5 rules of value-negotiation
DESCRIPTION
If people want to reach higher objectives during a limited time it is recommended cooperate with several people of different parties to reach those higher objectives. In real life we see that the objectives of the different people can differ a lot depending for which party they work. In order to reach the higher objective way for all parties on a sustainable, good negotiation is the elementary driver. However, negotiation is not always that easy as it seems. Especially not in times when resources are limited, it is hardly possible to create durable agreements. Mostly we see in times of limited resources that more compromises are made instead of durable agreements which enable all parties to move on towards their next objective. What can we do in order to create WIN/WIN agreements in times of limited resources. By the 5 mentioned basic rules and the 3 keys to success, you will learn the basics of Value-negotiation.TRANSCRIPT
Definition
That is Negotiation
A
B
A = PositionB = Objective(s)
Definition
What is Negotiation?
A
B
A = PositionB = Objective(s)
Definition
What is Negotiation?
A
B
A = PositionB = Objective(s)
Definition
A
B
This is Negotiation
A = PositionB = Objective(s)
WHEN does it start?
AT YOUR FIRST MEETING
WHEN does it start?
AT YOUR FIRST MEETING
RULE N°1:
BUY YOUR SEAT AT THE NEGOTIATION TABLE BY EARNING CREDITS
HOW does it work?
The process – RULE N°2
KNOW YOUR:
1) POSITION2) OBJECTIVE(S)
Create strategy
HOW does it work?
The process – RULE N°3
Talk about your objectivesBUT
Never give away your position
HOW does it work?
The process – RULE N°4
ALWAYS PLAY FAIR, avoid conflicts!
HOW does it work?
Objective
Relation
AVOID COMPROMIS
ADMIT WIN WIN MORE
The process – RULE N°4
HOW does it work?
Objective
Relation
AVOID COMPROMIS
ADMIT WIN WIN MORE
The process – RULE N°4
HOW DO WE GET HERE?
WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
Main capability
Supporting capabilities
Mindset Sincere curiosity
Rational engagement / serenity
Skills Inquisitiveness Perspective taking / Listening
WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
KEY 2: VALUE
STEP 1 STEP 2 STEP 3
CREATION (BRAINSTORM)
JUDGE EXECUTE
WIN WIN MORE?
The process – RULE N°5
KEY 1: INTEREST
KEY 2: VALUE
KEY 3: MAKE THE DEAL
5 Basic Rules