Negotiation & Leading by Influence Skills for Product Professionals

Vishwanath PManaging Partner - Human Endeavour

..finding the 18th camel..

..so.. what is a

negotiation…?

.. is needed only when a conflict arises..

.. its about getting our way…

.. its a specialized skill needed in the business workplace while buying or selling products..

.. its about using tricks and techniques to get the best possible deal

..myths and misconceptions…..informal definitions..

# 1

# 2

# 3

# 4

..a definition..

.. when two or more parties have to make a decision about their interdependent goals ..

..negotiation is often about finding

the 18th camel..

..the three phases..

• Add Supporting Text Here

Step 1

Step 2

• Add Supporting Text Here

Step 3

prepare

negotiate and close

follow through

.. we will never negotiate

out of fear

but we will

never fear to negotiate …

…preparation..

…preparation..

..know your BATNA..

..aspirations and goals..

..reservation point….

..intangibles…

..valuing differences..

..analysis of your counterpart..

.. process and principles…

.. know thyself …

.. negotiating preferences..

.. psychological biases and traps..

.. how your style interacts with others..

.. emotional intelligence – identify, understand, use,

manage, reframe

… mind your mindset …

.. distributive – fixed pie..

.. integrative – expanding the pie..

.. mixed motive..

… avoid the traps…

.. “who” is crucial..

.. anchoring in the first offer..

.. Illusion of transparency

.. Framing – loss aversion Vs gain..

… sidestep the tricks…

.. good cop – bad cop.. Bogey.. nibble

.. snow job.. intimidation, personal insults

.. high ball low ball.. time – “flight to catch”

… separate the people and the issue…

… focus on interests, not positions…

… use your e.i .…listen, reflect, summarize, commit

… create alternative options…

use what-ifs and why-nots

… using the influence principles…

.. reciprocity.. social proof.. authority

.. liking.. commitment and consistency

.. scarcity

.. contrast.. Keep adding your own..

… go to the balcony…

… understand the nature of differences…

.. access to information.. goals

.. methods.. values and beliefs

… cultural conundrums…

.. power distance.. masculinity <--> feminity.. individual <-->collective.. uncertainty avoidance

… the serial negotiator …one deal Vs many

… build your negotiator brand …practice makes perfect

…follow through…

document and close

keep your commitments

heal the wounds