13. Describe your position
Successful
negotiating Negotiation price range
techniques
Avoid insult
The big moves at begining
Splitting the difference
Ask for more
Do your home work
Be helpful positive & open
Ask questions
Physical exercise
Use silence
15. If you
don’t
agree…
Don’t
negotiate
under
threats
16. If you You’re
don’t atrocious
agree…
Don’t Don’t
negotiate respond in
under kind
threats
17. If you You’re They’ll do
don’t atrocious this project
agree… for half
Don’t Don’t
negotiate respond in Call their
under kind bluff
threats
18. If you They’ll do We must
You’re move to
don’t atrocious this project
agree… for half another
room
Don’t Don’t Be
negotiate respond in Call their endlessly
under kind bluff patient
threats
19. If you They’ll do We must If you
You’re move to
don’t atrocious this project could just
agree… for half another include…
room
Don’t Don’t Be Be clear
negotiate respond in Call their endlessly on what’s
under kind bluff patient included
threats
20. If you They’ll do We must If you The GAG
You’re move to
don’t atrocious this project could just guide
agree… for half another include… says…
room
Don’t Don’t Be Be clear
negotiate respond in Call their endlessly on what’s Avoid
under kind bluff patient included answering
threats
21. If you They’ll do We must If you The GAG How
You’re move to
don’t atrocious this project could just guide could you
agree… for half another include… says… do this..
room
Don’t Don’t Be Be clear Affirm your
negotiate respond in Call their endlessly on what’s Avoid goal of
under kind bluff patient included answering fairness
threats
23. INDECISIVE
NEGOTIATOR
CONFUSED : “I can’t
NEGOTIATOR move ahead
: “I just don’t until I have
understand consensus”
why this
should take
six months”
24. INDECISIVE AGRESSIVE
NEGOTIATOR NEGOTIATOR:
CONFUSED : “I can’t “the word is,
NEGOTIATOR move ahead your firm has a
: “I just don’t until I have bad reputation
understand consensus” for …”
why this
should take
six months”
25. INDECISIVE AGRESSIVE
NEGOTIATOR NEGOTIATOR:
CONFUSED : “I can’t “the word is, EMOTIONAL
NEGOTIATOR move ahead your firm has a NEGOTIATOR:
: “I just don’t until I have bad reputation “I can’t believe
understand consensus” for …” that you would
why this put me in this
should take position
six months”
29. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
The show Feedback
30. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
Your moment The show Feedback
31. Presentation logic
Why now
Gather the facts
Driving Analysis
forces
Your moment The show Feedback
Their moment
32. History
Current situation
Competitive mix
Insights and perspective
Strength/Weakness
es
Project
Why now
Defining factors
Insights & recommendations
Feedback