negotiation skills
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Understanding the importance of negotiation skillsTRANSCRIPT
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NegotiatingNegotiating is the art of reaching an agreement by resolving differences through creativity
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Negotiating ProcessStyleOutcomePrinciples
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Style Style is a continuum between two styles:
Quick DeliberateMiddle is compromise
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Quick Style Negotiate in a hurryUse when you wont negotiate with these people again Get the best deal without regard to the other sides win
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Deliberate StyleUse when long term relationship likelyInvolves cooperation and relationship building to reach agreementNeeds much prep, hard workMay move in fits and starts
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OutcomesRealistic Both sides satisfied, win/win situationUsually results from deliberate styleAcceptable Likely to result from quick styleSomething is better than nothing Always ask for a better deal Worst When youre too stubborn to be flexibleUsually from quick style
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PrinciplesThere are no rulesEstablish an agendaEverything is negotiableAsk for a better dealBe creative Learn to say NO yourself
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Are you a Motivated Negotiator?EnthusiasmConfidenceEngagedRecognitionAccomplishmentPat on the backIntegrityNo trickeryTrustworthinessSocial SkillsEnjoy peopleInterest in othersTeamworkBetter as a teamSelf-controlCreativityAlways looking for ways to complete the deal
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Negotiation ModelInvestigatePresentationBargainingAgreement
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InvestigateWhat do you want?What does the other side need?Decide on styleWhat are the consequences of each choice.
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PresentationPrepare other sides casePresent the reasons for your side betterPlanning sheetIssues involvedRealistic, possible, worst
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The PresentationCreative titleReduce to must know itemsKeywordsMini-speeches around keywordsVisualsDont give concessions just to keep things goingMake note of concerns and keep going
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BargainingWhen in doubt, ask questions!Open questionsReflective questionsTactics
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TacticsUseWalk outDont use Emotional outburstArgue special casePretend ignorancePlay for timeNibble and retreatYou go first Bad environmentDefer to higher authorityNot willing to make any changes Silence Good guy/bad buy
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AgreementArrangements should be neutral and comfortable Pay attention to what others sayScreen out all visual distractionsAsk open ended questionsListen to responsesProactive vs. reactive behavior
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A Good Negotiator Is..CreativeVersatileMotivated Has the ability to walk away