Negotiation 101, a presentation by Maikel Vandorpe - ACA IT-Solutions). Negotiating is something that freelancers often have to deal with, but it's still not that normal to spend time on actually learning how to negotiate. Maikel Vandorpe will explain some types of negotiating with the related tips & tricks to steer you in the right direction. It will be an interactive sessions that will combine the knowledge of the most well-known theories and excercises that will learn you how to implement the best practices.

1. • Two fun exercises
• Some theory
• & Interaction !
Negotiations 101
You can steer a negotiation a lot more than you probably thi

2. A small Competition
• Grab a partner
• During 30”: score as much points as possible
• If too competitive/dangerous, just STOP

3. A small Competition -> Results?
Why the difference in
scores?

4. Understand your Conflict Profile
• Most people use multiple conflict styles
• Most people have a trajectory between those styles
• If interested -> Small Survey : Thomas-Kilman Conflict Mode Instrument
1
2
3
4

5. Understand your Conflict Profile
• Luckily we are able to use different styles
• Some styles don’t work so well with certain other styles

6. What are the 3 Things you can control as
a Negotiatior?

7. What are the 3 Things you can control as
a Negotiatior?
1) Your Attitude
2) Your Preparation
3) Your Reputation
Remark: Outcome is not one of them

8. Negotiation is a
decision-making
process in which we
engage other people to
satisfy our interests
through
give and take
Negotiations – A Definition

9. Another Competition! RED vs BLUE

10. RED vs BLUE
If team A play If team B play Team A scores Team B scores
RED RED +3 +3
RED BLUE -6 +6
BLUE RED +6 -6
BLUE BLUE -3 -3
GOAL: Score as much points as possible! Preferably po
Negative = FAIL

11. Red vs Blue
Team A Team B
Group 1 12 12
Group 2 12 12
Group 3 12 12
Group 4 12 12
Group 5 12 12
Group 6 12 12
Group 7 12 12
Group 8 12 12
Group 9 12 12
Average
The Results

12. PREPARATION
PREPARATION
PREPARATION
PREPARATION
PREPARATION
PREPARATION
PREPARATION
PREPARATION

13. 1 Way to Prepare – Think about …
• What do I need to get out of it?
• Can I make the pie bigger?
• Are there other parties involved?
• At my side?
• At the other side?
• What is their authority? (and mine?)
• …

14. Creating & Claiming Value

15. During The Negotation
Interests vs Positions
In the absence of perceived value, the determining factor is price