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How to negotiate? by Mind Map: How to negotiate?
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How to negotiate?

Five Personal styles in negotiating

Self-denying

People difficult to negotiate, are introverted and reticent with information or feedback, they hide their feelings

Self-protecting

People use diversionary tactics, discussing about other people, they hide their true feelings

Self-exposing

People wish to be center of attention, demand this attention by speaking loudly, use attention-seeking body movement and ignoring feedback and other’s view

Self-bargaining

People show feeling if you show yours

Self-actualizing

Ideal negotiators, want information and feedback from others, present information constructively to aid the negotiation process and achieve goal without conflict

Five Types of Workplace Power

Legitimate power

Bases on a persons position or role in an organization. Their authority gives them power that is acknowledged

Expertise power

People with more skill and strength than others, their colleagues refer to them

Reward power

Is exerted by someone who has control over desires of others. Such a person can influence and manipulate behavior

Coercive power

Is exerted by those who use their authority or any force, emotional or physical, against the interest of the other party

Consultative power

Is exerted by someone who seeks information, considers other’s advice and make plans with others

Methods of Negotiation

Compromise

Means to settle differences made by one or both parties

Collaboration

Involves people cooperating to produce a solution satisfactory to both parties

Competition

Often leads to one party gaining advantage over the other, if it can negotiate at the expense of the other’s needs

Accommodation

Means that only one party is willing to oblige or adapt to meet the needs of the other

Avoidance

Is a negotiation method that makes both parties lose, because one party retracts their point of view or backs away from the situation

Conflict resolution process

Win-win strategies

Both parties are satisfied with the settlement negotiated, How to create win win deals, Focus on communalities, Address needs and interest, Exchange information and ideas, Invent options for mutual gain, Use objective criteria for standards of performance

Win-lose strategies

Result in the party who initiates the conflict being satisfied and the other dissatisfied

Lose-win strategies

A situation in which the initiator is dissatisfied and the other is satisfied

Lose-lose strategies

Result form a situation in which the both parties are dissatisfied

Strategies

Showing your interest

Simple phrases such as "yes," "OK" or "I see" effectively show you are paying attention. This encourages the other person to continue talking

Paraphrasing

Tell the other person what you heard them say, either quoting them or summarizing what they said

Emotion Labeling

This means attaching a tentative label to the feelings expressed or implied by other person's words and actions, This shows you are paying attention to the emotional aspects of what another person is conveying

Mirroring

Repeating the last words or main idea of other person's message. This indicates interest and understanding, But only from time to time, otherwise it will be strange

Open-ended questions

Use open-ended questions instead of "why" questions, which could imply interrogation, For example, avoid asking, “Do you offer a discount?” The obvious answer is, “No.” Instead say “What is your discount for…” as it requires more of an explanation

Effective pauses

Any good interviewer knows the power of the long silence. People tend to speak to fill spaces in a conversation. Therefore, you should, on occasion, consciously create a space or void that will encourage the other person to speak

Use the other person’s name

It is so basic that many people forget to address their counterpart with his name, This is very important because the person will feel special

Use the word "WE"

You know, $100 is a good starting place. Now we just need to work out the details.”, Your negotiation partner feels connected with you

Don’t take it personally

Maybe you’ll get what you want. Maybe you won’t. Life will move on either way. Most people will never have a negotiation that will make or break their life. Keep it real and don’t get emotionally involved, Don't get emotionally attached to the item

You should ask for a higher amount than what you expect

Address the issue politely with the client and ask him to raise the amount of fee, without any hesitation

Remember To Give & Receive

If you are offering concession after concession without any commitments in return you are going to get run over in the negotiation. Remember that for each concession you make, there should be some commitment or concession made on the other side.

Close Your Mouth

Learn to talk less and listen more. The more you listen and ask questions, the better you will understand and be able to position your company effectively

Negotiating

The basis of negotiations is some form of conflict

Negotiation is a complex and dynamic process

Many people are afraid of conflict and negotiation

It requires behavioral and analytical skills

Everybody can learn how to become an effective negotiator

Factors of successful negotiating

Common objective or goal

Faith in your problem-solving ability

Belief in the validity of your own position

Motivation to work together

Clear and accurate communication

Schranner Institute in Zurich

We are driven by the idea that every negotiation can be turned into a victory

Philosophy

There is always a winner and a loser in difficult negotiations, "We want support you to be a WINNER"

4 Lecture topics

Negotiations on the Edge

Strategy and Tactics

The Future of Negotiations

Dinner Speech

http://www.schranner.com/speech