By avoiding these classic negotiation mistakes you will be able to strike the best deal possible in both complex and simple situations.

1. Avoid Negotiation Mistakes

2. • 1912 – U.S. Presidential election
• 3 million Roosevelt photographs have been
printed and the permission has not been granted
by the photographer
• No time to reprint brochure and it is critical for the
campaign
• Copyright law: photogapher can demand $1 per
copy

3. telegram to the copyright
owner:
Campaign manager sends

5. Photographer’s
responds:

7. negotiation[ noun ]
A process we used to satisfy our needs
when someone else controls what we
want

8. Strategy & methods are key to
successful
negotiation

9. Intelligent solve problems;
genius
prevent

10.  How can I avoid making classic mistakes?
 What self-knowledge do I need?
 What do I need to know about my client and the situation?
 How do I prepare for success?
 What moves do I need to make at the table?

11. Not being clear about the type of
negotiation
1
Failing to set parameters prior to the negotiation2
Failing to identify interests3
Adopting a narrow and inflexible range of value or option4

12. 1. Not being clear about the type of
negotiation

13. Relationship Based Results Based
Balanced Concerns
“Know the Type of Negotiation”

14. Results Based
The items being negotiated are the main
concern; the relationship is of little or no
concern

15. The value available to each party
is fixed.

16. Both parties claim as much as p
The value available to each party
is fixed.

17. Purchasing professionals use
this style
heavily

18. Relationship Based
The relationship is the main concern; the
items being negotiated are important but
secondary

19. Balanced Concerns
The results and the relationship are roughly
equal concerns

20. The value available to each party
is flexible.

21. 2. Failing to set parameters prior to the
negotiation

22. “Set Negotiation Parameter”
Desired Outcome1
Walk-Away2
BATNA: Best Alternative To a Negotiated
Agreement
3

23. The "best case" for how the negotiation
will turn out for you or your business

24. Your
Walk-Away
5,00,000
Range of Acceptable Agreement
Desired
Outcome
7,00,000
Your walk-away is the least favorable deal you will
accept

25. Your BATNA is your best course of action in the event
you can’t reach an agreement
1
A weak BATNA2
A strong BATNA3

26. 3. Failing to identify interests

27. “Identify Interests”
Positions:
The concrete things you and the client each say you want
(dollars and cents; terms and conditions
Interests:
The motivations that lead you and the client to take
specific positions in a negotiation

28. 4. Adopting a narrow/ inflexible range of
options

29. “Think Broadly About Value”
Fixed Options Expand Options

30. “Common sources of Value”
Terms
Logistics
Time
Resource

31. Avoid mistakes for
successful negotiation

32. 2016, GreenBooks Learning Solutions
get started
Shyam Sunder
ss@greenbooks.co.in
+91 – 7766 100 400
www.greenbookslearning.com