Introduction to negociation

Introduction to negociation

1. definition

   • Process between 2 or more parties. The parties has its own aims, needs point of view.
   • The aim is to seek a common ground on which we reach an agreement to close a deal or to resolve a conflict, settle mutual concern
   • obj
     • Find an agreement

2. Role play

   • playing tennis
     • Winning
     • loosing
     • the ball is coming back the way you throw it
   • "yes but no"
     • hidden no
       • can cut the progress
         • "I have no interest
     • break confidence
       • frustration
         • become arguments
         • might regret
           • take time to recover

3. transformation

   • "yes but no"
   • "yes and"
     • allow to go deeper
   • relationship
     • base of your strategy to build on

4. frustration

   • Has an impact on
     • Body language
       • =state of mind
       • range
         • behaviors
       • aspect of communication
         • when in contact w/ somebody
     • Understanding

5. Message

   • 7%
     • Words
   • 93%
     • Non-verbal
       • 38%
         • Paraverbal
           • tone of voice
       • 55%
         • Body language

6. ABC

   • Assumptions
     • leads to
   • Behaviors
     • That have
   • Consequences

7. Listenning

   • active listenning
     • effort
       • rephrase
         • avoid wrong assumptions
         • validate assumptions
         • right understandings
           • vision of the world

8. Vision of the world

   • own opinion
     • should be
       • self-aware
       • cope with it
   • origins
     • education
     • experiences

9. Silent

   • powerful
   • lead to a path
   • raise of attention

10. Summarize

    • ego might fuel
      • need to
        • win process
      • loosing/winning
      • negociation
        • competition
    • winning
      • not the prime of a process of negotiation
      • find an agreement
      • Win ALL THE TIME
        • might
          • LOOSE everything at once
        • Short term relationship
          • Without rel°ship
            • No strategy
            • secure the best value for both parties
    • Attentiveness
      • the other part
        • vision of the world
        • objectives
        • core business
          • What they do
          • who they are
          • what they believe
          • What they need
          • what's important for the company
            • interest
            • priority
            • Vision
            • deadlines
            • option
            • pressure point
              • leverage area
              • sensitive area
              • touchy point