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Negotiating Strategies

Negotiating Strategies. You often get not what you deserve, but what you negotiate. We Are All Negotiators!. WIN/lose Distributive bargaining lose/lose WIN/WIN Integrative bargaining Can you make the pie bigger?. Winners and Losers. Planning Setting the Stage Tactics

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Negotiating Strategies

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  1. Negotiating Strategies

  2. You often get not what you deserve, but what you negotiate.

  3. We Are AllNegotiators!

  4. WIN/lose • Distributive bargaining lose/lose WIN/WIN • Integrative bargaining • Can you make the pie bigger? Winners and Losers

  5. Planning Setting the Stage Tactics Follow Through Negotiation Steps

  6. What is yourGOAL? What are yourALTERNATIVES What is yourBATNA? What is yourWALK AWAY POINT/ PRICE? Planning – Your Position

  7. Planning

  8. What is theirGOAL? What are theirALTERNATIVES What is theirBATNA? What is theirWALK AWAY POINT/ PRICE? Planning – Their Position

  9. Who are they? What is their background? What has been their past negotiating strategy? What is their authority? Planning – Their Negotiators

  10. What is the best environment to ensure a favorable outcome? • Comfort • Venue • In Person? • Seating Options Setting the Stage

  11. Who Goes First? Negotiating Tactics Substantial psychological research suggests that, more often than not, negotiators who make first offers come out ahead… By making the first offer, you will anchor the negotiation in your favor.

  12. The Early Anchors Zone of Possible Agreement (ZOPA) Negotiating Tactics

  13. Unbundle • Gains • Concessions • Good news Bundle • Losses • Costs • Burdens Prospect Theory

  14. You Can’t Always Compromise

  15. Give and take No major early concessions Not all concessions are created equal Concessions

  16. Concessions might not mean same thing to both parties Concessions tentative until agreement signed Think before accepting Concessions

  17. Stonewalling • Company policy • Take it or leave it Overcoming Stonewalling • Real or a ploy? • Ask for a manager • Gentle pushing Games People Play

  18. Artificial Deadlines • We must have your decision today… • If you order in the next 5 minutes… Overcoming Artificial Deadlines • Real or a ploy? Ask why • Did you do your homework? Games People Play

  19. Contingent Friendship • Just between you and me… • Look, I want to help you… Overcoming Contingent Friendship • He’s not your friend • Focus on your • Goal • Walk away point • BATNA Games People Play

  20. Games People Play The Screamer Overcoming The Screamer • Do not escalate • Maintain composure • Walk away • Ask for a manager

  21. Games People Play Nibbling • Just one more thing… • It’s not really much… Overcoming Nibbling • Keep score • Small concessions can become large ones

  22. Games People Play Good Cop/Bad Cop Overcoming Good Cop/Bad Cop • Identify it’s happening • Focus on your • Goals • Walk away point • BATNA

  23. What Works? Why? What if? Swapping • Quid pro quo Write it down as you go • Especially for complicated deals

  24. Is it WIN/WIN? • Will you do business again? • How do you feel? • How do they feel? Give something extra • More likely to do business again • More likely to offer referral Follow Through

  25. It’s Time for the Negotiation Case Study

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