This document is a summary of a webinar on negotiation skills. It provides tips on preparing for negotiations, different negotiation models and strategies, building negotiation skills, and closing deals. It emphasizes the importance of preparation, understanding interests rather than positions, finding mutual gains, and maintaining a collaborative approach. Interactive polling questions gauge participants' negotiation comfort levels and preferences. Resources like books and movies on negotiation are also recommended.

1. May 15, 2014
with
Mark Toth
Chief Legal Officer
North America
with
Mark Toth
Chief Legal Officer
North America
Everything you ever wanted
to know about negotiation
(in 60 minutes or less)

2. General Information
• Share the webinar
• Votes (polling questions)
• Rate (before you leave)
• Attachments (download)

3. Audio Problems?
The audio for this event is streaming
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Passcode: 779 175 05#

4. Earning HRCI Credit
To receive 1 HRCI for this webinar,
participants must attend the
webinar in its entirety
(one person per computer).

5. May 15, 2014
with
Mark Toth
Chief Legal Officer
North America
with
Mark Toth
Chief Legal Officer
North America
Everything you ever wanted
to know about negotiation
(in 60 minutes or less)

6. 6
$856,972,641,328 of Negotiation Training
YOU on Negotiation
How to FAIL MISERABLY at Negotiation
How to SUCCEED WILDLY at Negotiation
Negotiation SING-A-LONG
Valuable PRIZES and Much Much More

7. Official Disclaimer
The presentation you are about to witness is intended as
general commentary only and should not be relied upon or
construed as legal advice. The views expressed are solely
those of the presenter and not of ManpowerGroup.
Failure to stay awake for the entirety of this presentation
could result in long-lasting side-effects, including but not
limited to negotiation anxiety, terrible deals, workplace
discord, parenting problems, marital difficulties and/or
potential international geopolitical military conflagration.
Please consult with your own HR and Legal departments
before making any major policy and/or procedure changes.
You have been warned.

8. Tweet along:
#mpwebinar
Follow Mark on Twitter:
@manpowerblawg
Visit Mark’s Blawg:
marktoth.com
Find us on Facebook:
facebook.com/manpowerUS

9. 9
Best Negotiation Training Ever

10. YOU
On Negotiation

11. 11
On a scale of 1 (absolutely fear) to 10 (absolutely
enjoy), how do you feel about negotiating?Question
1 2 3 4 5 6 7 8 9 10
Fear and loathing Neutral Love it
1% 3% 9% 9% 17% 15% 19% 13% 7% 6%

12. 12
In general, the result of a negotiation is …Question
Both Sides Win
One Side Wins
Both Sides Lose
79%
13%
8%
0 10 20 30 40 50 60 70 80 90

13. 13
Before I enter into a negotiation, I prepare my
negotiation strategy, study the other side’s
motivations, map out potential gives and takes,
determine my bottom line and get ready to walk
away if necessary.
Question
Always
Usually
Sometimes
Rarely
Never
17%
41%
26%
13%
3%
0 10 20 30 40 50

14. 14
If you could share ONE negotiation tip
with the world, what would it be?Question
Virtually every tip has been incorporated into today’s presentation.

15. How To LOSE
Every Negotiation

16. @manpowerblawg
Who said it?
Let us never negotiate out of fear.
But let us never fear to negotiate.

17. 17
Negotiation Failure Factors
Fear
Greed
PrideEmotion
Myopia
Unarmed
BAD
DEALS

18. 18Image Credit: Bocman1973 / Shutterstock.com
Never Ever Fall in Love With A Deal

19. Who said it?
Let us never negotiate out of fear.
But let us never fear to negotiate.
John F. Kennedy

20. PREPARE To Negotiate
Or Prepare To Lose

21. 21
Pre-Negotiation Checklist: YOU
Sources: Getting to Yes by Roger Fisher & William Ury;
Negotiation by Richard Luecke
 What type of negotiation is this?
 Who’s our lead negotiator and negotiation team?
 What’s the best possible result? The worst?
 What must we get? What would we like to get?
 What would we be willing to trade off?
 What’s our zone of possible agreement (ZOPA)?
 What’s our bottom line?
 How will we measure and ensure success?
 What post-deal challenges do we anticipate?
 What’s our best alternative to a negotiated agreement (BATNA)?

22. 22
Pre-Negotiation Checklist: THEM
Sources: Getting to Yes by Roger Fisher & William Ury;
Negotiation by Richard Luecke
 What do know about them? What else do we need to know?
 What are their key motivators?
 Who’s their lead negotiator and negotiation team?
 What’s their best possible result? Their worst?
 What must they get? What would they like to get?
 What would they be willing to trade off?
 What’s their zone of possible agreement (ZOPA)?
 What’s their bottom line?
 What’s their best alternative to a negotiated agreement (BATNA)?

