Tips Tricks and Reminders 

In December’s TipsTricks and Reminders we discuss

Fascinated by negotiation: – Why?
Shopping Lists in Negotiation – What are they?
Top 10 Negotiation Tactics: – What are they?
This months ‘Skill Shot’ on Negotiation
Plus a recommended Pod Cast, Ted Talk and Book

We are all fascinated by Negotiation!

Can you be successful if you don’t Negotiate?

The simple answer is yes… 

If you sell or persuade, you don’t have to give anything away! 
The critical piece of any negotiation is understanding what you want and then planning how to get it by making your narrative as persuasive as possible – take into account what the other person wants from you. How can you make their lives easier or more efficient if they adopt your suggestion. [read more]

It is important if you do have to negotiate to understand the balance of power – where does your power lie, where does the other parties power lie  and what is the balance 40:60 in their favour or 60;40 to you.

Prepare your narrative to undermine or reduce their strengths whilst building on your strengths. Don’t be blind to their strengths, don’t lose credibility… but reduce their significance if you can! [Link] 

More Planning LESS PAIN !

A shopping list Is a list of all the things the other party has that I might want.  Each one has a value to me and a cost to the other party. Unsurprisingly they are not too keen to give things which cost them a lot, but they may well be able to trade some of the things on your list for a perfect deal. If you don’t have a list… …you can’t ask If you don’t ask you won’t get Your shopping list is your ‘body armour’. When they want something from you… you need to be able to ask for something back of equal or higher value! You need about 150 things on your list – a huge number I know but you need to develop this over time, next time you have a coffee why not make a start on that list… the hardest part of creating the ‘shopping list’ is getting started! Now it’s down to you and your attitude… and what makes you World Class… ATTITUDE! Never miss another… Sign up to Tip Tricks and Reminders Negotiation Tactics Negotiation Tactics – explained –  There are lots and lots of Negotiation Tactics which we use or are used on us EVERY DAY – both at work and in our social interactions – Time outs, Silence, Theatrics – I’m certain you can spot plenty more but … Here are my top 10 Negotiation Tactics – Conditional giving Time out Beware ranges – The Columbo First 5 min/last 5 min A Summary or false summary – Words – Don’t build expectation – Placing the stake – Oxo cube to tea chest – learn more It is not about knowing the Tactics, but more about recognising them in the heat of the Negotiation and then understanding how to react or counter act – this only comes with practice… how much are you practicing ! ‘Skill Shot’ This months Focus is:-   Negotiation During the day the following subjects will be explored:- How to plan a negotiation Process of Negotiation The Zone of potential agreement The Value of the deal Power analysis Shopping lists Currency Lists Cost Benefit analysis Running the Negotiation Tactics Analysis of performance and the implications

The Book Club

The world’s bestselling guide to negotiation.
Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as:

• Don’t bargain over positions
• Separate the people from the problem and
• Insist on objective criteria

Getting to Yes simplifies the whole negotation process, offering a highly effective framework that will ensure success.
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Paper Back                               Kindle

The Bottom Line

How to Negotiate

Most of us negotiate in some form or other every day – whether it’s about who walks the dog, how much screen-time the kids can have or when to visit the in-laws.

But too often we treat it like a competitive sport, with only one aim: to win. Which can backfire, especially when you need co-operation later on. It’s much the same in business – negotiating to win at all costs is unlikely to result in a long-term, sustainable business relationship.

So how to achieve a win-win situation when both sides leave satisfied and ready to do business with each other again?

Evan Davis and guests explore the skills that can help settle disputes between individuals, companies and even nations. They’ll discuss when to walk away from the negotiating table and they’ll find out what happens when doing a deal is literally a matter of life and death.

Guests:

Tim Cullen, Director, Oxford Programme on Negotiation, Said Business School

Bridie Warner-Adsetts, COO, Naylor Industries

Sue Williams, Hostage Negotiator

Why not listen to it here

This months suggested TEDTalk

Thanks for reading – hope you enjoyed it… pass it on