The fact is people are often driven by self interest.
As a result, they acknowledge the concept of “Win - Win”
but don’t know how to achieve it. The truth is that when parties
to a negotiation believe that they have achieved a fair result, the
benefits to all transcend the transaction. Future negotiations go more
smoothly with better results. Reputation is undervalued and often forgotten.
You may win the negotiation at the expense of you partner, but what
happens next time . . . what happens when other vendors, associates
and clients come to know your adversarial nature.
The instinct to win at all costs, to strike an unfair deal or crush
our opponent is a failed strategy. The key to success with friends,
family and business associates is to focus on the relationship. The
question is how to do this in the context of a negotiation and achieve
success.
This session will focus on the strategies necessary to achieve a successful
negotiation. This is not fluff. The impediments to successful negotiation
are many and we will deal with those as well as provide a road map for
success.
Specifically,
we will cover the following topics:
- Why, Where,
When and How of Negotiating
-
Impediments to the Deal
-
Assumptions
and the Negotiation Nightmare they Create
-
Reactive Devaluation - Why fair deals are scorned
-
The
Three “Knows” that Create Success
-
What
to do with your anger
-
How
to stimulate Trust
-
The
word “No” and why to avoid it
-
Making
it easy for them to say “Yes”
-
Don’t
Threaten . . . Persuade
-
What
to ask yourself when all else fails
-
Surprise
the ultimate tactic
-
Learn
how to counter any Gambit
-
How
to Prepare for any Negotiation
-
Stop
Arguments before they start
-
Use
Questions to Create a Dialogue
-
The
Three Types of Dirty Tricks
-
How
to Handle “High Ball” Offers
-
What
to do when they get MEAN
-