All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
In an ever-changing landscape of one digital disruption after another, companies and organisations are looking for new ways to understand their target markets and engage them better. Increasingly they invest in user experience (UX) and customer experience design (CX) capabilities by working with a specialist UX agency or developing their own UX lab. Some UX practitioners are touting leaner and faster ways of developing customer-centric products and services, via methodologies such as guerilla research, rapid prototyping and Agile UX. Others seek innovation and fulfilment by spending more time in research, being more inclusive, and designing for social goods.
Experience is more than just an interface. It is a relationship, as well as a series of touch points between your brand and your customer. Here are our top 10 highlights and takeaways from the recent UX Australia conference to help you transform your customer experience design.
For full article, continue reading at https://yump.com.au/10-ways-supercharge-customer-experience-design/
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Inspired Storytelling: Engaging People & Moving Them To ActionKelsey Ruger
Most projects, presentations or initiatives are driven by facts and features the team believes will help them deliver a product or message. While facts and data are important for setting the stage and communicating goals, they’re rarely what persuades an audience or gets them to take action.
In this workshop, you will learn how to use that connection, by teaching basic skills in visual thinking and storytelling that will that transform projects and initiate action.
This document discusses the challenges that sales teams face as deals become more complex with increased collaboration. It notes that keeping track of the deal cycle can be chaotic and operationalizing best practices is difficult. It then introduces Momentum as a no-code collaboration platform that can help operationalize sales processes through features like smart deal rooms, meeting planning, deal playbooks, and deal assistance. Momentum aims to provide the building blocks to create automated workflows to help sales teams work more efficiently while staying agile.
Why Boards Matter: Building and Developing a World Class Board of DirectorsJim Citrin
Our insights about the market for board talent across S&P 500, the U.S. Tech Industry, and early stage growth companies as well as a cross section of boards interested executives based on the Spencer Stuart Board Index, the U.S. Tech Board Index, and a SurveyMonkey survey put together as input for #WhyBoardsMatter, a joint presentation from Spencer Stuart and Kleiner Perkins.
Read the full post here:
We held the largest ever Virtual SlideShare Summit a week back, if you missed it here's your chance to hear from the experts once more on some of the takeaways on presentation design and SlideShare Marketing
The Pyramid Principle - for structured communicationjenspas
An introduction to structured written communication using Barbara Minto’s Pyramid Principle as a key element.
How to get your message across to your reader or listener in a way that he can easily understand what you want to say, how to make it reader-friendly or listener-friendly so to speak.
14 Tips to Entrepreneurs to start the Right StuffPatrick Stähler
14 tips for Entrepreneurs how they can develop from an idea the Right Thing. The Right is being loved by your customers, gives meaning to you and employees and is profitable. Finding and later doing the Right Thing is an agile and iterative learning journey. With these 14 tips you can profit from the experience of successful entrepreneurs since you do not have to experience and fail by yourself. Hopefully, the slide deck helps other entrepreneurs.
Why Are Amazon, Apple, Facebook and Google The Gang Of 4? Who Are Their Victi...Dr. William J. Ward
Why Are Amazon, Apple, Facebook and Google The Gang Of 4? Who Are Their Victims And What Strategies Will Lead Them To A Trillion Dollar Market Cap? Scott Galloway, who is a professor of Marketing and Brand Strategy at the NYU Stern School of Business, speaking at the DLDConference, January 18, 2016, discusses “The Gang of Four” (Google, Facebook, Apple, and Amazon), their victims, and the strategies that led them onto a path to a trillion dollar market cap. Watch the DLDConference video here: https://www.youtube.com/watch?v=jfjg0kGQFBY
Scott is a great speaker, has tons of great information and talks super fast. He has over 90+ slides in his 16 minute talk at the DLDConference. I created a slideshow of his talk because there is too much information to take in as he speeds through his wonderful analysis and shares his great insights.
What would the ultimate project manager be like? Can you become that person? Explore this guide to develop the top five skills every project manager should possess.
