1 / 18

Breakout Session # 308 Dr. Mike Criss Senior Fellow Fluor Corporation Date April 16, 2008

Negotiations : Now You’re at the Table, Ten More Things to Think About. Breakout Session # 308 Dr. Mike Criss Senior Fellow Fluor Corporation Date April 16, 2008 Time 9:40 – 10:40 AM. Ten More Things to Think About. How To Open The Negotiation What To Say What Not To Say

kenneth-douglas
Download Presentation

Breakout Session # 308 Dr. Mike Criss Senior Fellow Fluor Corporation Date April 16, 2008

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Negotiations: Now You’re at the Table, Ten More Things to Think About Breakout Session # 308 Dr. Mike Criss Senior Fellow Fluor Corporation Date April 16, 2008 Time 9:40 – 10:40 AM

  2. Ten More Things to Think About • How To Open The Negotiation • What To Say • What Not To Say • How To Tell How You Are Doing • What To Do When Things Go Wrong • When To Stop Talking • What To Think While You Are Listening • How To Get Unstuck • Details Are Important • How To Conclude The Negotiation

  3. 1. How To Open The Negotiation • Prepared • Establish Role • Buyer • Seller • Be Open But Reserved • Set the Stage to Listen • Be Professional

  4. 2. What To Say

  5. What To Say • Keep Focused on Negotiation • Talk About Facts • Don’t Back Away from Differences • Explore don’t confront • Be Honest

  6. 3. What Not To Say

  7. What Not To Say • To Much Chatter • Non related personal topics • Preamble or inflated language • Speeches • Condescending language • Talk over • Interrupt • Contradict

  8. 4. How To Tell How You Are Doing • If they get up and leave… • Too many side bar discussions • Too many conferences • They are not talking • You are constantly being interrupted • If it sounds like a conversation • If discussion stays with the topics • Collaborative

  9. 5. What To Do When Things Go Wrong

  10. What To Do When Things Go Wrong • Stop talking • Start listening • Call a break • Conference • Side bar • Re-assess the participants • Stop the discussions • Review objectives

  11. 6. When To Stop Talking • 20/40/60 Rule • If you are talking more than 20 percent of the time, pay attention to how much more you talk. • If you are talking more than 40 percent of the time, slow down and start listening more. • If you are talking more than 60 percent of the time, Stop Talking!

  12. 7. What To Think While You Are Listening • Watch Body Language • Principles and Support • Look Beyond the Words • True meaning • Is What You Are Hearing a Tactic? • How Relevant is What’s Being Said? • Do you need to ask a question?

  13. 8. How To Get Unstuck • Ask A Question • Refocus discussion • Review Status of Discussions • Take a Break • Walk Out • Ask if There Is Someone Else To Talk To • End Discussions

  14. 9. Details Are Important • Watch the Little Things • Check the behaviors of all the participants • Watch the Effects that Small Numbers Have on the Total • Multiplier Effect • Check Unit Prices Against Quantities • Details of • Warranties, Service Agreements, Technical Agreements and Licensing Agreements

  15. 10. How To Conclude The Negotiation • Offer to Write the Agreement • Keep Contemporaneous Notes • Send copy to other team • Ask them to sign • Review Objectives • Confirm agreement

  16. Item #11 Added Bonus

  17. Create Value in Negotiation* • Negotiate the Relationship • Leverage Differences • Increase the Size of the Pie • 70% of $100, or • 70% of $200 *Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Deepak Malhotra and Max Bazerman

More Related