dummy, not “give me feedback”!

  18. Lesson #6: Know their needs Needs are painful (one needs to satisfy them)

  19. Lesson #7: Fit your offer to their needs Examples

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