Learn How to Negotiate Anything

Perception is the process of organizing information and perceiving meaning.

We can have up to seven different emotional states -- three of them are specially important in negotiations and we see them here, namely, fear, anger and disdain.

We will see the four levels of communication, namely,

How effective am I communicating? Am I touching this person´s heart?

We will use an acronym called Q-Hits as our discovery process.

You will learn to be Socratic and ask lots of questions. The reason being is that to arrive at a sensible solution is necessary to reconcile intent – not demands.

The importance of being humble is that there are things you only discover by being humble.

This is vital step when you negotiate not with a person, but rather with a team.

Basically no trust means no sales.

An exercise to get out of a bind.

Assurance builds trust.

Being straightforward may be difficult at first, but nothing beats transparency.

To find out what the other side really wants use the Q-HITS acrostic.

Creativity techniques are excellent to develop groundbreaking ideas, say, for new products. But to generate win-win solutions, we need to have a win-win attitude.

We will see five red flags, namely: 1. High self-confidence, 2. Premature judgment, 3. Comfort zone mindset, 4. Fixed-pie thinking and 5. Selfishness

1^st red flag is high self-confidence or knowing what is best for the other party.

2^nd red flag is premature judgment – don´t judge too quickly.

3^rd red flag is the comfort zone mindset – people see generating too many ideas as a hassle.

4^th red flag is fixed pie thinking or in other words, for me to do better, you must do worse.

5^th red flag is selfishness takes place when someone only cares only about himself and doesn't consider others. It´s the opposite of altruism

Exercise to help the student create options that both parties can benefit.

A win-win spirit requires three things: (1) Integrity, (2) Abundance Mentality and (3) Maturity.

Negotiation exercise for generating a win-win solution

The three attitudes are integrity, maturity and abundance mentality.

Exercise - Sales of ERP - Enterprise resource planning which is business management software.

This exercise shows that it is possible to have a win-win deal.

Finding out the attitude implied by the answer that was given.

Finding out the attitude implied by the answer that was given.

Finding out the attitude implied by the answer that was given.

Finding out the attitude implied by the answer that was given.

To know how to deal with unfairness in negotiations.

You give a definition for objective criteria and you make a list examples of standards you consider fair.

Objective criteria are fundamental information that is independent of the parties doing the negotiation while at the same time being relevant to what should or should not be agreed to in that particular negotiation.

Possible objective criteria are court decisions, market price, law of reciprocity among others.

1. Are these Criteria objective?

2. Assuming they are, how do you know if they are the most suitable ones?

3. Never give in to pressure - only yield gracefully to reason.

Do these criteria meet a set standard? Do they cut the mustard?

Never give in to pressure only yield gracefully to reason.

Always leave the negotiation table with that gut feeling, “Oh, boy, that was a good deal”.

Learn how to develop the Best Alternative To a Negotiated Agreement.

Activity to practice negotiation and begin to learn what to do if the other party refuses to negotiate.

Negotiation is pursuing what we want in a way that gives us a better result than we can get by not negotiating at all.

BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. And it stands for "Best ALTERNATIVE TO NEGOTIATED AGREEMENT"

We will do an exercise of creating one´s BATNA for a very common business situation.

It does not come from money, connection, physical strength or dirty tricks. Be ready to find out where the real power to negotiate comes from.

Here it is presented in a nutshell a summary of the entire course .

To know how to deal when the other party is not being fair.

The goal is to find a mutually satisfying solution.

Presentation about the seven different dirty tricks that we are going to go over.

Because it is a mindset change from making statements to asking questions.

What to do when the other party says, "I'm sorry, but boss will never go for this”.

How do you manage if the other says, “Well, do you want or don't you?”

Jiu Jitsu is akin to a physical game of chess, in the sense both opponents begin with the same amount of options. But a checkmate does not have to be a checkmate if you know how to deliver a Jiu Jitsu blow.

You just heard, "That´s not the way we do business around here". What do you say in this case?

We will see how to change the stance of an opponent to a member of a team. The approach is -- instead of fighting each other, join efforts to solve a common problem.

What if the other states that your numbers are wrong. What do you do?

The more specific the better.

What if there is a demand, and the other party says, "No way. You will have to lower the price". How do you address this issue?

Here we will see how to put price in perspective.

Imagine if during the negotiation, the other side says, "If you can't deliver it by November 26th, I don't it want anymore". How do you handle this objection?

Learn to find out what is behind the demands of the other negotiator.

Dirty tricks happen when the other party enters the negotiation with a far from a win-win attitude.

Don't feel intimidated. Calmly, ask him to take a sit or you stand up.

Guilt is a poor, manipulative strategy to get you to do something you really don't want to do. We will see how to overcome this dirty trick.

Disrespect basically is to treat someone with contempt.

A common threat in negotiation is the "Take it or leave it" approach.

They imply things to confuse you such as, "You look kind of ill to me. Are you ok?"

They force you to the sideline and leave you waiting forever.

They lead you into believing that they want to close the deal, but his partner is the problem.

Talk about what is happening ─ don't sugarcoat a dirty trick. Use jiujitsu moves. And if the worse comes to worst, do not negotiate. Refuse to be a victim.

Now you can stand on your feet without letting them stand on your toes.