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Transcript of Negotiation skills
... depends on your perspective
What you see ...
Zero sum or win-win?
Find the interest behind the position
Heart & hard
BATNA of the other parties
Problem as a start
Question as a start
Claim as a start
Firm, clear and short
Open for further negotiation
Introduction: Fisher and questions
Three important aspects:
Interests behind the positions
Closing the deal
Two people want an orange ...
Towards a deal
Three levels of interaction
Facts, benchmark, experts, research, social proof
Which character is this?
Choose between Me - You
Research, practise, ask
Define what you want
Interest behind position
What is a situation in which you will be negotiating in the near future?
Or have negotiated recently?
Define what it is you want and prepare a short pitch as an opening statement for the negotiation
Group of four
Explain the case
Pitch and get feedback
Take turns pitching
Separate people from problems
Ask questions about the position ánd the interest
Get facts and criteria
Get priorities and dealbreakers
Raise critical issues and rebuttals as to why a deal is impossible
Get passed the no towards the yes