Getting to Yes in Negotiations 2015 AICPA EDGE Conference

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    19-Aug-2015

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  1. 1. #AICPA_EDGE Session #12 How to Get to Yes in Negotiations Thursday August 6th 2:25 pm Joseph M Rugger, CPA, CGMA
  2. 2. NEGOTIATION WINNERS AND LOSERS Positional vs Principled Negotiation
  3. 3. Principle #1 Separate the People from the Problem
  4. 4. Principle #2 Focus on Interests Not on Positions
  5. 5. The side with the most information nearly ALWAYS has the advantage
  6. 6. Principle #3 Invent Options for Mutual Gain
  7. 7. It is not just about the price It is also about the package
  8. 8. Principle #4 Insist on Using Objective Criteria
  9. 9. What if they are more powerful? Best Alternative to Negotiated Agreement
  10. 10. What if they wont play? Use Negotiation Jujitsu
  11. 11. What if they use dirty tricks? Tame the hard bargainer
  12. 12. Never make on the spot decisions Delay Delay Delay
  13. 13. Use Silence Less than full disclosure is not the same as deception.
  14. 14. Goals for Negotiations: 1. Efficiency 2. Wise Agreement 3. Improve and Not Damage the Relationship
  15. 15. Questions? joseph.rugger@gmail.com linkedin.com/in/josephruggercpa
  16. 16. 2015 American Institute of CPAs. All rights reserved.