how to win a negotiation
Post on 29-Jun-2015
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by :Aida 1
How to Win any Negotiation
People want to do business with :
i. People they likeii. People they feel comfortable
with
by :Aida 2
LAN
CE
R
LinkageAlignment
Needs
ControlEvaluation
Reading
by :Aida 3
Linkage strategies are designed to humanize negotiations, bolster credibility
establish receptive zone
Alignment techniques play against & harness the other person’s energy
while establishing a pattern of agreement.
In the quest to satisfy our needs, we
are guided by emotion rather than
reason.
Read how the other person makes
decisions
Controlling yourself, know when to pause.
Evaluation.Use the right tactics
L
A
N
C
E
R
by :Aida 4
8 steps negotiation process
1.Prepare2.Open3.Argue4.Explore5.Signal6.Package7.Close8.Sustain
by :Aida 5
Concept
by :Aida 6
Training methodology
1. Questions & Answers2. Demonstration3. Games4. Group discussion & presentation5. Role playing6. Debate
Com
petiti
on
High involvement & participation
by :Aida 7
Thank you
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