Download - 5 Rules of Value-negotiation
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
