Download - Ted Leonhardt's Negotiation Tips
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Experience reduces anxiety
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Get asmuch asyou can
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Successfulnegotiatingtechniques
Ask for more
Do your home work
The big moves at begining
Splitting the difference
Be helpful positive & open
Ask questions
Physical exercise
Use silence
Negotiation price range
Avoid insult
Describe your position
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Exercise 2Bracelet negotiation
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If youdon’t
agree…
Don’tnegotiate
underthreats
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You’reatrocious
Don’trespond in
kind
If youdon’t
agree…
Don’tnegotiate
underthreats
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You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
Call theirbluff
If youdon’t
agree…
Don’tnegotiate
underthreats
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You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
Call theirbluff
Beendlessly
patient
If youdon’t
agree…
Don’tnegotiate
underthreats
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You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
Call theirbluff
Beendlessly
patient
If youdon’t
agree…
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
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You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
The GAGguide
says…
Call theirbluff
Beendlessly
patientAvoid
answering
If youdon’t
agree…
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
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You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
The GAGguide
says…
Call theirbluff
Beendlessly
patientAvoid
answering
If youdon’t
agree…
Howcould youdo this..
Affirm yourgoal offairness
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
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CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
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CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
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CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
AGRESSIVENEGOTIATOR:“the word is,your firm has abad reputationfor …”
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CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
AGRESSIVENEGOTIATOR:“the word is,your firm has abad reputationfor …”
EMOTIONALNEGOTIATOR:“I can’t believethat you wouldput me in thisposition
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Exercise 3Book negotiation
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Strategy
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Why now
Presentation logic
Analysis
The show
Drivingforces
Feedback
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Gather the facts
Why now
Presentation logic
Analysis
The show
Drivingforces
Feedback
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Gather the facts
Why now
Your moment
Presentation logic
Analysis
The show
Drivingforces
Feedback
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Gather the facts
Why now
Their moment
Your moment
Presentation logic
Analysis
The show
Drivingforces
Feedback
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History
Insights and perspective
Project Feedback
Com
petit
ive m
ix
Curre
nt s
ituat
ion
Stre
ngth
/Wea
knes
ses
Defin
ing
fact
ors
Why
now
Insig
hts
& re
com
men
datio
ns
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Exercise 4Comcast AR pitch
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