OVERVIEW

NEGOTIATINGSKILLSAlokeChatterjeeMossandHue

ROUTE

StageoftransactionProspect’sinterestintheoutcomeApplicationoftechniquesMethodsofinfluencingHandlingobjections

DEALNEGOTIATIONSpartiesbeingsettooperateinoppositedirections,effectivedealnegotiationsareconductedbycombiningandputtinginactionmultiplestructuredprocessesofinfluencing

FOURWIN‐RESULTQUESTIONS1. Whatimportantresultscanthedealaccomplishforyou2. Whatimportantresultscanthedealaccomplishfortheinvestor3. Whatdoestheresultmeantoyoupersonally4. Whatwilltheresultmeantothedecisioninfluencesoftheinvestorpersonally

NEGOTIATIONMyPersonalTakeaway

DEALMANAGEMENTPROCESSStagesofTransaction

Whatdotheinvestor’s‘lookfor’inanentrepreneurPROFILEOFANIDEALENTREPRENEUR(LEADERANDNOTPROMOTER)

CHARACTERISTICS DESCRIPTION

1.Vision Businessplanandscalabilityembodieshowcurrentrealitieswilleffectbusinesslife cycleandplausiblefuture

2.Optimism

Immensely fuelledbypassionforbreakthrough(s),whetherinthemarket,withstakeholders,employees,etc.Appreciationforinclusivenessandpossibilitiesarethecornerstonesofhisopennessandlearning

3.Knowledge

Chosenaspaceofdevelopmentforbreakthroughgrowth(couldbedisruptive) and hasalreadycreated aperceptionofawe(orcurrentinitiativesaretakingthatdirection)amongusers,non‐usersandlargeplayersinthemarket

4.Pragmatism

Setupanorganisationwithbusinessandoperatingprocesseswhichareefficientandeasytodealwithandgainedcustomerloyaltybyfocusingonvalue adds.Managementprocessesindicateconvictionandculturalauthenticityindelegation,businessexcellenceandsustainability

5.Integrity Showsethicalstandardsincollaborations,stakeholdermanagement,customerdelivery,andenvironmental

CREATEPROFILEOFANIDEALINVESTOR

MOTHEROFALLASSUMPTIONSAllrevenueassumptionsgenerallyconvergetooneproduct

Howwouldyouliketoexpressthecoreassumptionsofyourbusiness?

INTERESTBASEDNEGOTIATIONISAPROCESSOFSKILLEDDISCUSSIONANDADIALOGUEDialogueisdiscussingofmatterandsentimentsbehindtheassumptions.An‘Interestgenerating’inquirytechniquecancometouseforthispurpose

…itisa“convergent‐divergent”flowofinquirytoarriveatacommonmindsetofthecontextofnegotiation

HANDLINGOBJECTIONSaprocessofseparatingtheobjectionintocategoriestoapplysuitablemethodsforeaseofleadingtoagreement

USEFULMETHODSFORINTERESTBASEDNEGOTIATION

SizeofthepieisirrelevantFirsttomakeanofferConvictionandnotoverconfidenceFrameofchoicesarebasedonbusinessvalueIncludesscenariosbeyondcurrentsituationThoughtfulAssumptionsandnotblindbetsHappytobetoappeasedCheckthecontrasts

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