international negotiation skills
DESCRIPTION
International Negotiation Skills. How to get the best from your partners. Getting to a Deal. ?. US. THEM. Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell the benefit Beg them/Appeal Bribe them Compromise - PowerPoint PPT PresentationTRANSCRIPT
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?Impose a solutionBully themPersuade them with logicBeat them with data Getting a DealSell the benefitBeg them/AppealBribe themCompromiseFind creative options Negotiating a DealTradeBargain
Getting to a Deal
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• To give you a tool box of selected skills – we don’t tell you what’s right, we help you to choose
what’s right ‘in context’
• To offer a structured way to prepare– using ‘The Negamid’
• To give you the chance to practice the skills– with ‘benchmarked’ scenario simulations
• To give you expert feedback– without fear or favour and with video!
Course Aims
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Relationship is key
‘Win-Win’
‘Win-Lose’
‘Screw them it’s war!’ ‘One shot deals’
Long-term partnerships
Medium-term relationship?
Scope of Approach
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C u l t u r e
C o m p a n y
C o m p e t i t i o n
C h a r a c t e r s
Aims and Strategy
Tactics/Targets
Talking
Deal
Us Them
constants
transients
The Negamid
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Preparatory
Experiential
TruthRelationships
TimeCommunication
The Human Condition
CanningThe Canning ‘FAB 5’ Approach
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0%5%
10%15%20%25%30%35%40%45%
'no tricks for me' 'I use tricks' (no answer)
nice guys or tricksters?
Canning Negotiation Survey
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0
10
20
30
40
50
US GermanySimilar Culture UK Other Doesn't Matter
Cultural Preference?Which nationality would you prefer to negotiate with?
Canning Negotiation Survey
CanningCompetition
• Who are they?• What are they doing?• What are their strengths/weaknesses• How can we know more?
CanningCharacters
• Who are they?• How do they see you?• How can we know more?• What are their interests?
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• Use small talk• Question • Manage agendas• Go in ‘high/low’• Trade, don’t give• Keep things open – nothing is agreed until everything is agreed• SOPHOP• Summarise• Catch what’s good for you, turn what isn’t• Widen the scope – explore don’t reject• Don’t be bulldozed• Take time-outs• Watch the body language• Be ready to close
CanningNothing is Agreed Until Everything is Agreed
We got a deal! Can’t wait to tell
everyone!
All we have todiscuss now are theservice and warranty aspects…
CanningSummarise
Better to check than guess
The Welsh translation says:
‘I'm not in the office at the moment. Please send any work to be translated.’
CanningCatch What’s Good for You, Turn What Isn’t
We like your proposal
but we cannot work with Nigel
White
We’re glad you likethe proposal
What kind of person would you like to work with.
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The Finns are well known for expressing their emotions ...
frustration depressionjoy
anger delighthilarity
Watch the Body Language
CanningWhy Do People Co-operate?
• Principle of Liking• Principle of Reciprocity• Principle of Authority• Principle of Social Proof• Principle of Consistency• Principle of Scarcity
CanningManaging the Meeting
We need totalk about time.
How muchdoes it cost?
I need to leave early.
How many do you need?
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? ?
?
?
Managing the Meeting
Exchange
Explore
Eliminate
Small Talk Business update Central Message Agenda
1 2 3 4
?? ?
? Probe, explain, summarise,and move on
Package negotiation‘If we could would you …?’
CanningDirty Tricks
• Avocado• Straw Man• Phantom Boss• Trojan Horse• Good Cop/Bad Cop• Poor Man• Deadline Bandit• Door Knob