Effective Business Negotiation Skill Training Day 2 by Hari Kumar Silwal covers negotiation terms.
BATNA is a benchmark for ZOPA (Zone of Possible Agreement).
WATNA (Worst Alternative to Negotiation Agreement)
deadlock vs pause (time out) vs walk away.
Tactic
What to do if caught? (What are risk and how to mitigate)?
your loss is my profit (X)
worst deal is loss/loss.
How to take person from informal conversation to formal documentation deal.
1. briefing/debriefing (ask what are the point he has noted. Ask if it is ok if you note the point of the negotiation)
2. ask for a letter of representation for a board of director
3. control your anger. ("It is no wrong to get angry. You must know the subject is right, time is right and the way is right." - Aristotle)
Positional Bargaining
Legitimacy
constituents
prejudiced
conceding speed (slow will win if you have time, concession exchange speed)
resilience
workplace body language (defensive - hand at the stomach, cooperative - lean toward you, not prepared - hands-on head/watch, time - move toward the edge etc)
different style as per country (culture difference)
if you have to negotiate with lower authority then as department head to attend the first meeting then give responsibility to the lower rank staff).
you will be the best negotiator if you can deal on equal standing with the chinese, can spend around a year for a same agenda with the american and if the Japanese tells you what he actually means (intended thing)
BATNA is a benchmark for ZOPA (Zone of Possible Agreement).
WATNA (Worst Alternative to Negotiation Agreement)
deadlock vs pause (time out) vs walk away.
Tactic
What to do if caught? (What are risk and how to mitigate)?
your loss is my profit (X)
worst deal is loss/loss.
How to take person from informal conversation to formal documentation deal.
1. briefing/debriefing (ask what are the point he has noted. Ask if it is ok if you note the point of the negotiation)
2. ask for a letter of representation for a board of director
3. control your anger. ("It is no wrong to get angry. You must know the subject is right, time is right and the way is right." - Aristotle)
Positional Bargaining
Legitimacy
constituents
prejudiced
conceding speed (slow will win if you have time, concession exchange speed)
resilience
workplace body language (defensive - hand at the stomach, cooperative - lean toward you, not prepared - hands-on head/watch, time - move toward the edge etc)
different style as per country (culture difference)
if you have to negotiate with lower authority then as department head to attend the first meeting then give responsibility to the lower rank staff).
you will be the best negotiator if you can deal on equal standing with the chinese, can spend around a year for a same agenda with the american and if the Japanese tells you what he actually means (intended thing)
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