Negotiation Interaction: Analysing Power and Politeness in ...
Power negotiation by IIBF
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Transcript of Power negotiation by IIBF
POWER NEGOTIATION
Ir. H. Heppy Trenggono, M.Kom
Negotiation, is itCritical?
•How many times?
•Power Negotiating, what’s the possible cost?
•Good Negotiating, what you can reward?
3 Component ofNegotiation
1. Desire2. Create an Agremeent3. No Fixed Rules Exist
Write down negotiation that have been doing in last 12 month…
•What Work•What Not Work•Review Your List
Negotiation Purpose1. To get the most that you can
2. To meet your interest
Power NegotiationPowerNeed
•If you have a great alternative, you have a great power.•Your alternative is usually doesn’t exist
your job is to create alternative!.
Develop the ALTERNATIVEbefore NEGOTIATE
•Negotiate with how many Seller?
•Negotiate with how many Bank?
• Buy a House
What’s Position!•Finding out somebody interest
•Telling what you interest are
Negotiating Skills
• Communication
• Listening
Listening Activity•Silent is golden
•When you silent, they will think
they have to keep talking
Ask Question… Ask Question…Ask Question!
•Ask Question, instead of making statement
•The person asking questions is the person control the conversation
Ask Question!•When somebody give offer to sell the house for Rp. 1M
Don’t direct negotiate (give statement) but
Ask Question “How you come up with Rp. 1M?”
Communication Process•“You” not “I”•Think “You”
•Focus on how you feel
Negotiation isCREATIVE PROCESS
•If you focus on Position“It is not about winny, it’s about meet your interest”
Win/LoseNot Really Win/WinHigh Tension
•If you focus on InterestLot of option to deal withLot of solution
Understanding YourBEHAVIOUR
•When Emotion goes
•Your Interest goes
When they hustle,tipically reaction…
1. They stricke back…escalation of conflict, emotions goes up
2. They give in…regret
3. They break it off
Negotiation Jujitsu…When they hustle
1. Don’t React2. Step Asside
3. Change the Game
Negotiation Goal
1. Listen each other
2. Share one each other interest
3. Brainstorm some ideas
Educate…•Demonstrating consequences if not
meet the Agreement• Tell the Alternatives
•Warn not Threat
•Use the Power as minimum as possible
Practice… Practice… Practice!• Everyone love to be Pro but only few people willing
to practice• I do practice negotiations…for 15 years…
hundresr of significant negotiation…• There is no guarantee on negotiation, is satisfaction• The only guarantee is the is no pro golfer that they
never practice• The only guarantee is no person that can win trillion
deal if he never practice!