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Negotiation skills

Workshop sept 2012
by

Arjan Broere

on 11 August 2015

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Transcript of Negotiation skills

Negotiation skills
Position
Position
... depends on your perspective
What you see ...
Interest
Interest
Win-win negotiation
Negotiation styles
Zero sum or win-win?
Find the interest behind the position
W
S
Heart & hard
Programme
Batna
6
The

B
est
A
lternative
T
o
N
o
A
greement
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
Negotiation styles
Three important aspects:
Defining positions
Interests behind the positions
Closing the deal
Take aways
Sept 2012
Two people want an orange ...
Preparation
Opening
First position
Exploration
Towards a deal
Impasse
Deal
Exercise
Objective criteria
Three levels of interaction
Cooperation level
Procedural level
Content level
Facts, benchmark, experts, research, social proof
?
Divide
Win-win
Ask, understand
Summarize
Check
Questions
We
Me
You
Fight
Flight
Flow
Creativity
Balance
Own interests
Presence
State
Ask
Facilitate
Listen
Which character is this?
Zero sum
Choose between Me - You
Mutual gain?
?
?
!
!
Research, practise, ask
Social phase
Define what you want
Interest behind position
Packages, scenario
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
Take away
Separate people from problems
Exercise
Ask questions about the position ánd the interest
Get details
Get facts and criteria
Get priorities and dealbreakers
Exercise
Raise critical issues and rebuttals as to why a deal is impossible
Get passed the no towards the yes
Full transcript