The Secrets of power Negotiating

1. The Secrets of power Negotiating Presentation by: Hala El zahed Rana mohamed

2. 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?

3. Negotiation “ process” Good Dialogue Win- Win game Mechanisms

4. 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”

5. 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.

6. (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

7. 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.

8. (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;

9. (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.

10. (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……..”

11. ( 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.

12. (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.

13. 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”

14. (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.

15. (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.

16. (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.

17. (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.

18. 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.

19. 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

20. Thanks