power negotiating-18-april-2015

Power Negotiating

Yosry Magdiche

Public Services Advisor

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What is Power Negotiating?

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Most people want the same thing from a

negotiation:

• a fair deal

• use their negotiating skills to improve their

position

• skilled enough to stop the other side from

taking advantage of them 3

Objective of a negotiation

Make a win-win solution:

you and the other person can walk away from

the negotiating table feeling that ou’ e won.

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Win-win negotiators

• two people / one orange

• but both want it

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Oh, sure!

That could happe i the real world…

But it does ’t happe e ough to ake the concept meaningful

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Whe you’re sitti g dow i a egotiatio , cha ces are that the other side wants the same thing that you do.

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Power Negotiating

takes a different position

win at the negotiating table

+ leave the other person

feeling that he won 10

No … I k o hat that perso did to e…

Wait… u til I see hi again!!!

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poor negotiator vs Power Negotiator

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Playing

the Power Negotiating Game

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Ending Gambits

Beginning Gambits

Middle

Gambits

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Beginning Negotiating Gambits

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1. Ask for More

Than You Expect

to Get

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1. Ask for More Than You Expect to Get

1. You might just get it.

2. It gives you some negotiating room.

3. It raises the percei ed alue of hat ou’re offeri g.

4. It prevents the negotiation from deadlocking.

5. It makes a climate in which the other side feels they

won.

Ask for more than you

expect to get, for 5 reasons:

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2. Never Say

Yes to the

First Offer

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2. Never Say Yes to the First Offer

1. Never say yes to the first offer or counteroffer from

the other side.

it automatically riggers two thoughts:

I could have done better (next time I ill)

Something must be wrong.

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2. Never Say Yes to the First Offer

2. The danger is when you have formed a

mental picture of how the other person

will respond to your proposal and he

comes back much higher than you

expected.

Prepare for this

possibility so it

o ’t catch you off

guard. 21

3. Flinch at Proposals

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3. Flinch at Proposals

1.Flinch in reaction to a proposal from the other

side.

They may not expect to get what they are

asking for;

however, if you do not show surprise, ou’re

communicating that it is a possibility.

2. A concession often

follows a flinch.

If you do ’t flinch, it

makes the other person a

tougher negotiator. 23

3. Assume that the other person is a visual unless

you have something else on which to go.

70 %

visual auditory kinesthetic

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3. Flinch at Proposals

4. Even if ou’re not face-to-face with the

other person, you should still gasp in shock

and surprise.

Telephone flinches can

be very effective also.

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4. Avoid Confrontational

Negotiation

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4. Avoid Confrontational Negotiation

1. Do ’t argue with people in the early stages

of the negotiation because it makes

confrontation.

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4. Avoid Confrontational Negotiation

I understand exactly how you feel

about that… many other people

have felt exactly the same way as

you do in the beginning… and…

when they take a closer look at

what we offer, they have always

found that we make the best

offer in the market…

2. Use the Feel, Felt, Found formula to turn the hostility around:

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5. Play the Reluctant Seller and the

Reluctant Buyer

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5. Play the Reluctant Seller and the

Reluctant Buyer

3. Playing this Gambit is a great way to

squeeze the other side’s negotiating range

before the negotiation even starts.

1. Always play Reluctant

Seller.

2. Look out for the

Reluctant Buyer.

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5. Play the Reluctant Seller and the

Reluctant Buyer

5. When it’s used on you, get the other

person to commit, go to Higher Authority,

and close with Good Guy/Bad Guy.

4. The other person will

typically give away half of

his negotiating range just

because you use this.

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6. The Vise Technique

You’ll ha e to do better

than that!!!

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1. Respond to a proposal or counter-proposal with

the Vise technique:

You’ll have to do better than that.

E actl how much

better than that do I have

to do?

This will pin the other

person down to a specific.

2. If it’s used on you, respond with the Counter

Gambit:

6. Use the Vise Technique

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6. Use the Vise Technique

3. Concentrate on the dollar amount that’s

being negotiated.

Do ’t start thinking in percentages.

4. A negotiated dollar is a bottom-line dollar.

Be aware of what your time is worth on

an hourly basis.

5. You will make money

fast when ou’re Power

Negotiating. 34