negotiation_innovation_dublin_2012
DESCRIPTION
Intro to the negotiation process and tactics you could encounterTRANSCRIPT
![Page 1: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/1.jpg)
Where are these places in Dublin?
![Page 2: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/2.jpg)
2
Let me introduce myself
© Robert Farrell
ROBERT FARRELL
![Page 3: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/3.jpg)
3© Robert Farrell
![Page 4: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/4.jpg)
4
Learning Outcomes
• Have a good grounding in negotiation.
• Be aware of the negotiation process.
• Be able to use basic frameworks for planning & evaluating deals.
• Be aware of tactics & defenses used.
© Robert Farrell
![Page 5: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/5.jpg)
5
ContentsINTRODUCTION
STEPS
PREPARATION
BARGAINING
INTEGRATIVE NEGOTIATION
TACTICS & DEFENCES
© Robert Farrell
![Page 6: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/6.jpg)
6
Negotiation
© Robert Farrell
![Page 7: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/7.jpg)
7
Introduction“Negotiation is an interpersonal
decision-making process.”(Leigh Thompson, 2009)
“No problem is so intractable that it cannot be resolved through talk & negotiation rather than force & violence”
(Nelson Mandela)© Robert Farrell
“Negotiation is your key communication and influence tool, in and outside the company”(Leigh Thompson, 2009)
![Page 8: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/8.jpg)
8
Negotiation Steps
© Robert Farrell
1. Preparation
2. Negotiation Dance
3. Signal cooperation
9. Implement or Maintain
4. Propose Solutions
5. Package Deals
6. Bargain Items
7. Close
8. Agree
![Page 9: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/9.jpg)
9
Preparation
© Robert Farrell
Failing to plan is planning to fail
![Page 10: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/10.jpg)
10
“Trades would not take place unless it were advantageous to the parties concerned”
Benjamin Franklin
Sellers Reservation Point
Buyers Reservation Point
Sellers Target Price
Buyers Target
€230k €240k
Seller’s Bargaining range
Buyer’s Bargaining range
€225k €235k€220k€215k €245k
Bargaining Zone
© Robert Farrell
![Page 11: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/11.jpg)
11
General Negotiation Tips
© Robert Farrell
![Page 12: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/12.jpg)
12
Basic Bargaining
“Distributive Negotiation”
© Robert Farrell
![Page 13: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/13.jpg)
13
Basic BargainingTips
© Robert Farrell
![Page 14: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/14.jpg)
14
?What do you look
for when:
Buying a Car
© Robert Farrell
![Page 15: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/15.jpg)
15
Buying a Car
© Robert Farrell
1 2 3 Decending 1, 2, 3
Description Worst Medium Best Priority Rank ScorePrice 20K 18K 15K 9 2 18Model 8Year 7Miles 6Defects 5Warranty 4Trade-In 3Owners 2Seller Type 1
Total
Grade each carYour requirements
![Page 16: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/16.jpg)
16
Integrative Negotiation (Win-Win):
Creating value:
“Expanding the pie”.
Claiming value:
“Slicing the pie”
© Robert Farrell
![Page 17: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/17.jpg)
17
Integrative Negotiation Tips
© Robert Farrell
![Page 18: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/18.jpg)
18
Relationship Building - Hidden Dangers
© Robert Farrell
Tip forSuppliers
![Page 19: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/19.jpg)
19
What do you look for when:
Meeting Suppliers
© Robert Farrell
?
![Page 20: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/20.jpg)
20
Meeting Suppliers
© Robert Farrell
1 2 3 Decending 1, 2, 3
Supplier Poor Average Great Priority Rank ScorePrice 2 9 2 18Range 3 8 3 24Strategic fit 1 7 1 7Service level 6Stability 5Admin support 4Problem occurance 3Market knowledge 2Merchandising 1
Total
Grade each suplierTheir Performance
![Page 21: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/21.jpg)
21
Tactics
© Robert Farrell
![Page 22: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/22.jpg)
22
Tactics
Playing Hardball
© Robert Farrell
Tough guy approach
![Page 23: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/23.jpg)
23
Tactics Threats
Handle with care
© Robert Farrell
![Page 24: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/24.jpg)
24
Tactics
Nibbling
© Robert Farrell
The Piranha Approach
![Page 25: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/25.jpg)
25
Tactics
Commoditisation
© Robert Farrell
Its all about price
![Page 26: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/26.jpg)
26
Tactics
The Glassroom
© Robert Farrell
Battle Royale
![Page 27: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/27.jpg)
27
Tactics
General Defences
© Robert Farrell
![Page 28: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/28.jpg)
28
Key Messages
© Robert Farrell
![Page 29: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/29.jpg)
29
Thank you for attending
www.TheSmallBusinessGuides.com/Negotiations.html
© Robert Farrell
![Page 30: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/30.jpg)
30
Questions
• Should you reveal you reservation point.• Should an upcoming potential deal be my
BATNA.• Should I make the first offer.• Should I give concessions without taking
anything back.• How do you respond to unreasonable
demands.
© Robert Farrell
![Page 31: Negotiation_Innovation_Dublin_2012](https://reader036.vdocument.in/reader036/viewer/2022070319/55851e46d8b42a4c128b4887/html5/thumbnails/31.jpg)
31
Terminology
Reservation Point
Must have
BATNA
Concession
Position
Bargaining Zone
PieNice to have
© Robert Farrell