10 lessons i learnt about negotiation
DESCRIPTION
TRANSCRIPT
10 Lessons I Learnt about Negotiation JayWSalon, Feb 2013, Stanford GSB
#1: Know the Real Cost of Not Negotiating
#2: Rules? Says Who?
Process whereby two or more parties decide what to give and take in their relationship, and through a process of mutual influence, to a common course of action.
Negotiation
#3: Prepare, Prepare, & Prepare
#3: Prepare, Prepare, & Prepare
Self Opponent
Interests
Issues
Alternatives
Reservation Price
Aspiration Price
Sources of Power
Opening Move
#4: Interests, NOT Positions!
#5: Not Always a “Fixed Pie”!
#6: Bring More Value on the Table
#7: Maybe Yes, Maybe No
#8: Don’t Underestimate Your Power!
#9: Aim HIGH!
#10: Be Fair or Rational?