black belt negotiation...negotiation generate an extra £27,000 per month how to get the deal you...
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BlackBeltNegotiationGenerateanextra£27,000permonth
Howtogetthedealyouwantandbuildbetterrelationships!
TheNeuroscienceofNegotiation
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What’stheirpassion?
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BrainRule1:Thebrainisasocialorgan
Thecollaborativebrain
8
VentralStriatum
Dopaminerewardsystem
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Under pressure the thinking brain shuts down!
Objectives - long term and short term
Discover common ground • LinkedIn, Facebook • Pre-meet can increase success from 55% to 90% • In group / Out group bias
What’s your Plan B
Tradeables
PREPARE
Your notes, pricing, strategy etc are easily visible to you but not them in a virtual environment!
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Inourhunter/gathererdays,encounterswithanothertribeusuallyendedindeathThislivesontodayasin-groupout-groupbias
• In-groupheareachother’sideasastheirown• Iftheyseeyouastheout-group,theywon’t
evenhearyourideas• Findingcommongroundbringsyouintotheir
in-group…andgetsyouheard
Ingroup/outgroupbias
12
blah,blah,blah
yeah,greatidea
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EmotionorLogic?
Performance
DecisionsEmotion
FactsandInformation
Dealmaker
Dealbreaker
Pollquestion
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Howfardoemotionsinfluencedecisions?
InstituteofPractitionersinAdvertising
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Brain rule 2: the brain can only evaluate against an expectation
Greatexpectations
20
Betterthanexpected
Worsethanexpected
Expectation
ReferencePoints
Low
“Gettingagooddeal”ismoreimportantthantheactualprice.
—>positiveemotionalresponse
£1200
£1100
£1100
£1000
Dopamine
Cortisol
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What do they want? • Listening, Questions
Build rapport especially virtually! • Reward vs. Threat • Shared organisational values
Listen for signals and movement
Be careful what you promise! • Don’t create false expectations
Interest vs. position
DISCUSS
It’s tempting to skip this stage as people are more ‘on task’ virtually
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PositionVisible
InterestHidden
RogerFisher&WilliamUry,Ge,ngtoYes
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Twosisterswerefightingoveranorange.Afteralotofarguing,theytookhalfeach.Onesisterateherhalfandthrewawaythepeel.Theothergratedherhalfofthepeeltomakemarmaladeandthrewawaytheflesh.
Howmanyopportunitiesforawin-winsolutionareyouthrowingaway?
Win-win
Lesson: look for the interests behind the positions
RogerFisher&WilliamUry,Ge,ngtoYes
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Testing the tradeables • If you could buy 300 units • Then I could consider a volume discount
Don’t disclose your numbers • Retains flexibility • Avoids false expectations
No firm commitments TEST
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Whyemotionstakeover
25
friend or foe? freeze, fight, flight
SurvivalFast,automatic
Gut-feel,emotions
ThinkingSlow,analytical
Veryenergyhungry!
conscious
non-conscious
fivetimesmorepowerful
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minimisedangermaximisereward
TwomotivationsBrain
scanningforthreat
dopamineoxytocin
threat response
reward response
cortisoladrenaline
Whatnegotiatingbehaviours• increasethreat• increasereward
Defend:TunnelvisionWin-lose
Self-focused
Discover:Innovative
Solution-focusCollaborative
Brainrule3-empathymeansthehostagesgofree
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Now add your numbers • If you could buy 300 units; • Then I could consider a 13% volume discount
Make a counter offer!
Don't give without getting!
TRADE Pollquestion
Beware: people tend to make rushed, unconsidered counter-proposals virtually
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Communicationparadox
29
FRANK
DIPLOMATIC
ForthrightDiplomacy
Evasive
Blunt
Harrison Assessments - paradox theory
Irritators are more prevalent virtually
It’s a fair offer… I’ll be honest with you… Considering these unprecedented times…
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Beware of nibblers!
Confirm what you’ve agreed
Summarise - closed questions
CLOSE
The record button is a great help in remembering what was said!
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