Short presentation introducing a work book on how to negotiate successfully when an ongoing relationship between the parties is intended

1. How To Negotiate Effectively
Towards A Practical Agreement And
A Sustainable Business Relationship
…saving time, money, and stress
Victor Konijn
+61 2 9401 5516
victor.konijn@plutoniczoo.com.au
Version 1.4, Oct 2013

2. Tension?
Tension?
• Looking to close a deal?
• Wishing you could make others do something?
• Feeling stuck with a business partner?
• Is your conflict costing you $$$?
• Need to bring difficult people into line?
• Want to negotiate with confidence?
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How To Negotiate Effectively Workbook Intro
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3. Purpose of negotiations
An effective negotiation…
connects two or more parties,
determines future steps together,
brings joint actions to life.
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How To Negotiate Effectively Workbook Intro
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4. Negotiation goals
• Explain and learn what's important for
each party in the relationship
• Find and define common ground
• Use every opportunity to practice together,
how to deal with differences,
talking and listening,
preventing or resolving escalated conflict
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How To Negotiate Effectively Workbook Intro
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5. Negotiation checkpoints
1. Understand purpose of all discussions
2. Express expectations
3. Anticipate issues
4. Balance interests realistically
5. Communicate inclusively
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How To Negotiate Effectively Workbook Intro
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6. Workbook
• Plutonic Zoo has encapsulated insights and tips
derived from over 25 years of hands-on
negotiation experience as buyer and seller of
services, and impartial consulting to both buyers
and sellers
• The result is a comprehensive PDF
work book, 22 pages, A4 format
• Title: How To Negotiate Effectively Towards A
Practical Agreement And A Sustainable Business
Relationship
…saving time, money, and stress
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© Copyright Plutonic Zoo Pty Ltd 2001-2011, All Rights Reserved
© Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved
How To Negotiate Effectively Workbook
How To Negotiate Effectively Workbook Intro Intro
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7. Workbook Table of Contents
Prologue
Why negotiate?
Getting to know yourself
Getting to know the other party
Preparing for an upcoming negotiation
Recognising phases of a negotiation
Negotiation styles: results versus ego
Epilogue
2
4
6
8
10
15
21
22
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How To Negotiate Effectively Workbook Intro
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8. Workbook order details
• The full workbook is available for $49 from
www.plutoniczoo.com.au/products.html
• Follow up support is available by
contacting Plutonic Zoo
– Phone +61 2 9401 5516
– Email support@plutoniczoo.com.au
Slide 8 of 24
© Copyright Plutonic Zoo Pty Ltd 2001-2013, All Rights Reserved
How To Negotiate Effectively Workbook Intro
8

9. How To Negotiate Effectively
Towards A Practical Agreement And
A Sustainable Business Relationship
…saving time, money, and stress
Victor Konijn
+61 2 9401 5516
victor.konijn@plutoniczoo.com.au
Version 1.4, Oct 2013