NEGOTIATION TECHNIQUES:

THE SWORDPLAY

PART 2

byFarhad Alessandro

Mohammadi

Do: Examination and questions.

Let's use the questions. The questions are necessary to collect information and get familiar with the opponent.

Do: Negotiation and pretending.

Pretending are the base mean to draw the attention away from negotiation, moving it towards less important issues

do: How do we fight?

● Negotiate each point of the agreement, even the less important ones, as to not disclose our weaknesses ● At first discuss about less important items to unload the speakers negotiation and get the counterpart relaxed ● Strongly negotiate on key points the counterpart considers as crucial, stressing on granting, so as to obtain advantages on our issues.

Do: technique and observation

● let's think like the opponent...it's necessary to predict his moves ● Sleeping with the enemy. Do not underestimate the importance of a good atmosphere ● Let's analyze everything, our opponent’s Batna is not always as solid as

we think

do: Show me your Batna and I'll tell you who you are. Analyze the counterpart: ● an important company is not always in a position of strenght ● Don't underestimate the psychology ● Get ready to read between the lines ● Learn how to recognize the real targets ● You have to get aware whether you're speaking with the decision-

maker.

do: Strategies and walkthrough

● Trace your deal, so as not to lose the gained ground ● Keep some alternatives ● Give only after you’ve been given ● Negotiate upon unimportant issues to draw the attention away

do: Strategies and walkthrough

● don't go straight to the point, beat around the bush ● Repeat the important points to fix them ● Understand the counterpart preferences ● Water down your requests with a deluge of granting during all the

negotiation ● Listen and ask questions

don’t: What you mustn’t do!

Don't disclose your Wav nor your Zopa, unless the negotiation is lasting for too long it would be reasonable to end it.

Unreasonable requests: related answer ● Ignore the request ● Laugh about it ● Inform the counterpart that the request is out of reasonable limits and try to go through the real needs

don’t: #2 How do we fight?

● Anyway, the BATNA should not be declared: nor if it's weak, neither if it's

strong ● In the first case in order not to give the counterpart an easy winning ● In the second, to avoid to get the counterpart annoyed ● Closing the negotiation as a first step is not always a good idea ● Let's give the counterpart enough time to assimilate

Evil Negotiators

● The non-negotiators "what is mine is mine, what is yours is mine". Are you facing a similar negotiator? If it's possible, drop the table ● Liars: "I take back what I said before", in a word, the liar: attentively set the negotiation, taking care of writing down each point under agreement ● Saboteur “Each change it's a chance to fight”

don’t: don't show your feelings

● Don't get excited during the closing phase ● Don't share your enthusiasm when you get something important ● Don't react to the counterpart attitudes (Crouching Tiger, Hidden Dragon)

Kinds of negotiations: different speakers at the table

Dividi et Impera

● build an alliance ● Talk to everyone ● ensure everybody is addressing to you only.

Kinds of negotiations: Scatterednegotiation

● In the ending phase of each meeting, recap all the fixed points ● Always schedule any meeting to be ● Keep the negotiation hot

Self-examination

● We are not always right, let's get our offer analyzed by an involved external person ● Let's play Win – Win: an agreement last the most if the advantages are mutual

Neverending story

the agreement it's only the starting poof a relationship.

Keep your commitments and positions. If you allow some granting, stress on the fact that are tolerances. Always remember: something that has no weight doesn't exist

Conclusions

● The opponent real BATNA is not always matching our expectations ● It's not mandatory to sign an agreement, the most important thing is to get more advantages than handicaps ● Not always our competitor has the right cards to play, also if they're stronger

Contact

FarAhead ConsultingVia Po,52 Torino011 196 664 59

alessandro@farahead.eu

http://www.linkedin.com/in/farhadalessandromohammadi

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