splinter negotiation technique
Post on 31-May-2015
1.205 Views
Preview:
DESCRIPTION
TRANSCRIPT
Nego Practice
Case#1:“Ulyanovsk”
#1 #2 #3
Smash#1:Ulyanovskiy
#1
... or “Splinter”
my logic
emotions
???
Plant-It!
PreventExtracting!
Outlinea Fact
Don’tDiscuss
- logic arguments were exploited
#1
- the client wanted “upgraded proposal”
- the client was calm to cancel the contract
Plant-It!
PreventExtracting!
Outlinea Fact
Don’tDiscuss
#1
Outline a Fact
Don’t Discuss
(Act1) Revizor Appears
Outline a Fact
Don’t Discuss
(Act2)“We can loose”
Outline a Fact
Don’t Discuss
(Act3)“We can loose” *2
#1
Outline a Fact
Don’t Discuss
Every time you want to “correct” your counterpart's emotional involvement
#1
The Final Mechanics
The target: to evoke anxiety
Thanks for yr attention
... to be continued
www.kamblog.ru
Get in touch
kamblog@rambler.ru
Offshore FMCG Negotiation consulting&
International FMCG Key Account Managers Club
top related