Intro to Negotiations

Basic Concepts and Tactics- Randy Lubin -

My Journey

Today’s Talk

• Why negotiations skills mater• What isn’t included• Terms and tactics

Why?

Not Covered

• Persuasion– “Influence” by Robert Cialdini– “List of Cognitive Biases” – Wikipedia

• Zero Sum• Bad Faith

Integrative vs Distributive

First – Know Yourself

Figure out Interests

Reserve Price

BATNA

• Best• Alternative• To• Negotiated• Agreement

Options!

Know Your Enemy Partner

Build Rapport

Interests, not Positions

Get Data, Comparables

Know the Levers

Logrolling

More Options!

Contingencies

Using an Agent

Anchoring

Avoid

• Piecemeal negotiations• Deal fatigue• Sunk cost fallacy• Real-time decision making

Anchoring

Options! Options! Options!

Questions?

Ask Me About

• Learning to Code• Prototyping• Selling a Company

randylubin.com@randylubin