Learn more: http://www.lynda.com/Project-Management-training-tutorials/39-0.html
Presentation for the interactive deep dive into Ash Maurya's Lean Canvas at Lean UX London in 20 May 2016. Covers its advantages over the Business Model Canvas, walks through each of the segment on the canvas and provides context on how the canvas is used within the lean product discovery process.
10 Things your Audience Hates About your PresentationStinson
See it with animations! https://vimeo.com/179236019
It’s impossible to win over an audience with a bad presentation. You might have the next big thing, but if your presentation falls flat, then so will your idea. While every audience is different, there are some universal cringe-worthy presentation mistakes that are all too common. Whether you’re an amateur or a seasoned presenter, you should always avoid this list of top 10 things your audience hates. Are you committing any of these 10 fatal presentation sins?
For more presentation help, visit stinsondesign.com/blog
2019 Edelman-LinkedIn B2B Thought Leadership Impact StudyEdelman
The 2019 Edelman-LinkedIn B2B Thought Leadership Impact Study helps to better understand the shifts in perception of thought leadership as well as its impact throughout the customer journey.
Read more here: https://edl.mn/2AQSSys
Design Thinking: The one thing that will transform the way you thinkDigital Surgeons
What's the one thing that will transform the way you think? Design Thinking. The startups, trailblazers, and business mavericks of our world have embraced this process as a means of zeroing in on true human-centered design.
Design Thinking is a methodology for innovators that taps into the two biggest skills needed in today’s modern workplace: critical thinking & problem solving.
Of course, if you ask 100 practitioners to define it, you’ll wind up with 101 definitions.
Pete Sena of Digital Surgeons believes that Design Thinking is a process for solving complex problems through observation and iteration. At its core, he describes it as a vehicle for solving human wants and needs.
Minds are like parachutes; they only function when open. Thomas Dewar was a Scottish whiskey distiller.
Communicating ideas or insights is often the hardest part of the design process. And PowerPoint and Excel spreadsheets are limited in their ability to do this. But the communication tools used in Design Thinking—maps, models, sketches, and stories—help to capture and express the information required to form and socialize meaning in a very straightforward, human way.
The Five things that all definitions of Design Thinking have in common:
1. Isolating and reframing the problem focused on the user.
2. Empathy. A design practitioner from IDEO, the popular design and innovation firm strapped a video camera to his head and it was only then that he recognized why the ceiling is such an important factor when working with hospital patients. As a patient you lay in bed and stare at it all day. It’s these little details and true empathy that can only be realized by putting oneself in the user’s shoes.
3. Approach things with an open mind and be willing to collaborate. Creativity with purpose is a team sport.
4. Curiosity. We have to harness our inner 5-year-old here and really be inquisitive explorers. Instead of seeing what would be or what should be, consider what COULD be.
5 - Commitment. Brainstorming is easy. It’s easy to want to start a business or solve a problem. Seeing it into market and making it successful is not for the faint of heart. We’ve all read about big “wins” (multi-billion dollar acquisitions like Instagram and WhatsApp). What we don’t read about are people like Tony Fadell and Matt Rogers, who work for years before becoming industry sensations.
Pete describes what he refers to as the “Wheel of Innovation” as a process that continuously focuses on framing, making, validating, and improving on your concept. Be it as small as a core feature in your product down to the business model and business idea itself.
Design is about form and function, not art.
What are the business benefits for Design Innovation?
IDEO started an idea revolution when they coined this phrase DESIGN THINKING. Organizations ranging from early-stage startups up to Fortune 50 organizations have capitalized on this iterative appr
The Great State of Design with CSS Grid Layout and FriendsStacy Kvernmo
This document discusses the importance of doing work that you love and believe is great. It includes a quote from Steve Jobs about finding truly satisfying work by doing what you believe is great work and loving what you do. The rest of the document provides examples of challenges, questions, and discussions that commonly come up for designers in their work.
