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Negotiation skills slideshow
- 2. People are Irrational BUT PREDICATABLE Which is good because it means WE CAN USE SCIENCE To predict their behaviour, get what we want and making them feel LIKE THEY DID TOO
- 3. People assume they are negotiating over a 'fixed pie' or fix number of items and and love people who make them aware of alternatives they hadn't considered. We naturally focus on the 'shiny' items we consider most important but most decide what important emotionally rather than rationally. Quatity Quantity People want the feeling of victory more than the actual concessions. So we can give them less if we break it up into lots of little wins.
- 4. Preparation Prioritising interests WATNA, BATNA & WAP ZOPA acronyms acronyms acronyms
- 5. Prioritising Interests Making a ranking of priorities enables you to concede the things you care less about Finding the the ultimate benefit of each issue creates options Options is the name of the game, the more you have the more value you can create
- 6. WATNA The lower your WATNA, the lower your walk away price WAP Don't be scared to walk, if your WAP is hit commit to it BATNA Work to improve your options - make sure the other side know you have them
- 7. ZOPAZOPA The Zone of Possible Agreement is the area between each sides WAP's where the final deal will land Building a ZOPA helps you anticipate the negotiations, specifically what the other side will do and tactics they'll use A ZOPA is crucial to gaming out negotiations - knowing how much to initially offer, counter-offer, concede and so on... WAP A WAP BZOPA
- 8. Process Opening negotiations Bargaining Closing negotiations
- 9. Opening Negotiations Opening negotiations is like playing poker - you need to be careful what you give away Don't rush, start slow but open in a confidently and assertively If the other side try and push you on a particular issue slow them down using the 'agenda trick'. Take note of what issues they are trying to rush into, this will show their areas of weakness
- 10. Bargaining Never, never, ever give up something for free Make your offer high enough to work down from and make it first Treat it like a tennis match - back and forward with small concessions Talk less and use silence to your advantage when making offers
- 11. Closing negotiations Nothings complete until it's in writing Don't just agree on what to do, agree on how to do it Failing to pay attention to detail could mean you lose value
- 12. Psychology Weakness of the mind Weakness of the heart Rational in an irrational world
- 13. Weakness of the mind Fixed pie bias - People view negotiations as a fixed pie to be fought over, rather than a pie that can be grown Vividness bias - people are attracted to shiny things and lose track of original goals when shown shiny things Framing bias - people work harder to avoid loss than to win a gain, and are vulnerable to irrationality over propesctive loss
- 14. Weakness of the heart Everyone has a want and a should side - plan out your negotiation to avoid relying on your impulsive 'want' side Don't let your ego drag you down by overestimating value and try set realistic targets before the bargaining phase
- 15. Being rational in an irrational world Make a system 2 list Avoid negotiating under time pressure Adopt the outsider lens
- 16. Play Video Call us, Email us, send a Text, Carrier Pigeon or tap Morse Code. However you do it, please GET IN TOUCH We are here to help www.ypccd.org.au