Introduction
Introduction
Negotiation = resolving a problem between 2 parties or more
7 Elements of Negotiation
Interests
Interests = why you want to negotiate
- I want to buy . Because
- I cannot go lower than . Because
Options
Options = solutions within the scope of the negotiation
- I can buy a or a .
- You can go or .
Alternatives
Alternatives = solutions outside the scope of the negotiation
- I can buy a or .
- You can or .
Legitimacy
Legitimacy = the right to negotiate. is it the right person?
- I am the .
- You are the .
Communication
Communication = the way you communicate
- I am and .
- You are and .
Relationship
Relationship = the relationship between the parties
- I am with the seller.
- I don't even know the seller.
Commitment
Commitment = the willingness to negotiate and will to keep your end of the deal.
Aristotle's 3 Pillars of Persuasion
Ethos
Ethos = credibility
- I am a with .
Pathos
Pathos = emotion
- I am a and I need to get to work efficiently otherwise .
Logos
Logos = logic
- and .
Types of Negotiation
Distributive negotiation
Distributive negotiation = win-lose
POSITION-BASED: win-lose (zero-sum)
- I want to buy a car for € 10.000.
- You want to sell a car for € 15.000.
- We agree on € 15.000.
Integrative negotiation
Integrative negotiation = win-win
- I want to buy a car for € 10.000.
- You want to sell a car for € 15.000.
- We agree on € 12.500 and you will give me a 1 year warranty.
Steps of Negotiation
Techniques
Bridge
Bridge = Create new ideas and all agree
Logrolling
Logrolling = Give and take
Equal Compromise
Equal Compromise = Split the difference (areas of conflict)
Red Herring
Red Herring = Distract the other party (diversion)
Probing
Probing = Ask questions to get more information
- Ask open questions
- Say no without saying no
Visual Techniques
Body Language
Body Language = Non-verbal communication
- Eye contact
- Facial expressions
- Posture
- Gestures
- Proximity
- Nodding
Encourage
Encourage = Show interest
- Nodding
- "Okay"
- "Yeah"
- "I see"
- "I understand"
Re-state
Re-state = Repeat what the other party said
- "So you feel that..."
- "Sounds like..."
- "If I understand correctly..."
Clarify
Clarify = Ask questions to get more information
- "Can you tell me more about..."
- "What do you mean by..."
- "Can you give me an example of..."
Last updated on