An immersive workshop at General Assembly, SF. I typically teach this workshop at General Assembly, San Francisco. To see a list of my upcoming classes, visit https://generalassemb.ly/instructors/seth-familian/4813
I also teach this workshop as a private lunch-and-learn or half-day immersive session for corporate clients. To learn more about pricing and availability, please contact me at http://familian1.com
Sales Decks for Founders - Founding Sales - December 2015 Peter Kazanjy
Presentation on "sales decks for founders" covering the best way to present your new technology product to a business-to-business buyer.
Presentation is an adaption of a chapter from Founding Sales (book on technology sales for founders and other first-time sellers): https://twitter.com/FoundingSales
Chapter excerpt here: http://firstround.com/review/building-your-best-sales-deck-starts-here/
This document outlines 50 essential content marketing hacks presented by Matt Heinz, President of Heinz Marketing Inc. at CMWorld. It provides an agenda for the presentation and covers topics such as content planning, measurement, formats, distribution, influencer engagement, repurposing content, and getting sales teams to leverage content. The goal is to provide new tools, tricks and best practices to help convert readers into customers through effective content marketing.
24 Awesome Infographic Ideas to Inspire Your Next Beautiful CreationPiktochart
Infographics are awesome, simply because they can capture and hold our attention so well - if done right. The best part is, there are so many great examples out there that we can draw inspiration from. Here are 24 infographic ideas that you can use to create your next beautiful creation.
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This document provides guidance on negotiation skills. It discusses key aspects of negotiation like defining goals, understanding the other perspective, asking questions to reveal interests, and identifying other valuable items. The document recommends preparing for negotiations by considering best and worst case scenarios, summarizing known facts, anticipating the other side's concerns, crafting open-ended questions, and making a list of non-monetary values. The overall message is that demonstrating empathy, gathering information, and focusing on mutual understanding and agreement can make negotiations more productive.
The document discusses common obstacles to successful negotiation, including lack of information, suspicion and mistrust between parties, being too rigid in one's positions, lack of time, impaired communication, playing the blame game, failure to understand the other party's interests, and lack of confidence. Each obstacle is explained with an example of how it can cause negotiations to fail or result in an unsatisfactory outcome for both sides. The document advocates for building trust, flexibility, clear communication, empathy, understanding interests, and preparation to overcome these obstacles.
The document discusses negotiations through examples of the 1912 Roosevelt presidential campaign and negotiation tactics. It provides tips for negotiating, including anchoring, being willing to walk away from a negotiation, and other tips like preparing, paying attention to timing, leaving ego at the door, listening skills, asking for what you want, anticipating compromise, not absorbing the other side's problems, and sticking to principles. It poses discussion questions about other negotiation tips, how confidence affects outcomes, the best negotiator one knows, agreeing to uncomfortable terms, and one's potential to be a kick-ass negotiator.
This document discusses negotiation strategies and techniques. It begins by providing examples of common negotiation situations like children dividing an apple, a manager making a suggestion to their superior, and friends deciding on a movie. It then discusses different approaches to negotiation like avoidance, capitulation, problem solving, and escalation. The document also describes three behaviors in negotiation - red behavior focused on self-interest, blue cooperative behavior, and purple behavior that combines red and blue. It emphasizes the importance of preparing for negotiation and understanding the other party's objectives and interests.
The document discusses negotiation skills and provides tips for effective negotiation. It defines negotiation as a process of communication where parties aim to influence each other to reach an agreement. There are two main types of negotiation - distributive, which involves competing interests, and integrative, which focuses on mutual gain. Effective negotiation requires preparation, understanding both sides' goals and alternatives, and using listening skills to find mutually agreeable solutions. Thorough planning and understanding the negotiation process and different styles of communication are essential for successful negotiations.
This document summarizes the contents of a presentation on the book "Negotiating Outcomes" by various authors. It discusses key concepts from each chapter such as different types of negotiations, the nine steps to a deal, cognitive traps, and tools for negotiating outcomes. It also includes sample multiple choice questions to test understanding and outlines a skit demonstrating negotiations to obtain a business loan.
