Negotiation Keys

1
Negotiation Keys

• ISQA 454
• Last Class

2
Frame of Mind

• A Posigive Frame of Mind Focuses on Potential
  Gain and Benefit and Leads to Integrative
  Bargaining and Cooperation
• A Negative Frame of Mind Focuses on Potential
  Losses and Costs and Leads to Distributive
  Bargaining and Confrontation

3
Power

• Primary Power That of the Participants
• Secondary Power From Those Who Might Influence
  Positions
• Situational Power From Control of Resources
• Power to Compromise

4
Listening

• Highly Competitive People Listen Just Long Enough
  to Find Justification or Information
• Cooperative People Listen Long Enough to Fully
  Understand
• Effective Listening is a Very Advantageous Skill

5
45 Negotiation Keys

• Everything Is Negotiable (Almost)
• If You Dont Ask, You Dont Get
• Never Say No, But Put a Price on Yes
• The Less You Sweat, The More You Get
• Consider the Situational Issues
• Have High Aspirations
• Know Your Best Alternative
• Know Your Walk-away Point

6
45 Negotiation Keys (2)

• A Negotiation is Like the Point of Contact
  Between Two Marbles
• Quality Is the Best Bargain
• Honesty Is the Best Policy
• Begin With the End In Mind
• Its All In How You Start
• He Who Speaks First Sets The Benchmark
• He Who Talks Most Gives Away the Farm
• Time and Concessions
• Silence

7
45 Negotiation Keys (3)

• Dont Bite the Bait
• Divorce Margin from Costs
• Give Them Options, Let Them Choose
• Benefits Sell Descriptions Dont Sell
• Never Assume Truth, Intentions
• Pay Attention to the Body Language
• Watch the Eyes See if They Listen
• You Cant Persuade Unless You Truly Understand

8
45 Negotiation Keys (4)

• For Every Communication There is a Reaction
• The Way You Present Your Argument May Be More
  Persuasive Than the Argument Itself
• Exchange Information - Dont Give It Away
• Always Say Less Than You Know
• Tell Someone Something Interesting - Theyll Try
  to Top It
• Solutions and Good Intentions Get In the Way of
  Listening
• XLVIII XII

9
45 Negotiation Keys (5)

• If You Only Negotiate One Thing, Its Almost
  Always Price
• The More Issues to be Negotiated, The Less Likely
  the Major Focus Will Be On Price
• The Order of Information May Be Priority of
  Message
• So Much Depends on Reputation
• Good Intentions Dont Sanitize Bad Impact
• Despise the Free Lunch

10
45 Negotiation Keys (6)

• Expect the Unexpected
• Everyone Should Win
• When You Win, Quit Arguing
• Write Everything Down
• Future Interaction and Agreement
• Its OK to Leave a Little Something on the Table
• Moral is What You Feel Good After (Hemingway)