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Beyond… Beyond…
Negotiation “101”Negotiation “101”
June 6, 2010June 6, 2010
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Recent Clients & PartnersRecent Clients & Partners
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Problem SolvingProblem Solving
InterestsInterests
DealDeal
Postal Service U.S.P.S.
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Thnik dfifreetnly . . .Thnik dfifreetnly . . .
Aoccdrnig to rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in
waht oredr the ltteers in a wrod are, the olny iprmoatnt tihng is taht the frist and lsat ltteer be in the rghit
pclae. The rset can be a taotl mses and you can sitll raed it wouthit a
porbelm! Tihs is bcuseae the huamn mnid deos not raed ervey lteter by
istlef, but the wrod as a wlohe.
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Grab ‘em and Hold ‘emGrab ‘em and Hold ‘em
7% Words / Content
38% Delivery
55% Physical Appearance
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Negotiation StrategiesNegotiation Strategies
• Avoidance
• Accommodation
• Competition
• Collaboration
• Compromise
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AlternativesAlternatives
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Role of PowerRole of Power
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InfluenceInfluence
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Disaggregate GainsDisaggregate Gains
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Aggregate LossesAggregate Losses
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Punch in the MouthPunch in the Mouth
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Foot in the DoorFoot in the Door
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Benchmarks & JustificationBenchmarks & Justification
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Social ProofSocial Proof
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““You Smooth Talking Devil!”You Smooth Talking Devil!”
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The Positive NoThe Positive No
“The Power of a Positive No” by William Ury
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The “A” TrapThe “A” Trap
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AAccommodateccommodate
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AAttackttack
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AAvoidvoid
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Uncover Your “Yes”Uncover Your “Yes”
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Empower Your “No”Empower Your “No”
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Respect Your Way To “Yes”Respect Your Way To “Yes”
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Express Your “Yes”Express Your “Yes”
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Assert Your “No”Assert Your “No”
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Propose Your “Yes”Propose Your “Yes”
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Negotiation Axioms - INegotiation Axioms - I
• You need more than just a hammer
• Even a sheet of paper has two sides – Japanese Proverb
• The less you care about making a deal, the better deal you will make
• Failure to prepare is preparing to fail
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Negotiation Axioms - IINegotiation Axioms - II
• Is it too good to be true?
• A price is too low till the buyer says no
• At the edge of a cliff, progress can be a step backwards – Chinese Proverb
• A half truth is a whole lie
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Negotiation Axioms - IIINegotiation Axioms - III
• Do not find fault, find a remedy
• Avoid assumptions
• Necessity never made a good bargain
• Never make an enemy out of an adversary.
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Negotiation Axioms - IVNegotiation Axioms - IV
• Odd dollar and cents add credibility.
• Listen to understand, not to refute.
• Never rub bottoms with a porcupine – Japanese Proverb
• This too, shall pass