1. Negotiations Techniques

2.  It is not only for business!
 Cultural mindsets and approaches
 Patterns affect our relations
The concept of Negotiation
April 2015Eduardo Sholl

3.  The negotiation starts weeks before
 Know your priorities
 Share information
 Know your target price and walkaway terms
April 2015Eduardo Sholl
Prepare, Prepare, Prepare

4.  Pay attention, your body
speaks!
 In order to detect a lie, ask
questions directly and
repeatedly
 Be confortable with
silence
 Walkaway power
April 2015Eduardo Sholl
Psycological Behavior

5.  The Anchoring Effect
 Z.O.P.A.
 RV (Reservation Values)
 B.A.T.N.A.
April 2015Eduardo Sholl
Specific Terms

6.  Game Theory
 Foresight Scenario
April 2015Eduardo Sholl
Flow of a Negotiation

7.  Prepare your answers for
unconfortable questions
 Without emotion, state your
interests at the start of the
conversation
 If it’s a personal negotiation and
emotions can not be detached,
involve a third party
April 2015Eduardo Sholl
Emotional Intelligence

8.  Zero Sum / Competitive Negotiation
 Win-Win / Cooperative Negotiation
 No agreement might be the best option If you
can afford it (B.A.T.N.A.)
April 2015Eduardo Sholl
Possible Outcomes

9.  Even if you don’t reach your
expectations, remember, it’s
only business
 No display of emotions or
Collateral Behavior
 Long term relations are based on
multiple negotiations
April 2015Eduardo Sholl
Keep it Professional

10. April 2015Eduardo Sholl
Thank you!
Good
Negotiations!