Dr. Michael Gutter and Elaine Courtney will present Secrets of Smart Car Buying, focusing on issues with financing, making a smart purchase and information on the lending process in this 90-minute presentation on behalf of the Military Families Learning Network.
This document discusses Kami Pyvand's success as a real estate agent in selling homes that had previously been listed multiple times with other agents without selling. It provides several examples of homes that Kami listed and sold within days or weeks, often at or above the asking price, despite facing challenges like being on a main road or having issues like mold. Testimonials from past clients praise Kami's dedication, negotiation skills, and ability to achieve successful sales. The document promotes Kami's services for sellers looking to sell their home, especially those who have previously had difficulties doing so.
Negotiation skills - Key concepts when planning a negotiationPatricia Maguet
This document provides an overview of key concepts for negotiating skills. It defines negotiation as formal discussions to reach an agreement when there are conflicting interests between parties. Preparing for negotiation involves identifying objectives, issues, positions, roles of those involved, interests and needs of parties. Other important concepts covered include gathering relevant information, setting ground rules, understanding best and worst alternatives to an agreement (BATNA and WATNA), leverage, and ensuring any agreement reached is properly implemented. The overall summary is that effective negotiation requires understanding all perspectives and having clear objectives, while also considering backup plans if an agreement cannot be reached.
The document provides advice and responses for overcoming common objections that may arise when selling real estate. It discusses two main types of objections and provides sample responses to address concerns about commission rates, listing price comparisons, ability to devote attention to a listing, buying a new home before selling the current one, lack of experience with a price range, and needing to net a certain amount from the sale. The responses aim to reassure clients and position the agent as knowledgeable and looking out for the client's best interests.
Overcoming Objections - What to Say and How To Say ItStacey Alcorn
This document provides guidance and sample responses for overcoming common objections that may arise when selling real estate. It discusses the importance of clearly understanding the objection, avoiding interrupting the client, and having a positive mental approach to see objections as opportunities. It then provides examples of potential objections like reducing commission, questioning the listed price, concern over attention from the agent due to their number of listings, wanting to find a new home first before selling, selling outside an agent's typical price range, needing to net a certain amount from the sale, and the need to make a difficult financial decision in a challenging housing market. For each objection, it offers multiple sample responses and strategies for addressing the client's concerns.
This document provides information to help homeowners sell their house, including tips on choosing a real estate agent, pricing the home correctly, marketing strategies, and the home selling process. It emphasizes the importance of pricing the home competitively and having it shown in its best condition to attract buyers. The agent, genieSABRE, promotes their full service and flat fee options with a goal of getting homeowners the best price through aggressive marketing and negotiation.
This document provides information to help homeowners sell their house, including tips on choosing a real estate agent, pricing the home correctly, marketing strategies, and the home selling process. It emphasizes the importance of pricing the home competitively and having it shown in its best condition to attract buyers. The agent, genieSABRE, promotes their full service and flat fee options with a goal of getting homeowners the best price through aggressive marketing and negotiation.
The document discusses various negotiation strategies and techniques, including when to negotiate and when not to, different negotiation styles, preparing for negotiation by understanding interests and alternatives, anchoring offers, expanding the negotiation issues, and tips for opening offers such as framing proposals optimistically within reason. It provides an overview of international negotiation concepts and best practices.
1. The document discusses various tactics and strategies for effective negotiation, including knowing your BATNA and reservation price, finding the zone of possible agreement, and creating value through trades.
2. It emphasizes the importance of preparation, gathering information about the other parties, and considering integrative negotiation techniques to find mutually beneficial outcomes.
3. Key recommendations include focusing on interests rather than positions, looking for trade-offs where differences can create value, taking time to ensure all interests are addressed, and using positive framing to reach agreement.
