Download - Ignite boulder negotiations
Prepared for Negotiations
Seek Common Ground
Reach an Agreement
Go with BATNA
Put on Hold
Name the Game
Expand Your Responses
NegotiateInvite
Creative Solutions
Expand the
Scope
Time, Players & Location
Solve Their Problem
OR
OR
OR
OR
Start Small
Use Bundeling
Objective Measures
Order My Priorities
Research the Market
Research the Players
See Their Perspective
Develop my BATNA
Go Beyond Initial
Agreement
ADR?
Change Players?
*thanks JD
Critical Step: Go to Your Happy Place
Tactic: Alter Their Perception
“I’m sorry I was going too fast officer.
Thank you for pulling me over.
I needed a reminder to slow down.”
Tactic: The Stupid American
“I’m am so stupid. I should have known there was no parking on the streets in Beaver Creek. I’ve never been here before. I must have missed the signs.”
Tactic: Balance Interests
“I don’t think it’s fair for me to pay late fees becasue there was a
mistake, but I’m willing to pay the outstanding
balance today.”
Tactic: Change the Criteria
“Match the highest salary you have
offered a person of the same caliber for
this position”
WARNING
Do NOT include a number
What about Bullies?
Tactic: Name the Game
“I just want Lucas to be happy. So, if that means you
tearing me apart and making me look like the most horrible person on Earth, then go ahead and
do it....”
PRACTICE
*thanks JH
www.juliepenner.com
@pennerj