23. You must never try to take all the
money that’s in a deal. Let the other
fellow make some money too,
because if you have a reputation for
always taking all the money,
you won’t have many deals.

24. Who said it?
414.751.0126
Your first name + answer

25. The TWO
Negotiation Models

26. What Type Of
Negotiation Is This?
NEGOTIATOR’S
DILEMMA
COMPETITIVE
(WIN / LOSE)
COLLABORATIVE
(WIN / WIN)

27. 27Image Credit: Shutterstock.com / Bonchan
A Tale Of Two Pies
vs.

28. 28
Is Win / Win Really Possible?

29. 29Image Credit: Shutterstock.com / Preto Perola
Walk a Mile In Their Shoes
Have the integrity to press for a solution that is
better for the other side. The most important
thought you can have is not “What can I get
them to give me?” It is “What can I give them
that would not take away from my position?”
When you give people what they want, they
will give you what you want.
– Roger Dawson

30. J. Paul Getty

31. Building The
PERFECT Negotiator

32. 32
The Negotiator Personality
HUMBLE yet assertive
POSITIVE yet realistic
PATIENT yet persistent
CREATIVE yet factual
INVESTIGATIVE yet relational

33. 33
The Evolution Of The Negotiator
FROM TO
TEAM?
INFO?
COMMITMENTS?
Share minimum.
Surprises OK. Might
not commit if know all.
The fewer the better.
Keep others in dark
so won’t derail.
Key stakeholders.
Improves info, deal
and implementation.
It’s our problem
if they don’t deliver.
Success is shared.
Share. Surprises bad.
Engagement, not
gotchas.
It’s their problem if they
can’t deliver. Penalize
noncompliance.

34. A. Sweeten the offer price
B. Promise a larger purchase
C. Take the deal as is
D. Threaten to walk away
E. None of the above

35. A. Sweeten the offer price
B. Promise a larger purchase
C. Take the deal as is
D. Threaten to walk away
E. None of the above

36. 36
The best way to get
what you’re after in a
negotiation – sometimes the
only way – is to approach the
situation the way a detective
approaches a crime scene.
– Deepak Malhotra
Columbo Negotiation
Image Credit: Shutterstock.com / Rynio Productions

37. 37
Who?
What?
Where?
When?
Why?
How?

38. 38
EYES on speaker
RESIST urge to blurt
Ask QUESTIONS to clarify
REPEAT main points
Take detailed NOTES
Listen And Learn

39. 39
It is a well known
proposition that you know
who’s going to win a
negotiation: it’s he who
pauses the longest.
– Robert Court
The More You Say, The More You Give Away
Image Credit: Shutterstock.com / Rynio Productions
Never forget the power of
silence, that massively
disconcerting pause which
goes on and on and may
last induce an opt to babble
and backtrack nervously.
– Lance Morrow

40. 40
Know the CULTURE
Plan the FIRST IMPRESSION
You are how you SIT
Watch for INCONSISTENCIES
FACE TOUCH, BLINK listen close
Body Language 101

41. Every Negotiation Tactic
in the History of the Universe

42. A. Demand $1 million up front
B. Demand 7.5% of the profits
C. Demand a part in the movie
D. Nothing

43. A. Demand $1 million up front
B. Demand 7.5% of the profits
C. Demand a part in the movie
D. Nothing

44. 44
ANCHOR if you think you know their ZOPA
COUNTERANCHOR if their anchor misses your ZOPA
You ASK you LISTEN they talk you LEARN
CONCEDE STRATEGICALLY and begrudgingly
AGREE if in ZOPA WALK AWAY if not
Classic Win / Lose Approach

45. 45
DISENTANGLE people from the problem
FOCUS ON INTERESTS not positions
Invent options for MUTUAL GAIN
Insist on OBJECTIVE CRITERIA
Goal: WISE, EFFICIENT & AMICABLE deal
Classic Win / Win Approach
Source: Getting to Yes by Roger Fisher & William Ury

46. 46
Can’t get if you don’t ASK
Know little, ASK FOR MUCH
Ask for your credible MAX
Have FACTS behind each ask
Don’t understand? ASK til you do.
Ask And You Might Receive

47. 47
NEVER accept the first offer
NEVER counter a ridiculous bid
NEVER reveal your ZOPA
Bidding 101
NEVER bargain against yourself
NEVER say “bottom line” unless you mean it

48. 48
Wait. Shut up. If you must talk, use facts.
Move only if clear ignoring ridiculous bid.
If used on you: “Exactly how much better?”
Bad Offer: “You Gotta Do Better Than That.”
Image Credit: Shutterstock.com / Styleuneed.de

