getting to yes in negotiations 2015 aicpa edge conference
TRANSCRIPT
![Page 1: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/1.jpg)
#AICPA_EDGE
Session #12 How to Get to “Yes” in NegotiationsThursday August 6th 2:25 pmJoseph M Rugger, CPA, CGMA
![Page 2: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/2.jpg)
NEGOTIATION – WINNERS AND LOSERS
Positional vs Principled Negotiation
![Page 3: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/3.jpg)
Principle #1
Separate the People from the Problem
![Page 4: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/4.jpg)
Principle #2
Focus on Interests Not on Positions
![Page 5: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/5.jpg)
The side with the most information nearly
ALWAYS has the advantage
![Page 6: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/6.jpg)
Principle #3
Invent Options for Mutual Gain
![Page 7: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/7.jpg)
It is not just about the price
It is also about the package
![Page 8: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/8.jpg)
Principle #4
Insist on Using Objective Criteria
![Page 9: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/9.jpg)
What if they are more powerful?
Best Alternative to Negotiated Agreement
![Page 10: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/10.jpg)
What if they won’t play?
Use Negotiation Jujitsu
![Page 11: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/11.jpg)
What if they use dirty tricks?
Tame the hard bargainer
![Page 12: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/12.jpg)
Never make on the spot decisions
Delay Delay Delay
![Page 13: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/13.jpg)
Use Silence
Less than full disclosure is not the same as deception.
![Page 14: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/14.jpg)
Goals for Negotiations:
1. Efficiency2. Wise Agreement3. Improve and Not Damage the
Relationship
![Page 16: Getting to Yes in Negotiations 2015 AICPA EDGE Conference](https://reader033.vdocuments.us/reader033/viewer/2022052603/55d36e79bb61ebc81b8b459e/html5/thumbnails/16.jpg)
© 2015 American Institute of CPAs. All rights reserved.