NegotiationNegotiationPrinciples & Tactics

When do you need to negotiate?

Most Common Scenarios

• Sales and Purchases

• Job Interview and Offer

• Family Disputes

• Conflict Resolution

• Casual Requests (e.g. college, flights, etc.)

Before you negotiate…

• How much time do you have?

• How much information have you obtained?

• How well do you know the other party?

• What alternatives are there?

• What’s the best-case and worst-case scenario?

Know what you REALLY want!

Lose/WinLose/Win

““Saving the Saving the Relationship”Relationship”

Hig

hH

igh

Low

Low

Win/WinWin/Win

““Seeking Seeking Mutual Mutual

Benefit”Benefit”

Lose/LoseLose/Lose Win/LoseWin/Lose

““Getting what Getting what I want!”I want!”

PLA

YIN

G N

ICE

PLA

YIN

G N

ICE

LowLow HighHigh

PLAYING TOUGHPLAYING TOUGH

““Make him Make him Suffer at all Suffer at all

costs!”costs!”

1. PRINCIPLES

# Attraction

Be Well-Groomed!

Develop Rapport

# Reciprocation

Be the First to Give

# Consistency

Get other party to reveal as much as possible

# Higher Authority

# Social Proof

95%Imitators!

# Scarcity

2. TACTICS

Set Pre-Conditions

Example

Say strongly up front (or in public) that you’ll never accept anything less than X amount or Y level of service quality, etc.

Thus any discussion begins on your terms

Ask Big!

(then)

Accept Small…

Example

If you’d like to leave the place by 4.00pm, ask for permission to go by 3.30pm. If your first request is rejected, then ask for 3.45 or 4.00.

Your original prefered time is thus perceived as a concession and not many people enjoy saying No multiple times!

Always Say NO the First time!

Your E-Assignment

• Describe a recent or memorable negotiation scenario

• What did you do right? What tactics did you use? How could you have improved the situation?

• What advice would you give everyone, based on this event?