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Everything’s Negotiable

Everything’s Negotiable

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Everything’s Negotiable

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  1. Everything’s Negotiable Negotiation Skills for Managers, Employees and everyday life

  2. Negotiation Basics – Part 1 • What are the stakes? • Who are the players? • Your style and comfort level

  3. Negotiation Basics – Part 2 • Why “Win-Win” is better than “Win-Lose” • Ethics in negotiation • Relationships and future considerations

  4. Negotiating Pre-work – Part 1 • Determine Ideal Agreement • Identify Objectives and Variables • Determine Boundaries and acceptable concessions • Back up plan – what to do if agreement can’t be reached

  5. Negotiating Pre-work – Part 2 • Assess the Situation • What do you know, what don’t you know • What’s in it for the other party • What are the most important points to each side • Deadlines – Real or Arbitrary?

  6. The “Deal” • The opening offer: • Why this is so important • Timing • Who starts? • Must be reasonable and justifiable • Should leave room for “wiggle”

  7. The “Volley” • Concessions: • Never give away something for nothing • Keep them as small as possible • Keep them Infrequent • Modifying the Deal • Review the variables • Changing the Terms • vs. “No Deal”

  8. On the Defense – Tough Questions If you don’t know, are not sure…or… If the answer could negatively affect the outcome: • Rephrase the question • Defer question till later • Counter with a question • Give a qualified answer • Create a “fork in the road”

  9. Gaining Control • Calm the environment • Always act in an honest, ethical manner • Concentrate on the immediate issue • Emphasize common goals • Check for understanding • Knowing when “no-deal” is better than a bad deal

  10. Common Tactics • Highball / Lowball • Delays & Time Pressure • Stonewalling • Good Guy / Bad Guy • Bad Temper • Splitting the Difference • If you sense any of these are being used, it may be time to walk away

  11. Final Essentials • Active Listening • Your best tool for great results • Patience pays off (usually) • “Home” vs. “Away” • Know how each can be an advantage • In-Person vs. Telephone …and finally… • Make sure it’s in Writing!

  12. Thank You ! Full seminars on these and other topics are available through Alternet Inc. Contact Tom Huth 440-667-0324 440-974-1711 tphuth@gmail.com for availability and pricing. Visit www.alternetinc.net for more information.