Similar to The Art of Principled Negotiation - Academy Xi THINK (20)
1. **Team Strength**:
- Seasoned discoverers with mineral finds of >$1Bn (silver), >42Mozs (gold), >12Blbs (copper)
- $8.75M recently raised for aggressive exploration
- 30% management ownership aligns interests
2. **High-Grade Discovery**:
- 2021 re-discovery: 75Moz at 980g/t AgEq (silver-zinc-lead)
- Objective: Prove continuity between high-grade discovery and existing gold-silver mine
- Potential for a gigantic, continuous deposit
3. **Proven Production Area**:
- Site of one of Alaska's first open-pit gold mines
- Existing 43-101 resource: ~500,000 oz AuEq, mostly indicated
4. **Carbonate Replacement Deposit (CRD) Advantages**:
- High grades, low mining costs
- Metallurgically simple, minimal environmental impact
- Strategic metals (Zn, Ga) could expedite permitting
5. **Massive Potential**:
- Two polymetallic deposits potentially linked
- Extensive mineralization corridor to be confirmed by drilling
Key Takeaway: High-grade discovery with potential for a giant, continuous CRD deposit, backed by a proven team and existing resources in a mining-friendly jurisdiction.
A Complete Guide of Dubai Freelance Visa and Permit in 2024Dubiz
Dubai warmly welcomes professionals from every field, including freelancers. The city’s strong economy provides a fertile ground for freelancers to thrive and succeed. With the rise of digitalization and changes in employment trends, many people are choosing freelance careers for the independence and flexibility they offer. And where better to start your freelancing journey than in Dubai? However, to begin your journey, you will first need to get a freelance permit and a freelance visa Dubai.
Let’s begin by exploring the opportunities for freelancers in Dubai and learn how to obtain the necessary visa and permit, including associated requirements and costs.
Zodiac Signs and Fashion: Dressing to Suit Your Astrological Stylemy Pandit
Discover how the 12 Zodiac Signs influence your fashion style with MyPandit! From bold Aries to dreamy Pisces, find out how to dress to suit your astrological personality.
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...grouphirani24
Structural engineering forms the bedrock of resilient communities, especially in the face of natural disasters and unforeseen crises. At Hirani Group, our commitment to excellence in structural engineering services is rooted in the belief that robust infrastructure is fundamental to disaster preparedness and long-term resilience. Our team of dedicated professionals specializes in both residential and commercial structural engineering services, ensuring that every project is fortified against potential hazards and stands the test of time. In today’s unpredictable world, the role of structural engineering in disaster preparedness cannot be overstated.
As the world spins on its axis, the constant ebb and flow of current events, technological advancements, and social trends shape our daily lives. Here are the top five predictions for today that are set to influence various facets of our global society:
1. AI Integration in Daily Life
Artificial Intelligence (AI) continues to embed itself deeper into our everyday routines. Today, expect to see more AI-driven solutions in sectors like healthcare, finance, and education. Personalized learning experiences powered by AI algorithms are becoming mainstream, while in healthcare, AI is aiding in early diagnosis and personalized treatment plans. Financial institutions are increasingly relying on AI for fraud detection and customer service automation.
2. Stock Market Fluctuations Amid Economic Uncertainty
The stock market remains a rollercoaster, reflecting global economic uncertainties. Inflation concerns, geopolitical tensions, and shifting monetary policies are likely to cause significant fluctuations. Investors should brace for a volatile day as markets react to new economic data and policy announcements. Keep an eye on tech stocks, which are particularly sensitive to changes in interest rates and investor sentiment.
3. Climate Action and Environmental Policies
With climate change becoming an ever-pressing issue, today's headlines will likely feature significant climate action. Governments and organizations are set to announce new policies and initiatives aimed at reducing carbon footprints and promoting sustainable practices. From renewable energy investments to stricter emission regulations, these efforts are critical in the global fight against climate change.
4. Breakthroughs in Medical Research
The field of medical research is on the cusp of several groundbreaking discoveries. Today, we anticipate announcements of advancements in treatments for chronic diseases such as cancer, diabetes, and neurodegenerative disorders. Innovative therapies, including gene editing and personalized medicine, are set to offer new hope for patients worldwide. These breakthroughs not only promise to improve health outcomes but also to revolutionize medical practices.
