5 Rules of Value-negotiation
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Transcript of 5 Rules of Value-negotiation
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Definition
That is Negotiation
A
B
A = PositionB = Objective(s)
![Page 2: 5 Rules of Value-negotiation](https://reader030.fdocuments.in/reader030/viewer/2022020122/547d46735806b5db3f8b4832/html5/thumbnails/2.jpg)
Definition
What is Negotiation?
A
B
A = PositionB = Objective(s)
![Page 3: 5 Rules of Value-negotiation](https://reader030.fdocuments.in/reader030/viewer/2022020122/547d46735806b5db3f8b4832/html5/thumbnails/3.jpg)
Definition
What is Negotiation?
A
B
A = PositionB = Objective(s)
![Page 4: 5 Rules of Value-negotiation](https://reader030.fdocuments.in/reader030/viewer/2022020122/547d46735806b5db3f8b4832/html5/thumbnails/4.jpg)
Definition
A
B
This is Negotiation
A = PositionB = Objective(s)
![Page 5: 5 Rules of Value-negotiation](https://reader030.fdocuments.in/reader030/viewer/2022020122/547d46735806b5db3f8b4832/html5/thumbnails/5.jpg)
WHEN does it start?
AT YOUR FIRST MEETING
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WHEN does it start?
AT YOUR FIRST MEETING
RULE N°1:
BUY YOUR SEAT AT THE NEGOTIATION TABLE BY EARNING CREDITS
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HOW does it work?
The process – RULE N°2
KNOW YOUR:
1) POSITION2) OBJECTIVE(S)
Create strategy
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HOW does it work?
The process – RULE N°3
Talk about your objectivesBUT
Never give away your position
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HOW does it work?
The process – RULE N°4
ALWAYS PLAY FAIR, avoid conflicts!
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HOW does it work?
Objective
Relation
AVOID COMPROMIS
ADMIT WIN WIN MORE
The process – RULE N°4
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HOW does it work?
Objective
Relation
AVOID COMPROMIS
ADMIT WIN WIN MORE
The process – RULE N°4
HOW DO WE GET HERE?
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WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
Main capability
Supporting capabilities
Mindset Sincere curiosity
Rational engagement / serenity
Skills Inquisitiveness Perspective taking / Listening
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WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
KEY 2: VALUE
STEP 1 STEP 2 STEP 3
CREATION (BRAINSTORM)
JUDGE EXECUTE
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WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
KEY 2: VALUE
KEY 3: MAKE THE DEAL
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5 Basic Rules