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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

Steps of Negotiation 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..."

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