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The Secrets of power Negotiating. Presentation by: Hala El zahed Rana mohamed. The main questions. 1-Verify a win-win approach as opposed to a zero-sum game. Give examples. 2. What is meant by the art of concessions? Give an example.

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the secrets of power negotiating

The Secrets of power Negotiating

Presentation by:

Hala El zahed

Rana mohamed

the main questions
The main questions
  • 1-Verify a win-win approach as opposed to a zero-sum game. Give examples.
  • 2. What is meant by the art of concessions? Give an example.
  • 4. When would be the most dangerous point in power negotiating?
the myth of win win
The myth of “win- win”
  • Definition

( both partners walk away from the table & they truly won).

  • You have to leave a good impact, the other has to think that “ what a great time he had negotiating with you & how he cant wait to see you again”
slide5
Negotiator should not know the keys or the rules you are playing with, why?

* Because if he new your rules then he will automatically predict your next step or move.

  • Also, each & every step has to be very good calculated especially the first stages in which the atmosphere you will create will affect the whole process after that.
1 ask for more than you expect
(1) Ask for more than you expect
  • You have to increase your ceiling for demands you ask because “ Effectiveness at the negotiating table depends upon overstating demands”.
  • Due to three main things:

It raises the

perceived value

of what you

are offering

It prevents

deadlocking

If you make

a concession

theoretically

But practically

You will seem

More cooperative

& you are really

Getting your

Needed demands

slide7
The main criteria upon which you put your maximum ceiling is:

* the most you can ask for but still it appears credible.

  • Hence, power negotiators know that first offers seem extreme but are only the beginning; they know that they will work their way toward a solution both sides can accept.
2 never say yes to the first offer
(2) Never say yes to the first offer
  • If you did so, this will raise two points

* I could have done better,

* Something must be wrong.

  • If you are going to be too agreeable, it will make the other side uneasy.
  • There are two ways in order to avoid mistrust in your negotiation which are;
a flinch
(A) Flinch
  • Always react with shock and surprise at the other side proposal,
  • Because people believe what they see more than what they here,
  • If you don’t flinch the other person will be a tougher negotiator,
  • In case of “ not face-to-face” negotiation you can gasp in shock & surprise, it will also be very effective.
b avoid confrontations
(B) Avoid confrontations
  • Here, the focus is also on the first moments, as what you say in these few moment often sets the climate of negotiation “ importance of Dialogue”
  • Never be confrontational early , rather you can use “ the feel, felt, found formula” which is:

(( I understand exactly how you feel about that. Many other people have felt the same way. But you know what we have always found? When we took a closer look, we found……..”

3 play the reluctant buyer or reluctant seller
( 3) Play the Reluctant buyer or Reluctant seller:
  • When you play the role of reluctant buyer , you are going to make “ walk-away” price, i.e. you will probably make the salesman give away half of his negotiating range.
  • If you play the other role, the reluctant seller, you can say: I don’t think there is any flexibility in the price , but you can tell me & I will take it to my people “ use higher authority as a cover” & see what I can do for you with them.
4 the vise technique
(4) The Vise technique:
  • It is “ I have to do better than that”
  • You should believe in your ability to do much better than you are doing.

(5) Don’t worry about price:

  • You must give the other a reason to spend more money or do more concession in your sake.
  • Accordingly , the good propaganda makes the other buy what you sell even if the price is very high.
slide13
You have to ask you self:

Does what I pay for is something really matter?

  • As what really matter is the feeling that you got the best possible deal, “ as long as you need this thing ,money should not be your first priority”.
  • If you are trying to get some one to spend money , all you have to do is give him a reason and convince him that he cant get any better deal .
  • We shouldn’t narrow the negotiations down to one issue, if every thing is resolved & what is left is price, you will not be able to do more trade offs . However, if you keep more than one topic on the table, you can make trade off “ decreasing the price while the other person will not mind as he is going to take something in return”
6 higher authority
(6) Higher authority:
  • During negotiations you can always postpone a decision & say that you are going to discuss it with higher authority, as this will offer two main things:

* take your time in thinking,

* make the other person make or do some concessions.

(7) Don’t split the difference:

don’t offer to split the difference that is keeping you & the other person , let him suggest that, as he will feel as if he won.

8 set it aside
(8) Set it Aside:
  • If you feel that one of the issues in a complete disagreement , leave it a side – for now- & discuss other issues, you can say “ Lets just set that aside for a moment and talk about some of other issues , may we?”
  • This will make the other side more flexible after reaching agreement on smaller issues.
  • You can also convince him through discussing methods of sharing the risk between both of you.
9 the art of concession
(9) The Art of concession:

What you shall do ?

* when you make a concession , you must ask for a reciporocal one right away, because two hours later , what you have done will count for little or nothing.

What you shall not do ever?

* don’t be patternalized in your type of concession, as this will lead the other easily expect your next concession.

* never make the final concession as a big one, because this will makes you accept the consequent smaller concessions ,if not you will seem difficult & can create hostility.

10 make time your ally
(10) Make time your ally:
  • The longer you can keep the other party involved in negotiations, the more likely he is to move around to your point of view.
  • Time can put incredible pressure on negotiation, 80% of the concessions will occur in the last 20% of the time available, as both sides will be more flexible.
the most dangerous moments
The most dangerous moments:
  • Watch your emotions at the end of the negotiation, if you are feeling good & successful , you tend to give away things you other wise wouldn’t .
  • Accordingly, don’t lay yourself open to last-minute Nibbles, as an excite from that is to say “ I don’t have the authority to make any concessions now”
  • Your most powerful weapon is to establish always “ walk away power” , through giving motivating statements to your self like

- I can do it

- I am not leaving until getting it

- I am going to fight for the best pay & benefits.

conclusion
conclusion
  • You have to be the captain of the negotiation boat.
  • It is very important to make the other feel as if he is winning , while you are the truly winner of the game.
  • Negotiations is a game that is played by a set of rules, if you learn them well, you can play the game well