www whs wwusd orgpage4209 It is much more

www. whs. wwusd. org/page/4209

• It is much more difficult to find times when you are not negotiating than when you are. • On a piece of paper write a general description of a negotiation that “one of your friends/colleagues” would like help resolving or to see demonstrated today. • This is your workshop. Stop me with ½ hour left so we can discuss possibilities for negotiations submitted.

Why Win/Win? ? Lose/Win Win/Lose/Lose

• Only Monopolies, Dictators, similar survive without win/win

a) Negotiate all the time b) Anything you want in life is owned or controlled by someone. c) There are predictable responses to negotiating maneuvers. (gambits-any maneuver for advantage) Predictions not always right. d) Three critical factors to every negotiation. 1. Time (often big issue) 2. Information 3. Understanding of power (careful) Flexible steel more powerful than hard cast iron. e) People are different

a) Never narrow negotiations down to one issue. b) Understand people don’t want the same thing. c) We will never be a win-win negotiator if we think they want what we want.

a) Establish criteria (find out what the other side wants). Avoid ANTAGONISM! b) Get information…Three R’s c) Reach a compromise(? ) SOLUTION!!

a) Negotiating always a two-way affair. b) Desire to acquire the skills of negotiating. c) Understand how the principles work and how the gambits affect negotiations. d) Willingness to practice and make mistakes. e) Desire to create win-win solutions. f) Develop walk away power. g) Negotiate in your own territory.

h) Learn to say YES i) Retain a higher authority j) Dumb is smart. Smart is dumb…HEL_ I don’t know I just don’t feel comfortable yet. k) Buy low and sell high l) Don’t lie…avoid “never, always, can’t, my best offer” (only thing for certain is change) m) Learn to agree…not argue…Feel Felt Found n) Listen to language But, However, Honestly o) Its not about money its about feeling GOOD!!! WINNING!!!!!

1. Good guy start with minor points (build three R’s). Get on “your side” 2. Bad Guy may not exist. 3. Counter tactics a. Identify the tactics b. Go over their heads to a supervisor c. Two bad guys to deal with defuses the tactic d. Use it

• Visually react anytime a proposal is made to you. • Helps other party win. • Is a blank face a visual reaction?

• Anytime you are asked for a concession, automatically ask for something in return. • This stops people from coming back for more

• • • Squeezing people You can do better/I need you to do better H. K. Counter- how much better do I have to do? I’m not sure, I just don’t feel comf. yet

• Good negotiators know how to take away a concession that has already been granted. • Parenting. . curfew

• Skip and come back • Offer a “reasonable” concession up front. • Make sure future concessions are smaller. Running out of room for more $$. • Stops Grinding Away.

• You can get a little bit more even after everything has been agreed upon. • People feel good now. • Counter-make the other person feel cheap.

• Offer listed price of item / add in things you want. • Their cost is less than your value. • Other party vulnerable when you offer full price.

• SKIP AND COME BACK • Give someone else your problem. • Counter tactic-test it for validity. • Real Estate. . Should I show it to you?

• Issue created that will be traded off for a real issue. • Make sure you are willing to take it in case you get it. • Helps other party win. • Takes other person’s attention away from the real situation.

• Get the other person emotionally involved. • Get the other person to own before purchasing

• Polite extended silence

• Always play the reluctant buyer (F_ _ _) • Be aware of the reluctant seller.

• Value of services diminishes rapidly once job is done. • Agree to price in advance

• • PLE Eeee ASE

• Discourages rookie negotiators • Less training expenses • All customers feel equal treatment

• SKIP AND COME BACK • Build small yeses so “BIG” issue can be set aside. • If deadlock, bring in “NEUTRAL” third party.

• Never offer to do so… encourage other party to do so. • Stress time and small amount of difference.

Fait Accompli • It’s a deal • Send check

• People believe what is written • Always offer to write contract • Write in little details

Majors New Technique • If its as good as you say and you don’t sell it to me: • One of your fellow salespeople may sell it to someone else tomorrow and you will not get the sale.

Majors Hotel Reservations • Do you have quite a few rooms available for the night of? • Are you a member of any discount clubs? • I am a member of many clubs. • What are those rates?

If someone gives you a gift and you simply don’t accept it, who does the gift belong to? • Be careful what gifts you accept. When someone is unloading on you, your choice whether or not to accept their “gift”. • Akido, Judo work by using attacker’s momentum to defeat the attacker. • Negotiations like verbal Judo only win/win. • If really bad, ask them to repeat it.

Please show me some empathy. • When employers ask me for job recommendations, I will only the tell the truth. Please help me give you a good job recommendation.

Use of the Herd • I’m hearing that people are concerned about ……. • Who are you hearing that from…. . • I have a friend who is wondering how to… • I have a friend who is struggling with…. .

• Always maintain perspective when negotiating… Don’t lose sight of whatever it is that will make you most content. If you feel good, then it was GOOD!

XI. Body Language • • Handshake Firm but not too strong. Dead fish. . shy, uncertain Bone crusher. . over confident, under confident • My negotiating preference depends on circumstance.

Seating • With two other people • Sit across the table … you can see body language • I prefer another spot

When small talk ends and business begins. • Once cigarette is lit. • Suit coat gets unbuttoned • Respect personality styles.

Blinking • Fast doesn’t necessarily mean anything. • Look for rate change. • Rate change could be nervousness

Head • Upright and straight … usually not paying attention • Slight tilt… thinking

Hands • Stroking of the chin. . interested • Knuckles folded and under chin … interested • Head resting on hand … boredom • Wringing … nervousness, interested • Picking fingers … nervousness, boredom

Glasses • Looking over top of glasses = disbelief or disapproval • Repeated cleaning = need more time

• Very business like • Hates wasting time • Does not like spectator sports • Short attention span • Fast decision makers based on facts • Tidy

• • Loves spectator sports Very emotional Fast decision makers Decisions based upon emotions • Neatness is low priority

• Very emotional • Slow decision maker • Hates high pressure

• • • Very thoughtful Loves detail Unemotional Slow decision maker Tidy