negotiation & leading by influence skills for product professionals
DESCRIPTION
Vishy P. Director of Academics at Institute of Product Leadership presented at the networking event hosted by Adaptive Marketing India on "Essential Soft Skills for Product Professionals"TRANSCRIPT
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Vishwanath PManaging Partner - Human Endeavour
..finding the 18th camel..
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..so.. what is a
negotiation…?
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.. is needed only when a conflict arises..
.. its about getting our way…
.. its a specialized skill needed in the business workplace while buying or selling products..
.. its about using tricks and techniques to get the best possible deal
..myths and misconceptions…..informal definitions..
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..a definition..
.. when two or more parties have to make a decision about their interdependent goals ..
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..negotiation is often about finding
the 18th camel..
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..the three phases..
• Add Supporting Text Here
Step 1
Step 2
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Step 3
prepare
negotiate and close
follow through
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.. we will never negotiate
out of fear
but we will
never fear to negotiate …
…preparation..
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…preparation..
..know your BATNA..
..aspirations and goals..
..reservation point….
..intangibles…
..valuing differences..
..analysis of your counterpart..
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.. process and principles…
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.. know thyself …
.. negotiating preferences..
.. psychological biases and traps..
.. how your style interacts with others..
.. emotional intelligence – identify, understand, use,
manage, reframe
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… mind your mindset …
.. distributive – fixed pie..
.. integrative – expanding the pie..
.. mixed motive..
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… avoid the traps…
.. “who” is crucial..
.. anchoring in the first offer..
.. Illusion of transparency
.. Framing – loss aversion Vs gain..
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… sidestep the tricks…
.. good cop – bad cop.. Bogey.. nibble
.. snow job.. intimidation, personal insults
.. high ball low ball.. time – “flight to catch”
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… separate the people and the issue…
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… focus on interests, not positions…
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… use your e.i .…listen, reflect, summarize, commit
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… create alternative options…
use what-ifs and why-nots
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… using the influence principles…
.. reciprocity.. social proof.. authority
.. liking.. commitment and consistency
.. scarcity
.. contrast.. Keep adding your own..
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… go to the balcony…
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… understand the nature of differences…
.. access to information.. goals
.. methods.. values and beliefs
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… cultural conundrums…
.. power distance.. masculinity <--> feminity.. individual <-->collective.. uncertainty avoidance
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… the serial negotiator …one deal Vs many
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… build your negotiator brand …practice makes perfect
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…follow through…
document and close
keep your commitments
heal the wounds
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