Part 1

1. The 10 Minute MBA
Course On
Negotiation

2. Want to learn
the negotiation
tactics of an MBA?

3. Preparation

4. -Always, do your
homework. Success in
negotiation is strongly
correlated with time spent
preparing-

5. -Preparing in a group
helps; others will come up
with things you didn’t-

6. -Be ambitious. There’s
usually a connection
between aspiration level
and what people
get. (Obviously, you can
go too far, so look at your
benchmarks.)-

7. -It’s very valuable to have
things you don’t want in a
negotiation so you can
give them away for things
you do-

8. Early In The Negotiation

9. • Focus on influencing them, not being passive and waiting for them to decide. If you want to influence them be
clear and consistent. Influencing is like teaching. You are teaching the other group to negotiate. Explicitly talk
with the other side about not just substance (making money) but also process (rules of the game.)
• Act with a purpose, don’t react. Most people act without thinking. Decide how you want them to act and
what you need to do to encourage that. People’s behavior is not to be predicted, it’s to be affected.
• Small talk before a negotiation is good
• Your first goal in every negotiation should be to find out
more
• Always begin with the frame “Should this deal be made?” not “How should I make this deal?”

10. Things That Help In A Negotiation

11. • Accurate information sharing.
• Structure the negotiation so there is no incentive to bluff (starting with
what you don’t want works here)
• Simultaneous revelation (write down and show offers at same time)
• Keeping commitment for the end.
• Creating multiple options.
• Both sides like each other and want the other person to be happy

12. Prepared by
Malik Muhammad Ahad
Head Of Strategic & Planning
Helios Pakistan