Negotation Moves, Turns, and Planning for Implementation
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Transcript of Negotation Moves, Turns, and Planning for Implementation
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the game is never
just about the logic.
In negotiations
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In a negotiation the one
thing you should always expect
… is the unexpected.
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Challenging Your Competence
Demeaning Your Ideas
Criticizing Your Style
Making Threats
Appealing to Sympathy / Flattery
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How do we
respond?
Reacting defensively or ignoring the issue are both instinctive – and ineffective.
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Interrupt the Move
Name the Move
Question the Conclusion
Correct the Position
Divert back to the focus
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Participative Turns attempt to establish equity
Restorative Turns work to regain power
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Never negotiate with
an empty suit
… they usually have
empty pockets too!
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Bring the real power in
Assume it won’t be an issue
Boundary definitions
External experts and agreements
Support the sell
And if all else fails ….
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Throw a
tantrum!
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Concessions are not birds.
No matter how much you loved them,
they will never come back.
Unless you
make them.
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Label Them
Demand Reciprocity
Add Contingencies
Offer Installments
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Remember, you have the
ability to shift the balance.
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Deals that look great on
paper
… but never materialize
into effective,
value-creating endeavors.
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Contracts are just the beginning of value creation
The real challenge is in designing a deal
that works in practice
• Mergers and acquisitions
• outsourcing contracts
• Internal projects
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• Focused on agreement only, not business impact
• Focused on squeezing out the best deal • Focus on winning outweighs cost of signing
a deal that will not work in practice
• Focus on concessions instead of deal
volume
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Five Approaches:
• Start with the End in Mind
• Help them prepare too
• Treat alignment as a shared responsibility
• Send one message
• Manage negotiation like a business process
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Imagine the deal 12 months out :
• Is the deal working?
• What has gone wrong?
• What else is missing to accomplish your
objectives?
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The product of negotiation isn't a
document, but the value produced!
If signing the document is your goal, you
will fall short of a winning deal.
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Thank You!
Any Questions?