مذاکرات خلاق، اصول و فنون مذاکرات حرفه ای و خلاق، مدرس مذاکرات خلاق

zNegotiating
zNegotiating Process
zStyle
zStyle is a continuum between two styles:
yQuick
yDeliberate
yMiddle is compromise
y
y
zQuick Style
zNegotiate in a hurry
zUse when you won’t negotiate with these people again
zGet the best deal without regard to the other side’s “win”
z
zDeliberate Style
zUse when long term relationship likely
zInvolves cooperation and relationship building to reach agreement
zNeeds much prep, hard work
zMay move in fits and starts
zOutcomes
zRealistic
yBoth sides satisfied, win/win situation
yUsually results from deliberate style
zAcceptable
yLikely to result from quick style
ySomething is better than nothing
yAlways ask for a better deal
zWorst
yWhen you’re too stubborn to be flexible
yUsually from quick style
z
zOutcomes
zPredetermine the outcomes before you start negotiations, you have a better chance of getting a better result
z“Think carefully, think creatively, and think ahead”
zPrinciples
zThere are no rules
yEstablish an agenda
zEverything is negotiable
zAsk for a better deal
zBe creative
zLearn to say “NO” yourself
z
zAre you a Motivated Negotiator?
zSocial Skills
yEnjoy people
yInterest in others
zTeamwork
yBetter as a team
ySelf-control
zCreativity
yAlways looking for ways to complete the deal
y
zNegotiation Model
zInvestigate
zPresentation
zBargaining
zAgreement
zInvestigate
zWhat do you want?
zWhat does the other side need?
zDecide on style
zWhat are the consequences of each choice.
z
zPresentation
zPrepare other side’s case
zPresent the reasons for your side better
zPlanning sheet
yIssues involved
yRealistic, possible, worst
z“The” Presentation
zCreative title
zReduce to “must know” items
zKeywords
zMini-speeches around keywords
zVisuals
zDon’t give concessions just to keep things going
zMake note of concerns and keep going
zBargaining
zWhen in doubt, ask questions!
zOpen questions
zReflective questions
zTactics
zTactics
zUse
yWalk out
zDon’t use
yEmotional outburst
yArgue special case
yPretend ignorance
yPlay for time
yNibble and retreat
y“You go first”
y Bad environment
yDefer to higher authority
yNot willing to make any changes
y Silence
yGood guy/bad buy
y
zAgreement
zArrangements should be neutral and comfortable
zPay attention to what others say
zScreen out all visual distractions
zAsk open ended questions
zListen to responses
zProactive vs. reactive behavior
zA Good Negotiator Is..
zCreative
zVersatile
zMotivated
zHas the ability to walk away
z
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