A select few slides from our recent Negotiation Skills Webinar. (Client details have been removed). From The Hayden Partnership www.haydenpartnership.com

1. NEGOTIATION:
•The process by which two or more parties
move from initial disparity to agreement
•The art of reaching a mutually acceptable
outcome

2. WIN/WIN
I Win
You Lose
I Win
You Win
I Lose
You Lose
I Lose
You Win

3. Win / WinWIN/WIN

4. WIN/WIN – THE THIRD WAY
31 2

5. Prepare
Open
TradeAgree
Close
Negotiation Process

6. PREPARE – “KEY LEVELS”
Must Like Intend
Intend Like Must

7. TRADING
Costtous
Value to them
Nil Sum Game

8. TRADE – IF YOU… THEN I…
If you pay the invoice quicker,
then I will reduce the price by 5%

9. POWER
Reputation Behaviour
Situation

10. POWER
1. Information
2. Time pressure
3. Relative need
4. Authority
5. Lack of authority
6. Credibility
7. Competition
15.Reward
16.Punishment
17.Risk taking
18.Commitment
19.Persistence
20.Attitude
21.Ability
8. Morality
9. Expertise
10.Empathy
11.Identification
12.Investment of time
13.Investment of effort
14.Investment of money

11. TACTICS
1. Time
2. Squeeze
3. Triangular Auction
4. Budget Bluff
5. Trawl
6. Good/Bad Cop
7. Salami
8. Brooklyn Optician
9. The Russian Front
10. Buy now Bargain Later
11. Slow Boat
12. Gentle Touch
13. Colombo
14. Happy?