Description: http://www.karrass.com - A negotiation motivator is what moves people to participate in an negotiation. The Iceberg Theory offers one way of understanding and accessing the other party's negotiation motivators.

1. Negotiation Motivators
The Iceberg Theory
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2. What is A
Negotiation Motivator?
Negotiation motivator drives people to negotiate
Can be understood in terms of the iceberg theory
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3. The Iceberg Theory
What is under the surface drives people to
negotiate more than what is immediately visible
People obviously negotiate for goods, money,
services
But what else do they want?
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4. The Iceberg Theory
People also want:
 To make their lives easier
 To think them competent
 Peace of mind
 To be listened to
 Freedom of choice
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5. What Else?
What else could you be negotiating for?
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6. For More Negotiation Tips,
Please visit:
http://www.Karrass.com
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