5. Social Media Trends and Digital Influences
Social media platforms continue to shape public opinion and cultural trends. Today, expect new viral challenges, influencer endorsements, and social justice movements gaining traction online. With platforms like TikTok and Instagram driving much of the digital conversation, brands and public figures will leverage these channels to connect with audiences and promote their messages. Be prepared for a flood of new content that could spark debates and inspire collective action.
As these predictions unfold, they will undoubtedly impact various aspects of our lives. Staying informed and adaptable is key to navigating the rapid changes in today's dynamic world.
Qatar Airways Kuwait Office serves as a crucial hub for travelers in Kuwait seeking premium air travel services. Located conveniently in the heart of Kuwait City, the office offers a range of services including flight bookings, ticketing, and assistance with itinerary planning. Dedicated staff are available to provide personalized support, ensuring a seamless travel experience. The office also offers information on Qatar Airways' extensive network, luxury amenities, and special offers. Known for its exceptional customer service, the Qatar Airways Kuwait Office is committed to delivering a high standard of service and addressing any travel-related inquiries promptly. For business and leisure travelers alike, it’s the gateway to exploring global destinations with ease.
Maximise your Business Potential: Annual Planning Workshopchris908327
Are you striving to elevate your business to new heights? Prepare to transform your aspirations into actionable plans with our exclusive 90-Day Planning Workshop, meticulously designed for owners and managers of family and privately owned businesses. Led by Russell Cummings, Australia’s premier business coach from Shifft, this online workshop is your golden ticket to crafting a focused roadmap for the April to June 2024 quarter.
This case study underscores upGrad's role in reshaping education through internet-driven innovation, illustrating its commitment to empowering learners and fostering career growth in the digital age.
#Digital Transformation
#Global Reach
#Industry-Relevant Programs
The Matatag Curriculum of the Philippines for the School Year 2024-2025
The Matatag Curriculum is designed to strengthen and enhance the educational system in the Philippines, aiming to address existing challenges and better prepare students for the future. "Matatag" means "strong" or "resilient" in Filipino, reflecting the curriculum's focus on building a solid and adaptable foundation for students.
The curriculum is structured for elementary (Grades 1-6), junior high (Grades 7-10), and senior high school (Grades 11-12) levels, with a focus on foundational skills, specialized tracks, and real-world learning experiences. Overseen by the Department of Education (DepEd), the Matatag Curriculum aims to improve academic performance, equip students with 21st-century skills, and foster responsible citizenship.
The Matatag Curriculum of the Philippines for the School Year 2024-2025 focuses on strengthening and enhancing the educational system with the following key features:
Holistic Development: Addresses intellectual, emotional, social, and physical growth.
Learner-Centered Approach: Promotes active learning, critical thinking, and problem-solving skills.
Revised Content and Competencies: Updates subject matter to align with global standards.
Technology Integration: Incorporates digital literacy and technology in education.
Sustainability and Global Citizenship: Introduces environmental sustainability and responsible citizenship concepts.
Indigenous Knowledge and Culture: Integrates and respects indigenous practices.
Teacher Training and Development: Provides continuous professional development for educators.
Assessment and Evaluation: Utilizes various assessment methods to measure student progress.
Organisational success today hinges on effectively understanding and responding to customer needs across diverse segments with varying expectations and preferences. Indeed, with consumers becoming increasingly demanding, it is more important than ever to prioritise customer experience excellence at every touchpoint.
Ensuring exceptional customer experiences at every level of your organisation is crucial. While customer needs might be different, you must build deep customer experience skills and knowledge to accurately identify, address, and enhance the various grey areas in your customer value journey.
Failing to do this can lead to customer attrition and lost opportunities. A few key considerations can ensure your organisation is on the right track to deliver outstanding experiences.