49. 49
GIVE concessions only if they RECIPROCATE
DON’T offer to SPLIT the difference
Watch CONCESSION PATTERNS
Bidding 201
Beware BOGEYS
BE PATIENT: trust the process

50. 50
Higher authority OUTSIDE ROOM
DON’T SPECIFY (“team”)
Higher Authority
ASK them to specify theirs
If won’t, ask if will RECOMMEND
Don’t let EGO get in the way

51. 51
Call them on it
Beware attorneys
Demand to speak to bad cop
Create your own
Good Cop / Bad Cop

52. 52
Demand ITEMIZED COMPETITIVE BIDS
DON’T FALL IN LOVE with one bidder
Keep AT LEAST 2 in the fight
Seek BEST SERVICE at LOWEST PRICE
Beware TOO GOOD TO BE TRUE
So, You’re the Buyer

53. 53
KNOW your buyer
DIFFERENTIATE or die
Create actual VALUE
DON’T sell only on PRICE
Don’t be TOO GOOD TO BE TRUE
So, You’re the Seller

54. 54
Only when reeeeeally MEAN IT
Usually causes severe HEEL DIGGING
Use HIGHER AUTHORITY instead
Always have FALL BACKS
Avoid Ultimatums
COUNTER by testing, playing for time

55. @manpowerblawg
What’s the absolute
toughest negotiation
you’ve ever had?

56. 56
Use FACTS to show danger of not dealing
Put a PRICE on inaction
ASK questions to seek common ground
DON’T CONCEDE to convince
Propose MEDIATION or ARBITRATION
The Reluctant Bargainer

57. 57
DON’T retaliate
Remain CALM
Call TIME-OUT
Demand NEW NEGOTIATOR
Consider MEDIATION or ARBITRATION
Negotiating With A Jerk

58. 58
Jerk negotiators get more
than nice negotiators.Question
Always
Usually
Sometimes
Rarely
Never
1%
15%
50%
29%
2%
0 10 20 30 40 50

59. 59
DON’T panic
PARK deadlocked issues
Create MOMENTUM on lesser issues
CHANGE dynamics, location, specs
Consider MEDIATION or ARBITRATION
Get Past Impasse

60. ___% of concessions occur in
the final ___% of negotiations.
A. 20, 80
B. 50, 50
C. 80, 20
D. 99.999999999, .000000001

61. ___% of concessions occur in
the final ___% of negotiations.
A. 20, 80
B. 50, 50
C. 80, 20
D. 99.999999999, .000000001
Source: Secrets of Power Negotiation by Roger Dawson

62. 62
80% of concessions occur in last 20%
If have power, set a ticking clock
Never reveal if have deadline
Find out if they have deadline
Chill or lose
The Ticking Clock
Image Credit: Shutterstok.com / ULKASTUDIO

63. CLOSING
the Deal

64. 64
If it ain’t in WRITING it didn’t happen
CONTROL the PAPER
Consider SMART metrics
Avoid NIBBLING
READ THE CONTRACT at least 77 times
Done Deal

65. Best Negotiation
RESOURCES Ever

66. 66
Best Negotiation Resources Ever
BOOKS
• Getting To Yes by Roger Fisher & William Ury
• Negotiation by Richard Luecke
• Secrets Of Power Negotiation by Roger Dawson
• Winning Negotiations by Harvard Business Review
TV / MOVIES
• The Good Wife
• Hotel Rwanda
• Lincoln
• Thirteen Days

67. The Negotiation
SING-ALONG

68. ManpowerGroup | Halloween 2012
Negotiation is easy
If you listen you’ll never get stuck
We wrote you this song
So please sing along
If you don’t your deals will all suck

69. ManpowerGroup | Halloween 2012
Preparation is always important
Know your side and the other side too
Use the checklists you got
They’ll help you a lot
You’ll always know just what to do

70. ManpowerGroup | Halloween 2012
Remember this song
And you’ll never go wrong
Your skills will certainly blossom
You’ll get what you need
And your deals will always be awesome

71. ManpowerGroup | Halloween 2012
Fear greed pride and emotion
Can wreck a deal please hear my plea
Ask questions galore
And then listen some more
Practice patience and humility

72. ManpowerGroup | Halloween 2012
Don’t be a jerk when you bargain
You might see those people again
Be humble and wise
And please realize
That the best deals are truly win-win

73. ManpowerGroup | Halloween 2012
Remember this song
And you’ll never go wrong
Your skills will certainly blossom
You’ll get what you need
And your deals will always be awesome

74. THANK
YOU!

75. Did you watch this webinar
as a recording?
Please request your certificate at
www.manpowergroup.us/requesthrci
Image credits: Shutterstock.com