seal the deal by negotiating a win offer and respond with confidence. heighten the speed and skill...

Seal the Deal by Negotiating a Win


Offer and respond with confidence. Heighten the speed and skill with which

you build win-win agreements.


Win-Win Negotiations

Main Ideas• Power Negotiations• Critical Elements of Negotiating• Negotiating and Personality Type Styles• Tactics and Counter tactics of Negotiating

2


Power Negotiations – An Art Form

• Underlying Facts About Negotiating– You are negotiating all of the time

3



• Underlying Facts About Negotiating– Anything you want is owned or controlled by someone

else

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• Underlying Facts About Negotiating– Predictable responses to strategic maneuvers and

gambits

5



• Underlying Facts About Negotiating– Three critical factors to every negotiation

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• Underlying Facts About Negotiating– Different personality styles must be accounted for in

negotiating

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• Simple Rules of Win-Win Negotiating– Include all of the issues

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• Simple Rules of Win-Win Negotiating– Get to know the other person

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• Simple Rules of Win-Win Negotiating– Never assume that money is the bottom line

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Three Stages of Every Negotiation:• Establish negotiation criteria

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Three Stages of Every Negotiation:2.Gather information about the other side

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Three Stages of Every Negotiation:3.Reach for the compromise and find the win-win

situation

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Requirements of a good negotiator:• Know that negotiation requires interaction

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Requirements of a good negotiator:• Desire to acquire negotiating skills

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Requirements of a good negotiator:• Understand principles and gambits

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Requirements of a good negotiator:• Practice

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Requirements of a good negotiator:• Desire to create win-win outcomes

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Critical Elements of Negotiating

• Power

• Information

• Time

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Power: Understanding It and Gaining It

1st critical element = Power• Possibly the most important element• In any negotiation:

– One is controlling (has power)– One is being controlled (no power)

• Eight types of power

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Eight Types of Power• Legitimate Power• Reward Power• Punishment Power• Reverent Power

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• Charismatic Power• Expertise Power• Situation Power• Information Power



Eight Types of Power• Legitimate Power

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Eight Types of Power2.Reward Power

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Eight Types of Power3.Punishment Power

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Eight Types of Power4.Reverent Power

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Eight Types of Power5.Charismatic Power

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Eight Types of Power6.Expertise Power

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Eight Types of Power7.Situation Power

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Eight Types of Power8.Information Power

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Managing Information

2nd critical element = Information• More information = more power• Gathering information:

– Ask open-ended questions– Keep repeating a question– Question other people– Bring in an expert– Carefully select the negotiation location– Shop around

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Managing Time

3rd critical element = Time• Flexibility and concessions come with pressure and

time– Higher pressure = worse outcome in negotiations– 80 percent of concessions occur in the last 20 percent

of negotiation time

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Negotiating and Personality Types/Styles

To be a successful negotiator:• Understand personality types/styles • Adapt negotiation tactics to personality

types/styles

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Negotiating and Personality – D I S C

• Negotiating types / styles based on personality:• “D” – Pragmatic• “I” – Extrovert• “S” – Amiable• “C” – Analytical

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Pragmatic – “D”

• Street fighters• Go for what they want• Certain that there are “winners”

and “losers”• Want to be “winners”• Fight hard and see little need for concessions• Negotiation challenge:

Hold a fixed position34


Extrovert – “I”

• Enthusiastic, often overly so • Lose sight that others are not

as enthusiastic• Negotiation challenge:

– Often ignore feelings of othersin a negotiation

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Amiable – “S”

• Pacifiers• Goal: make everyone happy, not

necessarily win the negotiation• Dread high pressure encounters• Long for a solution, even if it doesn’t meet their

requirements• Negotiation challenge: easily swayed

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Analytical – “C”

• An executive by nature• Rigid in negotiation• Reluctant to be flexible• Precise on the details• Concerned with underlying principle of any issue• Negotiation challenge: Inflexibility

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Tactics and Counter Tactics

• What are the tactics and counter tactics of negotiating?– There are many, we will review the tactics and how to

counter them next.

• Why are they important for me to understand?– Know when to use them and how to respond when they

are being used on you.

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Will I use all of these?• Probably not. Use what is appropriate based on the

situation and the personality type of the other players.

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• Nibbling• Hot Potato• Higher Authority• Set-aside Gambit• Mediator• Never Take the First Offer

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• Good Guy / Bad Guy• Feel, Felt, Found• Smart / Dumb• Service Value• Walk Away• Flinching

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• Trade-off Principle• Vise Technique• Power of the Printed Word• Withdraw Offer Principle• Easy Acceptance• Funny Money

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• Decoy Technique• Red Herring• Puppy Dog Close• Reluctant Buyer• Want-It-All Philosophy• Splitting the Difference

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Tactics – Nibbling

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Tactics – Hot Potato

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Tactics – Higher Authority

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Tactics – Set Aside Gambit

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Tactics – Mediator

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Tactics – Never Take The First Offer

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Tactics – Good Guy / Bad Guy

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Tactics – Feel, Felt, Found

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Tactics – Smart / Dumb

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Tactics – Service Value

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Tactics – Walk Away

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Tactics – Flinching

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Tactics – Trade off Principle

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Tactics – Vise Technique

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Tactics – Power of the Printed Word

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Tactics – Withdraw Offer Principle

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Tactics – Easy Acceptance

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Tactics – Funny Money

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Tactics – Decoy Technique

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Tactics – Red Herring

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Tactics – Puppy Dog Close

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Tactics – Reluctant Buyer

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Tactics – Want It All Philosophy

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Tactics – Splitting the Difference

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Remember

• Always maintain perspective when negotiating• Don’t lose sight of key issues

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Ideas into Action

• Study the personality styles / types• During your next negotiation, track the tactics and

counter tactics used• Practice negotiating with a partner to learn what

works best for you

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Action Plan

List at least ONE action you will take as a result of what you’ve learned.

1. _________________________________________

2. _________________________________________

3. ___________________________________________________________


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seal the deal by negotiating a win offer and respond with confidence. heighten the speed and skill...

Documents

win win

win power negotiations

negotiating skills

win offer

art form simple rules

art form requirements

counter tactics of negotiating

types of power