Negotiation techniques: The swordplay - part 2
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Transcript of Negotiation techniques: The swordplay - part 2
NEGOTIATION TECHNIQUES:
THE SWORDPLAY
PART 2
byFarhad Alessandro
Mohammadi
Do: Examination and questions.
Let's use the questions. The questions are necessary to collect information and get familiar with the opponent.
Do: Negotiation and pretending.
Pretending are the base mean to draw the attention away from negotiation, moving it towards less important issues
do: How do we fight?
● Negotiate each point of the agreement, even the less important ones, as to not disclose our weaknesses ● At first discuss about less important items to unload the speakers negotiation and get the counterpart relaxed ● Strongly negotiate on key points the counterpart considers as crucial, stressing on granting, so as to obtain advantages on our issues.
Do: technique and observation
● let's think like the opponent...it's necessary to predict his moves ● Sleeping with the enemy. Do not underestimate the importance of a good atmosphere ● Let's analyze everything, our opponent’s Batna is not always as solid as
we think
do: Show me your Batna and I'll tell you who you are. Analyze the counterpart: ● an important company is not always in a position of strenght ● Don't underestimate the psychology ● Get ready to read between the lines ● Learn how to recognize the real targets ● You have to get aware whether you're speaking with the decision-
maker.
do: Strategies and walkthrough
● Trace your deal, so as not to lose the gained ground ● Keep some alternatives ● Give only after you’ve been given ● Negotiate upon unimportant issues to draw the attention away
do: Strategies and walkthrough
● don't go straight to the point, beat around the bush ● Repeat the important points to fix them ● Understand the counterpart preferences ● Water down your requests with a deluge of granting during all the
negotiation ● Listen and ask questions
don’t: What you mustn’t do!
Don't disclose your Wav nor your Zopa, unless the negotiation is lasting for too long it would be reasonable to end it.
Unreasonable requests: related answer ● Ignore the request ● Laugh about it ● Inform the counterpart that the request is out of reasonable limits and try to go through the real needs
don’t: #2 How do we fight?
● Anyway, the BATNA should not be declared: nor if it's weak, neither if it's
strong ● In the first case in order not to give the counterpart an easy winning ● In the second, to avoid to get the counterpart annoyed ● Closing the negotiation as a first step is not always a good idea ● Let's give the counterpart enough time to assimilate
Evil Negotiators
● The non-negotiators "what is mine is mine, what is yours is mine". Are you facing a similar negotiator? If it's possible, drop the table ● Liars: "I take back what I said before", in a word, the liar: attentively set the negotiation, taking care of writing down each point under agreement ● Saboteur “Each change it's a chance to fight”
don’t: don't show your feelings
● Don't get excited during the closing phase ● Don't share your enthusiasm when you get something important ● Don't react to the counterpart attitudes (Crouching Tiger, Hidden Dragon)
Kinds of negotiations: different speakers at the table
Dividi et Impera
● build an alliance ● Talk to everyone ● ensure everybody is addressing to you only.
Kinds of negotiations: Scatterednegotiation
● In the ending phase of each meeting, recap all the fixed points ● Always schedule any meeting to be ● Keep the negotiation hot
Self-examination
● We are not always right, let's get our offer analyzed by an involved external person ● Let's play Win – Win: an agreement last the most if the advantages are mutual
Neverending story
the agreement it's only the starting poof a relationship.
Keep your commitments and positions. If you allow some granting, stress on the fact that are tolerances. Always remember: something that has no weight doesn't exist
Conclusions
● The opponent real BATNA is not always matching our expectations ● It's not mandatory to sign an agreement, the most important thing is to get more advantages than handicaps ● Not always our competitor has the right cards to play, also if they're stronger
Contact
FarAhead ConsultingVia Po,52 Torino011 196 664 59
http://www.linkedin.com/in/farhadalessandromohammadi
http://www.slideshare.net/farhadalessandromoha
@gofarahead
http://www.linkedin.com/groups/Eventi-marketing-Torino-4951177
www.farahead.eu