beyond negotiation 101 for entrepreneur by terry hird

© 2010 Negotiation-International All Rights Reserved

Beyond… Beyond…

Negotiation “101”Negotiation “101”

June 6, 2010June 6, 2010


Recent Clients & PartnersRecent Clients & Partners


Problem SolvingProblem Solving

InterestsInterests

DealDeal

Postal Service U.S.P.S.


Thnik dfifreetnly . . .Thnik dfifreetnly . . .

Aoccdrnig to rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in

waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteer be in the rghit

pclae. The rset can be a taotl mses and you can sitll raed it wouthit a

porbelm! Tihs is bcuseae the huamn mnid deos not raed ervey lteter by

istlef, but the wrod as a wlohe.


Grab ‘em and Hold ‘emGrab ‘em and Hold ‘em

7% Words / Content

38% Delivery

55% Physical Appearance


Negotiation StrategiesNegotiation Strategies

• Avoidance

• Accommodation

• Competition

• Collaboration

• Compromise


AlternativesAlternatives


Role of PowerRole of Power


InfluenceInfluence


Disaggregate GainsDisaggregate Gains


Aggregate LossesAggregate Losses


Punch in the MouthPunch in the Mouth


Foot in the DoorFoot in the Door


Benchmarks & JustificationBenchmarks & Justification


Social ProofSocial Proof


““You Smooth Talking Devil!”You Smooth Talking Devil!”


The Positive NoThe Positive No

“The Power of a Positive No” by William Ury


The “A” TrapThe “A” Trap


AAccommodateccommodate


AAttackttack


AAvoidvoid


Uncover Your “Yes”Uncover Your “Yes”


Empower Your “No”Empower Your “No”


Respect Your Way To “Yes”Respect Your Way To “Yes”


Express Your “Yes”Express Your “Yes”


Assert Your “No”Assert Your “No”


Propose Your “Yes”Propose Your “Yes”


Negotiation Axioms - INegotiation Axioms - I

• You need more than just a hammer

• Even a sheet of paper has two sides – Japanese Proverb

• The less you care about making a deal, the better deal you will make

• Failure to prepare is preparing to fail


Negotiation Axioms - IINegotiation Axioms - II

• Is it too good to be true?

• A price is too low till the buyer says no

• At the edge of a cliff, progress can be a step backwards – Chinese Proverb

• A half truth is a whole lie


Negotiation Axioms - IIINegotiation Axioms - III

• Do not find fault, find a remedy

• Avoid assumptions

• Necessity never made a good bargain

• Never make an enemy out of an adversary.


Negotiation Axioms - IVNegotiation Axioms - IV

• Odd dollar and cents add credibility.

• Listen to understand, not to refute.

• Never rub bottoms with a porcupine – Japanese Proverb

• This too, shall pass

beyond negotiation 101 for entrepreneur by terry hird

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