Power of being nice
Published on Nov 18, 2015
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PRESENTATION OUTLINE
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NEGOTIATION
WHAT IT IS, ISN'T AND CAN BE...
I Win, You Lose Negotiation
- Treat each other as enemies
- Stake out entrenched positions
- Adopt a Hit and Run Philosophy
THE $10 GAME
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WIN/WIN NEGOTIATION
THE POWER OF NICE
The best way to get what you want is to help the other side get what they want.
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Four Objectives
- Display Confidence
- Achieve WIN/win
- Use the 3P's and the BIG L
- Handle Tough Negotitions
KNOW WHAT YOU REALLY WANT
ASSESS YOUR WANTS AND NEEDS, BEFORE NEGOTIATING.
SATISFY YOUR NEEDS WELL
SATISFY THEIR NEEDS ACCEPTABLY.
Roadblocks to WIN/win.
- Insufficient Planning
- Ineffective Communication
- Inexperience
The 3 P's & the BIG L
- Prepare
- Probe
- Propose
PREPARE
"FAILURE TO PREPARE IS PREPARING TO FAIL." JOHN WOODEN, UCLA COACH
Why People Don't Prepare
- I know it already. I don't need to prepare.
- Not enough time.
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PROBE
W.H.A.T. Technique
- W - What, what else, which, why.
- H - Hypothesize - If I could make X happen would you consider Y?
- A - Answer questions with questions.
- T - Tell me more.
PROPOSE
- But not too fast.
- Try not to make the first offer.
- Never immediately accept, their first offer.
- Set your aspirations high
Counter Offers
- Trade, Remove, Increase
- Encourage the other side to make the first offer
- *Remember, you want to find out the other parties real interest.
- * Not just their goals.
THE BIG L
DIFFICULT NEGOTIATIONS
- Don't take it personally (Don't get personal)
- Be prepared (Have a strategy)
- Take a time-out (Slow down, cool off)
- Learn to tack. Don't sail into the wind
Emotional tactics, get R.I.D. of them
- Recognize the emotion as a tactic
- Identify exactly what kind of emotion is being employed
- Deflect the emotion in order to re-focus on the issues
