The Secrets of power
Negotiating
Presentation by:
Hala El zahed
Rana mohamed
The main questions
• 1-Verify a win-win approach as opposed to a zero-sum
game. Give examples.
• 2. What is meant by the art of concessions? Give an
example.
• 4. When would be the most dangerous point in power
negotiating?
2
Negotiation “ process”
Good Dialogue
Win- Win game
Mechanisms
3
The myth of “win- win”
• Definition
( both partners walk away from the table &
they truly won).
• You have to leave a good impact, the other has
to think that “ what a great time he had
negotiating with you & how he cant wait to see
you again”
4
• Negotiator should not know the keys or the rules you are
playing with, why?
* Because if he new your rules then he will
automatically predict your next step or move.
• Also, each & every step has to be very good calculated
especially the first stages in which the atmosphere you
will create will affect the whole process after that.
5
(1) Ask for more than you expect
• You have to increase your ceiling for demands you ask
because “ Effectiveness at the negotiating table depends
upon overstating demands”.
• Due to three main things:
It raises the
perceived value
of what you
are offering
It prevents
deadlocking
If you make
a concession
theoretically
But practically
You will seem
More cooperative
& you are really
Getting your
Needed demands
6
• The main criteria upon which you put your maximum
ceiling is:
* the most you can ask for but still it appears
credible.
• Hence, power negotiators know that first offers seem
extreme but are only the beginning; they know that they
will work their way toward a solution both sides can
accept.
7
(2) Never say yes to the first offer
• If you did so, this will raise two points
* I could have done better,
* Something must be wrong.
• If you are going to be too agreeable, it will make the
other side uneasy.
• There are two ways in order to avoid mistrust in your
negotiation which are;
8
(A) Flinch
• Always react with shock and
surprise at the other side
proposal,
• Because people believe what
they see more than what they
here,
• If you don’t flinch the other
person will be a tougher
negotiator,
• In case of “ not face-to-face”
negotiation you can gasp in
shock & surprise, it will also be
very effective.
9
(B) Avoid confrontations
• Here, the focus is also on the first moments, as what you say in
these few moment often sets the climate of negotiation “ importance
of Dialogue”
• Never be confrontational early , rather you can use “ the feel, felt,
found formula” which is:
(( I understand exactly how you feel about that. Many other
people have felt the same way. But you know what we have always
found? When we took a closer look, we found……..”
10
( 3) Play the Reluctant buyer or Reluctant seller:
• When you play the role of reluctant buyer , you are going
to make “ walk-away” price, i.e. you will probably make
the salesman give away half of his negotiating range.
• If you play the other role, the reluctant seller, you can
say: I don’t think there is any flexibility in the price , but
you can tell me & I will take it to my people “ use higher
authority as a cover” & see what I can do for you with
them.
11
(4) The Vise technique:
• It is “ I have to do better than that”
• You should believe in your ability to do much better than you are
doing.
(5) Don’t worry about price:
• You must give the other a reason to spend more money or do more
concession in your sake.
• Accordingly , the good propaganda makes the other buy what you
sell even if the price is very high.
12
• You have to ask you self:
Does what I pay for is something really matter?
• As what really matter is the feeling that you got the best possible
deal, “ as long as you need this thing ,money should not be your first
priority”.
• If you are trying to get some one to spend money , all you have to
do is give him a reason and convince him that he cant get any better
deal .
• We shouldn’t narrow the negotiations down to one issue, if every
thing is resolved & what is left is price, you will not be able to do
more trade offs . However, if you keep more than one topic on the
table, you can make trade off “ decreasing the price while the other
person will not mind as he is going to take something in return”
13
(6) Higher authority:
• During negotiations you can always postpone a decision & say that
you are going to discuss it with higher authority, as this will offer two
main things:
* take your time in thinking,
* make the other person make or do some concessions.
(7) Don’t split the difference:
don’t offer to split the difference that is keeping you & the other
person , let him suggest that, as he will feel as if he won.
14
(8) Set it Aside:
•
•
•
If you feel that one of the issues in
a complete disagreement , leave it
a side – for now- & discuss other
issues, you can say “ Lets just set
that aside for a moment and talk
about some of other issues , may
we?”
This will make the other side more
flexible after reaching agreement
on smaller issues.
You can also convince him
through discussing methods of
sharing the risk between both of
you.
You can change
Your
negotiation
team
You can
reestablish
momentum
You can ease
the
Tension
“ tell a funny
Story for ex.”
15
(9) The Art of concession:
What you shall do ?
* when you make a concession , you must ask for a reciporocal
one right away, because two hours later , what you have done will
count for little or nothing.
What you shall not do ever?
* don’t be patternalized in your type of concession, as this will lead
the other easily expect your next concession.
* never make the final concession as a big one, because this will
makes you accept the consequent smaller concessions ,if not you
will seem difficult & can create hostility.
16
(10) Make time your ally:
• The longer you can keep the other party involved in negotiations, the
more likely he is to move around to your point of view.
• Time can put incredible pressure on negotiation, 80% of the
concessions will occur in the last 20% of the time available, as both
sides will be more flexible.
17
The most dangerous moments:
• Watch your emotions at the end of the negotiation, if you are feeling
good & successful , you tend to give away things you other wise
wouldn’t .
• Accordingly, don’t lay yourself open to last-minute Nibbles, as an
excite from that is to say “ I don’t have the authority to make any
concessions now”
• Your most powerful weapon is to establish always “ walk away
power” , through giving motivating statements to your self like
- I can do it
- I am not leaving until getting it
- I am going to fight for the best pay & benefits.
18
conclusion
• You have to be the
captain of the negotiation
boat.
• It is very important to
make the other feel as if
he is winning , while you
are the truly winner of the
game.
• Negotiations is a game
that is played by a set of
rules, if you learn them
well, you can play the
game well
19
Thanks
20