Top tips for negotiating

Top Tips for Negotiating

julialangkraehr.com@JuliaLangkraehr

Top Tips for Negotiating

• Why improve Negotiating as a skill?• What is BATNA? • 6 Tips on how to Negotiate smarter• 8 Techniques that work


ne·go·ti·ate [ni-goh-shee-eyt] verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing.1. to deal or bargain with another or others, as in the preparation of a treaty or contract or in preliminaries to a business deal

Definition of Negotiate

verb (used with object), ne·go·ti·at·ed, ne·go·ti·at·ing.2. to arrange for or bring about by discussion and settlement of terms: to negotiate a loan.3. to manage; transact; conduct: He negotiated an important business deal.4. to move through, around, or over in a satisfactory manner: to negotiate a difficult dance step without tripping: to negotiate sharp curves.


Why improve Negotiating as a skill?

“ Everything is negotiable”


Why improve Negotiating as a skill?


I WINYou WIN

I win You lose

I lose You win

I lose You lose

Negotiation Strategy Matrix

It’s a Deal!

Smiley face

Lose/loseSad face


People: Separate the people from the problem

Interest: Focus on interest, not positions

Options: Invent options for mutual gain

Criteria: Insist on an objective criteriajulialangkraehr.com@JuliaLangkraehr

What is BATNA?

Best Alternative To a Negotiated Agreement

BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.

“Don’t accept a worse resolution then your BATNA”


Communication


Tips on How to Negotiate Smarter

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Preparethe Structure

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ResearchYour PositionTheir Position



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Practice Rehearse

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Decideyour break-eventheir break-even

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Patiencenever feel rushed

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Be Ready toWalk Away



1. Prepare the Structure2. Research - your Position/their Position3. Practice - Rehearse4. Anticipate – Decide your break-even/their

break-even5. Patience – never feel rushed6. Be Ready to Walk Away


Techniques that Work

Open at your maximum( that you can logically argue)



Use Silence



Offer Better Terms

Cash

Payment upfront



Don’t give something without getting something in return



Ask for something that’s valuable to you but doesn’t cost them



Offer little small incentives versus large ones – (offer or ask)



Hold back a fact/point to use as a close

Have something to offer to close


What is the action you will take?


Exercise – Find a Partner

One Minute (each) = Two Minutes total

1. One thing that’s unique about what you do?

2. One current negotiation you face? 3. What One Tip or Technique will you

use from today?julialangkraehr.com@JuliaLangkraehr

Resources:


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Conclusions

• Increase your business skills every day

• Know your BATNA• “Measure twice, cut once” • Use the 6 Tips on How to Negotiate

smarter• Use the 8 Negotiating Techniques• Negotiating Smarter Adds

Profit!@JuliaLangkraehr

[email protected]

@JuliaLangraehr

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If you would like to find out more about the business support and coaching I offer, please do get in touch.

Top tips for negotiating

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