Canning

How to get the best from your partners

Canning

?Impose a solutionBully themPersuade them with logicBeat them with data Getting a DealSell the benefitBeg them/AppealBribe themCompromiseFind creative options Negotiating a DealTradeBargain

Getting to a Deal

Canning

Canning

Mastering the Art of Movement

CanningA Game With Different Rules?

Canning

• To give you a tool box of selected skills – we don’t tell you what’s right, we help you to choose

what’s right ‘in context’

• To offer a structured way to prepare– using ‘The Negamid’

• To give you the chance to practice the skills– with ‘benchmarked’ scenario simulations

• To give you expert feedback– without fear or favour and with video!

Course Aims

Canning

Relationship is key

‘Win-Win’

‘Win-Lose’

‘Screw them it’s war!’ ‘One shot deals’

Long-term partnerships

Medium-term relationship?

Scope of Approach

Canning

exchange explore eliminate

Negotiation Process: Macro Flow

e e e

Canning

C u l t u r e

C o m p a n y

C o m p e t i t i o n

C h a r a c t e r s

Aims and Strategy

Tactics/Targets

Talking

Deal

Us Them

constants

transients

The Negamid

CanningCulture

SymbolsBehaviourLanguage

ValuesAttitudes

Assumptions

Canning

Preparatory

Experiential

TruthRelationships

TimeCommunication

The Human Condition

CanningThe Canning ‘FAB 5’ Approach

Canning

Culture

The Five Dimensions of Culture

CanningCanning

The ‘right’ mind-set

What is your Current Cultural Mind-Set?

Canning

0%5%

10%15%20%25%30%35%40%45%

'no tricks for me' 'I use tricks' (no answer)

nice guys or tricksters?

Canning Negotiation Survey

CanningCanning Negotiation Survey

CanningCanning Negotiation Survey

Canning

0

10

20

30

40

50

US GermanySimilar Culture UK Other Doesn't Matter

Cultural Preference?Which nationality would you prefer to negotiate with?

Canning Negotiation Survey

CanningCompetition

• Who are they?• What are they doing?• What are their strengths/weaknesses• How can we know more?

CanningCompany

• What do we know about them?• How can we know more?• What are their real interests?

CanningCharacters

• Who are they?• How do they see you?• How can we know more?• What are their interests?

CanningAims and Strategy

Is your next move in line with your strategy?

CanningTargets

Issue Your Target

Their Target

Entry Point

ExitPoint

Trades

Canning

• Use small talk• Question • Manage agendas• Go in ‘high/low’• Trade, don’t give• Keep things open – nothing is agreed until everything is agreed• SOPHOP• Summarise• Catch what’s good for you, turn what isn’t• Widen the scope – explore don’t reject• Don’t be bulldozed• Take time-outs• Watch the body language• Be ready to close

CanningSmall Talk – Go Fishing

DAN

CanningAsk Questions

Questions are winners!

CanningUse Agendas

Don’t get lost!

Canning

Go in ‘High’/’Low’ and Manage the Movement

Low risk/return

High risk/return

CanningTrade, Don’t Give

I’ll open the book, if you show me the figures

CanningNothing is Agreed Until Everything is Agreed

We got a deal! Can’t wait to tell

everyone!

All we have todiscuss now are theservice and warranty aspects…

CanningSoft On People, Hard On Points

CanningSummarise

Better to check than guess

The Welsh translation says:

‘I'm not in the office at the moment. Please send any work to be translated.’

CanningCatch What’s Good for You, Turn What Isn’t

We like your proposal

but we cannot work with Nigel

White

We’re glad you likethe proposal

What kind of person would you like to work with.

CanningWiden the Scope

Explore, don’t reject

CanningGive Yourself Time

‘Let me sleep on it’

CanningTake Time-Outs

A break is better than breakdown!

Canning

The Finns are well known for expressing their emotions ...

frustration depressionjoy

anger delighthilarity

Watch the Body Language

CanningClosing the Deal

Summarise with ‘Conditional Hook’ and presumptive close

CanningWhy Do People Co-operate?

• Principle of Liking• Principle of Reciprocity• Principle of Authority• Principle of Social Proof• Principle of Consistency• Principle of Scarcity

CanningManaging the Meeting

We need totalk about time.

How muchdoes it cost?

I need to leave early.

How many do you need?

Canning

? ?

?

?

Managing the Meeting

Exchange

Explore

Eliminate

Small Talk Business update Central Message Agenda

1 2 3 4

?? ?

? Probe, explain, summarise,and move on

Package negotiation‘If we could would you …?’

CanningDirty Tricks

• Avocado• Straw Man• Phantom Boss• Trojan Horse• Good Cop/Bad Cop• Poor Man• Deadline Bandit• Door Knob

Canning

Canning

hard

on theperson

on the pointsoft

ha

rds

oft

Behaviour

Canning

Canning

hard

the giver

on theperson

on the pointsoft

hard

soft

Behaviour

Canning

hard

the loser

on theperson

on the point

soft

hard

soft

Behaviour

Canning

Canning

the caveman

hard

on theperson

on the point

soft

hard

soft

Behaviour

Canning

Canning

hard

the winner

on theperson

on the pointsoft

hard

soft

Behaviour