Presentation giving practical tips and advice on how to conduct successful business negotiations. Given at the Women Unlimited Thrive 2014 conference in London.

1. Top Tips for Negotiating
@JuliaLangkraehr
julialangkraehr.com

2. Top Tips for Negotiating
•
•
•
•
Why improve Negotiating as a skill?
What is BATNA?
6 Tips on how to Negotiate smarter
8 Techniques that work
@JuliaLangkraehr
julialangkraehr.com

3. Definition of Negotiate
ne·go·ti·ate [ni-goh-shee-eyt]
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing.
1. to deal or bargain with another or others, as in the preparation of a treaty or contract or in
preliminaries to a business deal
verb (used with object), ne·go·ti·at·ed, ne·go·ti·at·ing.
2. to arrange for or bring about by discussion and settlement of terms: to negotiate a loan.
3. to manage; transact; conduct: He negotiated an important business deal.
4. to move through, around, or over in a satisfactory manner: to negotiate a difficult dance step without
tripping: to negotiate sharp curves.
@JuliaLangkraehr
julialangkraehr.com

4. Why improve Negotiating as a skill?
“ Everything is negotiable”
@JuliaLangkraehr
julialangkraehr.com

5. Why improve Negotiating as a skill?
@JuliaLangkraehr
julialangkraehr.com

6. @JuliaLangkraehr
julialangkraehr.com

7. Negotiation Strategy Matrix
I WIN
Sad face
@JuliaLangkraehr
You WIN
You lose
I lose
I lose
You win
It’s a Deal!
I win
You lose
Smiley
face
Lose/lose
julialangkraehr.com

8. People: Separate the people from the problem
Interest: Focus on interest, not positions
Options: Invent options for mutual gain
Criteria: Insist on an objective criteria
@JuliaLangkraehr
julialangkraehr.com

9. What is BATNA?
Best Alternative To a Negotiated Agreement
BATNA is the course of action that will be taken by a
party if the current negotiations fail and an agreement
cannot be reached.
“Don’t accept a worse resolution then your BATNA”
@JuliaLangkraehr
julialangkraehr.com

10. Communication
@JuliaLangkraehr
julialangkraehr.com

11. Tips on How to Negotiate Smarter
Prepare
the Structure
@JuliaLangkraehr
julialangkraehr.com

12. Tips on How to Negotiate Smarter
Research
Your Position
Their Position
@JuliaLangkraehr
julialangkraehr.com

13. Tips on How to Negotiate Smarter
Practice
Rehearse
@JuliaLangkraehr
julialangkraehr.com

14. Tips on How to Negotiate Smarter
Decide
your break-even
their break-even
@JuliaLangkraehr
julialangkraehr.com

15. Tips on How to Negotiate Smarter
Patience
never feel rushed
@JuliaLangkraehr
julialangkraehr.com

16. Tips on How to Negotiate Smarter
Be Ready to
Walk Away
@JuliaLangkraehr
julialangkraehr.com

17. Tips on How to Negotiate Smarter
1.
2.
3.
4.
5.
6.
Prepare the Structure
Research - your Position/their Position
Practice - Rehearse
Anticipate – Decide your break-even/their breakeven
Patience – never feel rushed
Be Ready to Walk Away
@JuliaLangkraehr
julialangkraehr.com

18. Techniques that Work
Open at your
maximum
( that you can
logically argue)
@JuliaLangkraehr
julialangkraehr.com

19. Techniques that Work
Use Silence
@JuliaLangkraehr
julialangkraehr.com

20. Techniques that Work
Offer Better Terms
Cash
Payment upfront
@JuliaLangkraehr
julialangkraehr.com

21. Techniques that Work
Don’t give
something without
getting something
in return
@JuliaLangkraehr
julialangkraehr.com

22. Techniques that Work
Ask for something
that’s valuable to
you but doesn’t
cost them
@JuliaLangkraehr
julialangkraehr.com

23. Techniques that Work
Offer little small
incentives versus
large ones – (offer
or ask)
@JuliaLangkraehr
julialangkraehr.com

24. Techniques that Work
Hold back a
fact/point to use as
a close
Have something to
offer to close
@JuliaLangkraehr
julialangkraehr.com

25. What is the action you will take?
@JuliaLangkraehr
julialangkraehr.com

26. Exercise – Find a Partner
One Minute (each) = Two Minutes total
1.
2.
3.
One thing that’s unique about what you do?
One current negotiation you face?
What One Tip or Technique will you use from
today?
@JuliaLangkraehr
julialangkraehr.com

27. Resources:
@JuliaLangkraehr
julialangkraehr.com

28. Conclusions
•
•
•
•
•
•
Increase your business skills every day
Know your BATNA
“Measure twice, cut once”
Use the 6 Tips on How to Negotiate smarter
Use the 8 Negotiating Techniques
Negotiating Smarter Adds Profit!
@JuliaLangkraehr
julialangkraehr.com

29. If you would like to find out more about
the business support and coaching I offer,
please do get in touch.
jlangkraehr@gmail.com
@JuliaLangraehr
julialangkraehr.com