Getting to Yes in Negotiations 2015 AICPA EDGE Conference

#AICPA_EDGE

Session #12 How to Get to “Yes” in NegotiationsThursday August 6th 2:25 pmJoseph M Rugger, CPA, CGMA

NEGOTIATION – WINNERS AND LOSERS

Positional vs Principled Negotiation

Principle #1

Separate the People from the Problem

Principle #2

Focus on Interests Not on Positions

The side with the most information nearly

ALWAYS has the advantage

Principle #3

Invent Options for Mutual Gain

It is not just about the price

It is also about the package

Principle #4

Insist on Using Objective Criteria

What if they are more powerful?

Best Alternative to Negotiated Agreement

What if they won’t play?

Use Negotiation Jujitsu

What if they use dirty tricks?

Tame the hard bargainer

Never make on the spot decisions

Delay Delay Delay

Use Silence

Less than full disclosure is not the same as deception.

Goals for Negotiations:

1. Efficiency2. Wise Agreement3. Improve and Not Damage the

Relationship

Questions?

joseph.rugger@gmail.comlinkedin.com/in/josephruggercpa

© 2015 American Institute of CPAs. All rights reserved.