NEGOTIATION TECHNIQUES:

THE SWORDPLAY

byFarhad Alessandro

Mohammadi

PART 1

NEGOTIATION THE SWORDPLAY:

the sword: if it doesn't thrust, the coast is clear. Words are suspended weapons waiting for the right moment

Negotiation...

What do we know about negotiation?

Is it always necessary? Would you fight even if unnecessary? How would you act in a position of strenght?

Is yours a concrete position, or just perceived? Which is the goal of Negotiation ?

To win? To lose? When is it better to negotiate and when should we avoid it? What do we know about negotiation?

Who says we need to negotiate?

A negotiation is not a necessary step of selling, do not negotiate if you don’t need to.

Anonymous

the best sword is the one that stays in its folder. Sanjuro

Most of the time, the best decision we have made concerning deals is to say “no”.

E. Siminoff

Negotiation: What are welearning today?

● Terms ● communication model ● Negotiating process plan ● Do & don’t ● Evil Negotiators

● Kinds of negotiations ● Self-examination ● Never-ending story ● Case history ● Conclusions

Terms:

BATNA

WAV

ZOPA

FRAMING

Batna is not the BATMAN’s brother, but...

Best Alternative To a Negotiated Agreement ● Know or look for some alternatives ● Sharing out the orange is not the only solution: you can also peel it, squeeze it or, of course, you can plant it to get an entire orange tree ● In case there is no agreement, evaluate all the possible options ● Identify the counterpart’s Batna and undermine it

Batna

Wav Walk Away Value, or never close down

● Which is the maximum loss you can afford? ● How could you set it? ● Is It always profitable to close the deal? ● Where is the Wav?

Wav

Zopa (not the popular web site) but...

Zone Of Possible Agreement, to extend the negotiation margins ● It's always suggested to figure and detect the deal zone, where both sides could get satisfied ● It's suggested to stress on the value of our product/position toextend the Zopa

Zopa

Framing: do not discredit packaging.

It's recommended to adapt the language and the communicative model.

The framing consists in packing an item so as to encourage a specific interpretation, avoiding others

Communicative model

● Evaluation ● Adaptation ● Free emissions analysis ● Testing ● Interaction

Evaluation

Often defined as Warm Up, but….

Let’s use metaphors based on phisics: If we consider the counterpart as a black box in which nothing can be seen, we could define it as V T

P(Volume - Temperature - Pressure)

V T P

Obviously

we communicative in a different way than our counterpart: we occupy different spaces and we have a different intensity, we are furthermore defined by different variables V T P - V1 T1 P1 Adaptation

V T PV1 T1 P1

How could we reverse this differences?

By Adapting our conduct to our speaker’s. If we adapt our communicative model we’ll comfortable get on with him

V T PV1 T1 P1 = V T P

Free signal emission control: by moving the conversation towards general topics, not strictly related to the transaction, we will succeed in disclosing the black box. We will understand which is the personal free signal.

V T P

esting

which are the signals the speaker emits under stimulation? Once we have known something more about him, we can start ( following the empirical method) pressing different buttons to test specific reactions V T P,

V T P

Interaction

Once the reactions have been Studied and categorized, we can deepen. Just move when you are steady, and always keep in mind to measure any reaction of the speaker. V T P

V T P

Negotiating process plan: How we get prepared to a negotiation?

● Data collection ● evaluation of Strengths: true or perceived? ● Target setting ● Needs analysis ● Objection solving ● “no fly zone” definition ● Set some permissions (to grant and to expect)

Data collection

● Contacts collection ● Commercial collection ● Case history check ● Approach based on speaker’s role/field

Target setting

● Minimum targets ● Maximum targets ● Agreement closure times

Analysis of Needs

● Setting of general questions to be asked about the company, the trend sector, the company’s background ● Make guesses about specific questions on the interested field● Phrase your questions in a clear and accurate way ● Use open or close questions according to the mood of the moment and to your aim ● Prepare an abstract of needs and verify their priority ● Verify, together with your speaker, whether you right caught his

needs.

Objection solving: Don't get scared, let's help our speaker to react.

TRUE OBJECTIONS aim to: get all the important factors to decide ● get more accurate information ● analyze the advantages ● be reassured, get accurate confirmations; our speaker is interested and attentive.

FAKE OBJECTIONS, on the other hand, show indifference or opposition ● express some reluctance to changes and innovations ● to catch attention in a vague way; our speaker is not payingattention.

Don't get scared, Objection solving:

let’s adopt a relaxed and comprehensive streak

● Serenity and listening ● Prevent the objections during the presentation ● Don't dismiss concerns, try instead to help the counterpart analyzing the advantages.

Don't get scared, Objection solving

● you should take into consideration the counterpart questions, don't leave them apart, neither you should underplay in your replies ● Some objections could be IGNORED ● Provide short and complete replies ● Ask for a confirmation about any solved objection ● Be aware of possible objections

“no fly zone” definition

● before the meeting, you should define the limits over which the agreement cannot be signed ● Alert the counterpart when this limit is being reached.

Prepare some granting – thehostages game

● It's fundamental to set granting● granting have to be consented in exchange for permissions ● Set some fake permissions ● Evaluate and consider the burden of each permission

Contact

FarAhead ConsultingVia Po,52 Torino011 196 664 59

alessandro@farahead.eu

http://www.linkedin.com/in/farhadalessandromohammadi

http://www.slideshare.net/farhadalessandromoha

@gofarahead

http://www.linkedin.com/groups/Eventi-marketing-Torino-4951177

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