THE ART OF NEGOTIATION

THE ART OF NEGOTIATION – Video Notes

The Bureau of Business Practice

The 7 Negotiation Strategies

1) Crossroads

     - Present alternatives & options

     - Be flexible

     - work towards satisfying the needs of others as well as your own needs

2) Surprise

     - When you suddenly shift your negotiation structures, methods or approach or

     - Introduce new information

     - Preempt an objection by countering it in advance

3) Fait Accompli (Foregone Conclusion)

     - Take action in advance of the negotiation

     - Present an accomplished fact

     - Make others see your action as irreversible  

4) Association

     - Present your issue or position in the most favorable light possible

     - Connect it with positive, powerful individuals or organizations

     - Enlist (征募； 赢得…的支持或合作) the support of prominent, knowledgeable, and influential people  

5) Salami (意大利腊肠)

     - Resist the temptation to go for a broke

     - Break up large requests into bite-sized pieces

     - Keep each request small so as to be unobjectionable   

6) Participation

     - Appeal to self interest of others

     - Enlist others to work on your behalf

     - Convince others in advance to support your position

7) Changing Levels

     - Change your viewpoint

     - Change your physical stance

     - Be prepared to show benefits at every level

FROM “NO” TO “YES – Video Notes

The Constructive Route to Agreement

Active Listening

1) Listen actively

     - Show them you understand

       a) That they feel strongly;

       b) What they feel strongly about;

       c) Why they feel strongly about it, and pause for a response

2) Win yourself a hearing

     - Express your own feelings

     - Refer back to their points

     - Make your points firmly but stay friendly

3) Work to a joint solution

     - Seek their ideas

     - Build on their ideas, don’t knock them down

     - Offer your ideas, don’t try to impose them

     - Construct the solution from everyone’s needs

Source: WP Training on 11-12 August 2015