Foundations of negotiations

1. Negotiation Foundations
CONOR ALMONEY

2. Basics of Negotiation- Developing a
negotiation mindset
 Start to look at looking at the negotiation process as a way to solve a problem
and benefit all parties as opposed to a competition.

3. Basics of Negotiation-Three Core
Negotiation Practices
 Be sure to politely check in with your negotiation partner, use a bit of small talk to
get connected, and ask open-ended diagnostic questions.

4. Basics of Negotiation-Anchoring and
Framing for mutual benefit
 Frame your position in a way that makes it very clear to your bargaining partner
that it will benefit all parties.

5. Basics of Negotiation-Listening and
building tactical empathy
 Understand the other person’s perspective and use it to expand the conversation.

6. Basics of Negotiation-Trading things of
Value
 Have a “Plan B” proposal to counter with if your initial idea is shot down.

7. Basics of Negotiation-The wrong and
right way to negotiate.
 Do not rush through and keep throwing up defenses of your position; instead,
engage in small talk, understand the other person’s perspective and ask diagnostic
questions.

8. Getting ready for a negotiation-
Researching and preparing
 Do research to understand how realistic your desires are and go in with the right
knowledge of the subject at hand.

9. Getting ready for a negotiation-
Identifying priorities and designing
options
 Come up with 2-3 equally acceptable options in order to stay flexible when you
arrive at the negotiation table.

10. Engaging your allies-Understanding how
influence works
 Understand how different relationships you already have can be influential in your
negotiation.

11. Engaging your allies-Creating your
influence plan
 Make a list of people that can be helpful in getting you where you need to be.

12. Getting through and past no-
Understanding conflict styles
 Coming into a conflict with the mindset of collaboration is the most likely way to
make things beneficial for both parties.

13. Getting through and past no- Getting past
no
 See a “no” as the beginning of the negotiation rather than the end and be
prepared to follow up with a diagnostic question.

14. Getting through and past no -Saying no
 Try to say no by further questioning the other party or bringing up time
constraints, but do not say anymore than necessary.

15. Essential negotiation tips and strategies-
Dealing with contentious tactics
 Try to get a hostile person to reframe the issue and focus on the problem rather
than people, but end the conversation if need be.

16. Essential negotiation tips and strategies-
Negotiation hacks
 Be sure to avoid disruptions, be in a neutral environment, express disappointment
when necessary, have something to calm you, and have a bottom line.

17. Negotiating at a distance-
Telephone/Videoconference
 With long distance conversations, you must prepare adequately in order to clearly
present all of the necessary information.

18. Negotiating at a distance-Email/Text
 Be sure to keep your word choice from being to aggressive and only use these in
conjunction with face to face meetings.

19. Conclusion-Next Steps
 Always make lists and enhance your knowledge throughout your life through
experience.