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NEGOTIATION

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michelle gonzalez

on 14 June 2013

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Transcript of NEGOTIATION

NEGOTIATION
WE ARE NEVER AGGRESSIVE OR DEFENSIVE, WE ARE ALWAYS APPROACHABLE

Do not underestimate people, NEVER

Never say no to someone’s idea

Be calmed (cold blood)

Be one step ahead, ALWAYS

Improvise

The focus of the discussion is the problem, NOT the person

Show empathy
WHERE ?
WHO WE ARE?

Fish rounds
Prostitution
Bloc to bloc

Debating
Convincing
Discussing
Send notes in Formal Session

Work out of committee sessions
Going out for fun
NEGOTIATING IN FISH ROUNDS
Partners:
One leads the bloc
The other goes from bloc to bloc


Take control Call your bloc
Moderate and be the bridge (open speaker’s list)
Take notes POWER OF WP
NEGOTIATING IN FISH ROUNDS

ADD, do not correct

Give credit to other people’s ideas OUT LOUD

Get the LOW PROFILE delegates

Speak when you must, and LISTEN when you have to

Seem confident and strong, ALWAYS!

BE APPROACHABLE
DO
DON´T
Correct

Criticize

Underestimate delegates, or push them aside

Let people push you out of the bloc, NEVER step out of the bloc

Be stubborn

Give yourself away regarding fears, trouble or worries
DO NOT LOSE YOURSELVES IN SMALL ARGUMENTS

Share limited information: give your best idea when you have leadership of the bloc

Always ask yourselves, WHY?, WHAT IS THIS PERSON LOOKING FOR? UNDERSTAND FULLY WHAT THEY WANT AND WHY

Create choices and alternatives

Create CONSENSUS

Be creative

Think out loud

Be open with new ideas, do not criticize them

Don’t go grabbing the computer out of people’s hands
Be transparent

ALWAYS have a Plan B

Analyze your alternatives very carefully:

ALWAYS approach the chair

Make people part of your ideas

Explain why your ideas rock! NEVER impose ideas, explain your reasons. Take control by LEADING.

Be the one person handing out working papers and draft resolutions

ALWAYS evaluate your surroundings

Appreciate every type of person: italianos, asiaticos…
MOST OF ALL, BE YOURSELVES, BECAUSE THAT IS WHAT MAKES YOU DIFFERENT
AND ALWAYS ACCOUNT FOR VARIABLE CHANGE!!
Don’t criticize, condemn or complain

Give honest and sincere appreciation

Arouse in the other person an eager want
Fundamental techniques
in handling people

Become genuinely interested in other people

SMILE

Remember people’s names

Be the best listener

Try to understand other people’s point of view

Avoid arguments

Never say “you are wrong”

If you are wrong, admit it quickly and
emphatically

Let the other person feel that the idea
is his or hers
Ways to make people like you
CAUCUS
ONE ON ONE
EXTRA MEETINGS
NEGOTIATION 101
Don´t be impatient: negotiation takes time

Don´t go for everything right away: start with small victories and concessions

Know your negotiable and non negotiable points: aspire to greatness but stick with the possible

Map your range: Your aspiration and best alternative delineate the range of possible agreements for you.

Map their range: What do they want? What's their best alternative? Compare their range to yours. Where do the two overlap? That's where you will find agreement.

Let them be heard: let people know that you hear what they want, understand why they want it, and think that it's a legitimate interest
Negotiating requires the confidence to ask for what you want, and the focus to get it - Susan Podziba

“Start up with an ideal, end up with a deal.” - Karl Albrecht

A leader is best when people barely know he exists. When his work is done, his aim fulfilled, they will say: we did it ourselves - Lao Tzu

“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy
break the bloc
QUOTES
DO NOT CONFUSE LEADERSHIP

Leadership does not mean “protagonism”

STANDING OUT is not the same as taking over

Leadership means being calm and assertive:
Confident
Approachable
Secure
Knowledge
Character
WHO WE ARE?
WHO WE ARE?
GETTING TO YES
People: separate the people from the problem

Interests: focus on interests, not positions.

Options: generate a variety of possibilities before deciding what to do.

Criteria: insist that the result be based on some objective standard.
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