Negotiation Skills 4

7/29/2019 Negotiation Skills 4

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Principles of Negotiation


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Position your case advantageously

Set high aspiration

Concede according to plan Know the full range & strength of

your power

Manage information skillfully

Principles of Negotiations


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Position Your Case

Advantageously

Position means to name or framethe negotiation in a way that

creates a favorable playing

field, and supports your case

Position creates perceived

Value where little existed Before

Principle 1


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Perceived value can be highly

subjective

Positioning is especially powerful

for extending the range of

reason,

Example: Outcomes the other

party can be persuaded to see as

good enough

Key Learnings


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Set High Aspirations

The negotiators goals should

be as high as possible withinthe range of reason

Principle 2

Old Negotiation Maxim says: If you dont ask for it, you wont get it


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Skilled negotiators ask for

more, and therefore tend to get

more

No deal is better than a baddeal

Key Learnings


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Concede According To Plan

Concessions are the compromises

you make after your opening

position to move the negotiation

forward

Principle 3


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Dont make any concessions unless

you have to

Dont make a concession unless

the other party makes a concessions

first, or unless it is needed to keep the

negotiation alive

When you give a concession, get

one in return

If you make concessions, makesure that the way you make them

sends the message you really want to

send

Key Learnings


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Know The Full Range And

Strength of Your Power

To recognize all the factors

that might give you an

advantage in a negotiation

Principle 4


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Power starts with personalconviction. You are only as

powerful as you believe yourself

to be

Power is perception. If others see

you as powerful, then you are

powerful

A major source of personal power

in negotiation is knowing clearly

what you want, and persistently

asking for it as you uncover and

satisfy the other partys need

Key Learnings


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Manage Information Skillfully

To share or uncover only that

information necessary, or useful, to

negotiate successfully

Principle 5


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Information is power

Dont just look at the other party

as the enemy, but as a valuable

source of information, whichcan help you succeed.

If you dont share enough

information, you may create

distrust and undermine therelationship

Key Learning


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Role Plays - Negotiation

Documents

Negotiation Skills 4