In this deck, you'll learn the secrets to improving your organisation's customer experience.
You'll also learn:
• How you can measure Customer Experience
• What is means to manage your Customer Experience (CX) and the key components for effective implementation
• Tested strategies to elevate your Customer Experience
• And lastly, the difference between Customer Experience and Customer Service.
7. The Negotiator
Tonight’s talk is on “The Negotiator”
a film from 1998.
“In a desperate attempt to prove his
innocence, a skilled police negotiator
accused of corruption and murder takes
hostages in a government office to gain
the time he needs to find the truth.”
Starring:
• Samuel L Jackson
• Kevin Spacey
7
10. We negotiate every day
10
THE SMALL
THE BIG
Your salary
Buying a house
Prenup Projects at work
Who pays for dinner
11. The Art of Principled Negotiation
6 books to give away
You must return a
completed statement of
agreement form to go into
the draw
11
12. Game #1 - Used Car
The scenario for this role-play
involves a single issue: the price
of a used car that’s for sale.
#1 = Buyer
#2 = Seller
Preparation = 3min
Negotiate = 7min
12
14. What I learnt at Wharton Business School
Wharton - Negotiations Course
The science and art of
creating agreements
between
two or more parties.
14
15. What I learnt at Wharton Business School
Wharton - Negotiations Course
The course has two purposes.
First, develop theories to
guide negotiations.
(That’s the science.)
Second, develop & sharpen
negotiating skills.
(That’s the art.)
15
16. Negotiation
The process whereby two or more
parties decide what to give and take in
their relationship,
and through a process of mutual
influence,
come to an agreed course of action.
16
18. Principled Negotiation
Focuses on WIN-WIN OUTCOMES.
With any negotiation being judged by the
following criteria
1. It should be a WISE AGREEMENT
2. It should be EFFICIENT
3. It should IMPROVE THE RELATIONSHIP
18
20. #1 - Preparation is key
• Prepare rigorously
• Negotiating starts at home
• Research the situation
• Plan potential scenarios
• Role play scenarios
20
22. #2 - Trust and rapport
•Build trust & rapport
•Your influence increases if
people like you
•Quick wins upfront can earn
trust
•Frame: In it together to
solve the problem
22
24. #3 - Listen and share
•Listen to what is being said
•Find out what it is they want
•Ask open ended questions
•Share what it is you want in
exchange
24
26. #4 - Value and trade
•Find out what you value
differently
•Trade them
•eg how risky you think
something is versus the
other party
•The value / price YOU place
on something is different to
the other party
26
28. #5 - Grow the pie
•If you can work together to
grow the the pie (benefits),
you’ll both go home with
larger slices
•Trade things of unequal
value
•Trust can create an
environment for creative
solutions
28
30. #6 - Claim it
•Don’t hesitate to go after
what you want
•If you don’t ask..you don’t
get
•Aim for the high side of
reasonable
•Know you deserve it
30
32. #7 - Know thyself…
•temet nosce…and to thine
own self be true
•Know your individual &
personality strengths
•Know your weaknesses
•Forearmed is forewarned
32
34. #8 - Understand power
•Power is how much value
you bring to the table
relative to how much value
they bring to you
•Understand power and your
position
•Are you in a more powerful
or less powerful position?
34
36. #9 - Find the ZOPA
•ZOPA = Zone Of Possible
Agreement
•e.g. when a buyer’s maximum
price is higher than the
seller’s minimum price
•Asking questions can help
you find out if there is a
ZOPA
•No ZOPA / No DEAL
36
38. #10 - Know your BATNA
•BATNA = Best Alternative To
a Negotiated Agreement
•Always know your BATNA
•It will become your best
friend
•The happier you are with the
BATNA as an outcome the
more power you have in the
negotiation
38
40. Game #2 - House Sale
The scenario for this role-play
involves a single issue: the
price of a house that’s for sale.
#1 = Seller
#2 = Buyer
Prep = 7min
Negotiate = 15min
40