10 dilemma's every negotiator faces
TRANSCRIPT
How to deal with the TOP 10
negotiation dilemma's
Dilemma’s Ten dilemma’s every negotiator faces such as “Should I threaten a with a sanction?”
About Scotwork Who are we and what can negotiation training mean for your business - and every day life
Trainings With a Scotwork training you get a hands on experience with our “Case Play” approach
Since 1975
• Scotwork is the world authority on negotiation skills development since 1975
• Scotwork is a worldwide organization with more than 37 offices in different countries.
• We teach people how to become fearless negotiators by being creative and agile
About Scotwork
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Since 1975
Dilemma’sTen Dilemma's every negotiator faces
Since 1975
Dilemma #1
Information Disclosure Knowledge is power but only when it's used. What
information should I share, when and why?
Since 1975
Dilemma #2
Who goes first? If I let them make the first proposal they might offer me more than I was expecting but what if it's worse, much
worse
Since 1975
Dilemma #3
Where do I pitch? If I go extreme I'll have plenty of wriggle room and I might structure their expectations as to where the deal will be done but what if I'm so unrealistic I get shown the door?
Since 1975
Dilemma #4
Do I change my mind?
If my strategy's not working or my objectives aren't realistic do I change or recalibrate them? If I do will they see that as
a sign of weakness and come after me.
Since 1975
Dilemma #5
Losing the argument
If they've got a point do I try to argue fruitlessly against it or accept their point and make a concession?
Since 1975
Dilemma #6
Assumptions If I don't know should I assume, if I do I could get it horribly wrong, if I don't I'll never make a decision.
Since 1975
Dilemma #7
Do I ask for what I want? If I do they might not give it to me but if I don't they're
going to have to guess.
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Dilemma #8
Should I give them what they want?
If I do they might not give me what I want but if I don't then why would they give me what I want.
Since 1975
Dilemma #9
When do I stop? If I go too soon I might miss an opportunity, if I leave it too late I'll risk unravelling the deal and having to start again.
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Dilemma #10
Should I threaten a sanction? If I do it may raise the temperature destabilize the
negotiation if I don't, I'm losing power.
Since 1975
Training
Advancing Negotiating Skills
Advancing Negotiating Skills 2
Coaching Negotiating Skills
Refresher Negotiating Skills
Since 1975
Advancing Negotiating Skills
• 97,4% of our students say they have become better negotiators
• Research concludes that within the first 3 months the average ROI rises more than 10 times the initial invested amount
• Advancing negotiation skills is the # 1 chosen skills training
Since 1975
Advancing Negotiating Skills 2
• A two day skills development course which refreshes, reinforces and enhances the skills already acquired on the first course
• The goal is to double the number of skills and techniques in regular use; to enhance the level of confidence in applying these; and to measure additional return on investment for the organization
Since 1975
Coaching Negotiating Skills
• On the Scotwork Coaching Negotiation Skills course your coaches will learn coaching skills to guide individuals towards their negotiating objectives and personal development goals
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Refresher Negotiating Skills
• Your negotiation techniques have degraded?
• You have tried to use specific techniques yet not all of them worked out the way you wanted?
• This one-day workshop will get you right back on track… and beyond
Since 1975
Get in touch!
To speak to us about booking a course, arranging consultancy or any of our services call us:
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Or you can e-mail us at: [email protected]
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Scotwork BeNeLux bvba Vennenlaan 202980 Zoersel
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or
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Netherlands
Since 1975