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Vishwanath PManaging Partner - Human Endeavour
..finding the 18th camel..
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..so.. what is a
negotiation…?
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.. is needed only when a conflict arises..
.. its about getting our way…
.. its a specialized skill needed in the business workplace while buying or selling products..
.. its about using tricks and techniques to get the best possible deal
..myths and misconceptions…..informal definitions..
# 1
# 2
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..a definition..
.. when two or more parties have to make a decision about their interdependent goals ..
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..negotiation is often about finding
the 18th camel..
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..the three phases..
• Add Supporting Text Here
Step 1
Step 2
• Add Supporting Text Here
Step 3
prepare
negotiate and close
follow through
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.. we will never negotiate
out of fear
but we will
never fear to negotiate …
…preparation..
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…preparation..
..know your BATNA..
..aspirations and goals..
..reservation point….
..intangibles…
..valuing differences..
..analysis of your counterpart..
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.. process and principles…
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.. know thyself …
.. negotiating preferences..
.. psychological biases and traps..
.. how your style interacts with others..
.. emotional intelligence – identify, understand, use,
manage, reframe
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… mind your mindset …
.. distributive – fixed pie..
.. integrative – expanding the pie..
.. mixed motive..
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… avoid the traps…
.. “who” is crucial..
.. anchoring in the first offer..
.. Illusion of transparency
.. Framing – loss aversion Vs gain..
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… sidestep the tricks…
.. good cop – bad cop.. Bogey.. nibble
.. snow job.. intimidation, personal insults
.. high ball low ball.. time – “flight to catch”
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… separate the people and the issue…
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… focus on interests, not positions…
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… use your e.i .…listen, reflect, summarize, commit
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… create alternative options…
use what-ifs and why-nots
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… using the influence principles…
.. reciprocity.. social proof.. authority
.. liking.. commitment and consistency
.. scarcity
.. contrast.. Keep adding your own..
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… go to the balcony…
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… understand the nature of differences…
.. access to information.. goals
.. methods.. values and beliefs
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… cultural conundrums…
.. power distance.. masculinity <--> feminity.. individual <-->collective.. uncertainty avoidance
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… the serial negotiator …one deal Vs many
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… build your negotiator brand …practice makes perfect
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…follow through…
document and close
keep your commitments
heal the wounds
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