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    Negotiation Prep Sheet

    Uploaded by

    Robs
    Negotiation Technics TBSG

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Negotiation Prep Sheet

    Uploaded by

    Robs
    24 views2 pages
    Negotiation Technics TBSG

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

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    Negotiation Technics TBSG

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    24 views2 pages

    Negotiation Prep Sheet

    Uploaded by

    Robs
    Negotiation Technics TBSG

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    NEGOTIATION PREP SHEET

    1 2
    GOAL 6:1 RATIO ( Minimum)
    Identify specific scenario that
    6 - Accusations Audit
    represents the best-case. It should
    5 - “Asking Labels” - An upward
    be optimistic, reasonable and
    clearly defined
    inflecting, inquisitive Label
    Discuss goal with a colleague for 4 - “What” questions
    input. 3 - “How” questions
    2 - “No-Oriented” questions
    1 - Summary
    1 - “Why” question ( POl)

    3
    4
    CAVIAAR MINDSET
    NEGOTIATOR CONFLICT
    Curiosity Assume you have something PERSONALITY TYPES
    to learn. Minimize negative emotions in
    What is likely to be a counterpart’s type?
    your brain
    ASSERTIVE
    Acceptance Accept the fact that you ACCOMMODATOR
    will get triggered ANALYST
    What is your type?
    Vent Vent to someone you trust

    Identify Counterpart’s Negotiator


    Personality Type (Assertive, Analyst, 5
    Accommodator)
    SUMMARY
    Accusations Audit Prepare judiciously
    A couple of sentences about the known
    Remember The issue is the adversary, facts that have led up to the negotiation.
    not the counterpart
    6 6
    CALIBRATED QUESTIONS TO (Cont.)
    REVEAL VALUE AND CALIBRATED QUESTIONS TO REVEAL
    OVERCOME POTENTIAL DEAL VALUE AND OVERCOME POTENTIAL DEAL

    KILLERS KILLERS

    To identify the DEAL-


    To reveal value:
    KILLERS
    “How will/does this affect the rest of your
    How is that worthwhile?” team?”
    ”What do your colleagues see as their
    “How does that affect things?” main challenges in this area?”

    To identify & defuse DEAL-KILLING


    “How does this fit into what the objective
    issues
    is?”
    “What is the biggest challenge you face?”

    ”How does making a deal with us affect


    things? • What happens if you do nothing?”
    7
    LABELS TO USE FOR
    RESPONSES TO 8
    CALIBRATED QUESTION NON-CASH
    OFFERS
    “It seems like____________ is important” List of non-cash items
    possessed by your
    “It seems like you feel my company is in counterpart that would be
    a unique position to___________________ valuable to you.

    What could they give you that


    “It sounds like you are worried
    that_______________________” would make you do this for
    free?

    9
    RULE OF THREE
    What and how questions to “test” the strength of the agreement and
    increase chances of follow through.

    “What are the next steps?”


    “How will I know we’re on track?”
    “What should we do if we find ourselves off track?”

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