Negotiation Skills 4
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Transcript of Negotiation Skills 4
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Principles of Negotiation
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Position your case advantageously
Set high aspiration
Concede according to plan Know the full range & strength of
your power
Manage information skillfully
Principles of Negotiations
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Position Your Case
Advantageously
Position means to name or framethe negotiation in a way that
creates a favorable playing
field, and supports your case
Position creates perceived
Value where little existed Before
Principle 1
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Perceived value can be highly
subjective
Positioning is especially powerful
for extending the range of
reason,
Example: Outcomes the other
party can be persuaded to see as
good enough
Key Learnings
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Set High Aspirations
The negotiators goals should
be as high as possible withinthe range of reason
Principle 2
Old Negotiation Maxim says: If you dont ask for it, you wont get it
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Skilled negotiators ask for
more, and therefore tend to get
more
No deal is better than a baddeal
Key Learnings
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Concede According To Plan
Concessions are the compromises
you make after your opening
position to move the negotiation
forward
Principle 3
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Dont make any concessions unless
you have to
Dont make a concession unless
the other party makes a concessions
first, or unless it is needed to keep the
negotiation alive
When you give a concession, get
one in return
If you make concessions, makesure that the way you make them
sends the message you really want to
send
Key Learnings
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Know The Full Range And
Strength of Your Power
To recognize all the factors
that might give you an
advantage in a negotiation
Principle 4
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Power starts with personalconviction. You are only as
powerful as you believe yourself
to be
Power is perception. If others see
you as powerful, then you are
powerful
A major source of personal power
in negotiation is knowing clearly
what you want, and persistently
asking for it as you uncover and
satisfy the other partys need
Key Learnings
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Manage Information Skillfully
To share or uncover only that
information necessary, or useful, to
negotiate successfully
Principle 5
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Information is power
Dont just look at the other party
as the enemy, but as a valuable
source of information, whichcan help you succeed.
If you dont share enough
information, you may create
distrust and undermine therelationship
Key Learning
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Role Plays - Negotiation