Negotiating like a Shark - Part One
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Transcript of Negotiating like a Shark - Part One
Negotiating like a SharkPart 1
Blog Shark Tank presents:
Season 5Issue 3
By: Jeff HopkinsOwner at BlogSharkTank.com
Table of ContentsGetting To Yes
Preparation
The Four Crucial Steps
Effective Communication
Controlling Emotions
Part Two Teaser
Getting To Yes
Almost everything discussed in this presentation is elaborated on in “Getting to Yes” by Roger Fisher and William Ury.
I highly recommend buying this inexpensive book and reading through it before conducting any serious negotiation.
Preparation
Preparation is around 85% of any good negotiation.
Here’s how to prepare:• Know your underlying interests and positions• Form your plan and opening statement• Be ready to listen to what the other party has to say• Know your method for handing emotions• Understand your strengths and weaknesses• Create a method of reaching agreement• Form a BATNA (Best Alternative To a Negotiated Agreement)• Enter the negotiation as a problem solver
The Four Crucial Steps
Separate the people from the problem• Be soft on the people, hard on the
problem• Proceed independent of trustFocus on interests, not positions• Explore interests of each party• Look past the positions or titles
Invent options for mutual gain• Develop multiple options to choose from• Don’t be narrow-minded
Use objective criteria to reach a decision• Reach a result based on standards, not
just will• Yield to principle, not pressure
The Four Crucial Steps
Effective Communication•Speak clearly•Speak to be
understood•Speak about
yourself•Don’t over-
exaggerate•Don’t speak to
argueSpeaki
ng
Clarify• To get additional or
more accurate information
Reflect• To show that you
understand and care
Encourage• To get the other
party to open up and say more
Restate / Summarize• To check accuracy
and confirm
Explore• To examine the
situation and consider options
Effective Communication
Effective Communication
Body Lan-
guage; 60%
Tone; 20%
Words; 10%
Watching hand gestures and listening carefully to tone are even more important than the words themselves.
Controlling Emotions
Three ways to deal with emotions during a negotiation:
1.Recognize and understand both parties’ emotions
2.Acknowledge emotions as being legitimate, but don’t react to outbursts
3.If need to let out steam, take a quick recess in the negotiation
Part Two TeaserHere are some points which will be addressed in the next presentation:
Types of Conflict
Positives of Conflict
Positional Bargaining
Barriers to Effective Negotiation
Dirty Negotiation Tricks
Influence and Power
Coming Up Next…
Negotiating Like a Shark, Part Two
Choosing the Right Shark as a Partner
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