MaGIC Startup Academy : Day 3- The Art of Effective Negotiations (Randy Lubin)
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Intro to Negotiations Basic Concepts and Tactics - Randy Lubin -
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Transcript of MaGIC Startup Academy : Day 3- The Art of Effective Negotiations (Randy Lubin)
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
