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Power Negotiating
Yosry Magdiche
Public Services Advisor
1
What is Power Negotiating?
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Most people want the same thing from a
negotiation:
• a fair deal
• use their negotiating skills to improve their
position
• skilled enough to stop the other side from
taking advantage of them 3
Objective of a negotiation
Make a win-win solution:
you and the other person can walk away from
the negotiating table feeling that ou’ e won.
4
Win-win negotiators
• two people / one orange
• but both want it
5
6
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Oh, sure!
That could happe i the real world…
But it does ’t happe e ough to ake the concept meaningful
8
Whe you’re sitti g dow i a egotiatio , cha ces are that the other side wants the same thing that you do.
9
Power Negotiating
takes a different position
win at the negotiating table
+ leave the other person
feeling that he won 10
No … I k o hat that perso did to e…
Wait… u til I see hi again!!!
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poor negotiator vs Power Negotiator
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Playing
the Power Negotiating Game
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14
Ending Gambits
Beginning Gambits
Middle
Gambits
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Beginning Negotiating Gambits
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1. Ask for More
Than You Expect
to Get
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1. Ask for More Than You Expect to Get
1. You might just get it.
2. It gives you some negotiating room.
3. It raises the percei ed alue of hat ou’re offeri g.
4. It prevents the negotiation from deadlocking.
5. It makes a climate in which the other side feels they
won.
Ask for more than you
expect to get, for 5 reasons:
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2. Never Say
Yes to the
First Offer
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2. Never Say Yes to the First Offer
1. Never say yes to the first offer or counteroffer from
the other side.
it automatically riggers two thoughts:
I could have done better (next time I ill)
Something must be wrong.
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2. Never Say Yes to the First Offer
2. The danger is when you have formed a
mental picture of how the other person
will respond to your proposal and he
comes back much higher than you
expected.
Prepare for this
possibility so it
o ’t catch you off
guard. 21
3. Flinch at Proposals
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3. Flinch at Proposals
1.Flinch in reaction to a proposal from the other
side.
They may not expect to get what they are
asking for;
however, if you do not show surprise, ou’re
communicating that it is a possibility.
2. A concession often
follows a flinch.
If you do ’t flinch, it
makes the other person a
tougher negotiator. 23
3. Assume that the other person is a visual unless
you have something else on which to go.
70 %
visual auditory kinesthetic
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3. Flinch at Proposals
4. Even if ou’re not face-to-face with the
other person, you should still gasp in shock
and surprise.
Telephone flinches can
be very effective also.
25
4. Avoid Confrontational
Negotiation
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4. Avoid Confrontational Negotiation
1. Do ’t argue with people in the early stages
of the negotiation because it makes
confrontation.
27
4. Avoid Confrontational Negotiation
I understand exactly how you feel
about that… many other people
have felt exactly the same way as
you do in the beginning… and…
when they take a closer look at
what we offer, they have always
found that we make the best
offer in the market…
2. Use the Feel, Felt, Found formula to turn the hostility around:
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5. Play the Reluctant Seller and the
Reluctant Buyer
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5. Play the Reluctant Seller and the
Reluctant Buyer
3. Playing this Gambit is a great way to
squeeze the other side’s negotiating range
before the negotiation even starts.
1. Always play Reluctant
Seller.
2. Look out for the
Reluctant Buyer.
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5. Play the Reluctant Seller and the
Reluctant Buyer
5. When it’s used on you, get the other
person to commit, go to Higher Authority,
and close with Good Guy/Bad Guy.
4. The other person will
typically give away half of
his negotiating range just
because you use this.
31
6. The Vise Technique
You’ll ha e to do better
than that!!!
32
1. Respond to a proposal or counter-proposal with
the Vise technique:
You’ll have to do better than that.
E actl how much
better than that do I have
to do?
This will pin the other
person down to a specific.
2. If it’s used on you, respond with the Counter
Gambit:
6. Use the Vise Technique
33
6. Use the Vise Technique
3. Concentrate on the dollar amount that’s
being negotiated.
Do ’t start thinking in percentages.
4. A negotiated dollar is a bottom-line dollar.
Be aware of what your time is worth on
an hourly basis.
5. You will make money
fast when ou’re Power
Negotiating. 34