slide 1 glenn faulkner influence negotiation building stronger relationships & trust building...
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Slide 1
Glenn Faulkner
Influence NegotiationBuilding Stronger Relationships & TrustBuilding Stronger Relationships & Trustsm
703 204 1669gfaulkner@WatershedAssociates.com
presented to
NIRI Richmond Chapter
Slide 6
Think big, ask for what you want
GoalMDO B/LLAA
BATNA
Defining Your Negotiating Opportunity
MDO – Most Desired OutcomeLAA – Least Acceptable AgreementB/L – Bottom LineBATNA - Best Alternative to a Negotiated Agreement
Slide 7
Are the goals aligned?
Think big, ask for what you want
MDO LAAYours
LAA MDOTheirs
Mutual Motivation
And Determine What They Need
Slide 8
Never say No…or Yes
NO!
NO!
NO!
The Negotiated Yes…"Yes, if" Allows you to say yes Validates your opening offer More engaging More likely to generate creativity
YES! Invalidates last offer Violates trust Cuts off creativity Removes give-and-take
NO! Ends discussions Is face losing
Slide 9
Give value, but don’t rush
Progressively smaller concessions Allow counterpart a sense of satisfaction
Make smaller concessions
And don’t forget to summarize early and often
Slide 10
A 300
B 300
C 300
D 300
E 300
Pattern MDO 1 2 3 Goal
LAA = 150
300 300 300 200
275 250 225 200
295 285 265 200
200 200 200 200
250 220 205 200
Make smaller concessions
Concession Patterns
Slide 11
The Power (and risk) of time
Always be patient
A quick solution may be a bad solution Patience softens expectations and encourages flexibility Patience allows them time to accept tough choices Beware, their patience may compel you to make unnecessary
concessions Deadlines force concessions
– Establish deadlines for them– Probe any deadline they set
Slide 13
Don’t negotiate too early in the process
MDO LAA
Yours
LAA MDOTheirs
No perceived value in agreeing
Always be patient
Slide 14
Always think creatively
A low cost to You but a high value to them …or a low cost to them, high value to you Interests and needs, not positions or demands Put yourself in their shoes Avoid zero-sum exchange vs. value creation Will be different from situation to situation
Creative concessions are “painless”
Slide 15
Always think creatively
Percentage of highly creative people at the age of 5
Percentage of highly creative people at the age of 10
Percentage of highly creative people at the age of 22, 32, and 42
When did we stop being creative?
90%
10%
2%
Slide 16
What does the counter party want? Peer organizations Past negotiations Legitimacy-
Industry StandardsThird Party MeasurementsNewspapers and magazines
Sources of Information
Prepare, prepare, prepare
Slide 17
The most powerful thing you can do is make offers and proposals.
You cannot negotiate an argument You can negotiate proposals Proposals keep the other side engaged An offer or proposal compels a response:
Accept Counteroffer Probe
Slide 18
1. “If we can find a solution on this one item, can we get a final agreement today?”
2. “What if we…” (the hypothetical)
3. “In a perfect world, what would this look like to you?”
4. Maybe you need only to acknowledge the objection
You find out by probing:
When THEY say “No”: Handling Objections
Never say No…or Yes
Slide 19
1. Need more information on the other side?
2. Need more information on Your solution, position, product, organization, market, etc.?
3. Need more information on stakeholders?
4. Are you talking to the right person/people?
5. Maybe this is not a good agreement?
6. Should you execute your BATNA?
How well did you prepare?
When THEY say “No”: Handling Objections
Never say No…or Yes
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