Monday, April 30, 2012

Negotiation Boot camp book summary

Summary for Negotiation Boot camp  by Ed Brodow

Mindmap summary

Text summary   

  • Destructive Assumptions
    • + 1- The average person is not tough enough to win at negotiation
    • + 2- Negotiation is all-or-nothing. You are either a winner or a loser.
    • + 3- The only good talkers make good negotiators.
    • + 4- Assertive people are selfish people.
  •  Negotiation: It is the process of overcoming obstacles in order to reach agreement.
  • Ten Traits of a Successful Negotiator
    • 1- Negotiation Consciousness
      • Ask. If you don’t ask you won’t get your needs met
      • Eliminate negative self-talk
      • Practice expressing your feelings with anxiety or anger
      • Learn to say NO
    • 2- Listening
      • You will learn the other negotiator’s needs and pressures
      • The person you are negotiating with will like you and want to help you
    • 3- The Ability to Ask Good Questions
      •                                           by asking the right questions and then listening to the answers, you can find out what is driving the other side of the negotiation
    • 4- High Aspirations
      • Successful negotiators are optimists
      • In a negotiation, your level of expectation becomes a self-fulfilling prophecy.
    • 5- Patience
      • Whoever is more patient is in the driver’s seat
      • If you slow down, you’ll make fewer mistakes.
    • 6-Flexibility
      • Successful negotiators always make assumptions, but they are flexible enough to change them in response to changing circumstances.
    • 7- Focus on Satisfaction
      •                           Successful negotiators look at situations from the other side’s perspective
                                          nstead of asking, “How can I win?” they ask, “How can I help the other negotiator feel satisfied.”
    • 8-Willingness to Take Risks
      •                               When you take a risk, consider your options if the risk turns sour
                                    Ask, “If I take the risk and it doesn’t work out the way I hope, do I have a Plan B?
    • 9-Solving the Problem
      •           Successful negotiators don’t take things personally
      •      They rise above personal feelings in order to make a deal.
    • 10- Willingness to Walk Away
      • Always be willing to walk away
      • If you want the deal too badly, you lose your ability to say no.
  • Prepare your next negotiation
    • What are your targets
      • Maximum
      • Goal
      • Minimum
    • What are your options? Do you have a Plan B?
    • What concessions are you willing to make?
    • What pressure is there on the other side to make a deal?
    • How can you make the other side feel satisfied – without giving away too much?
    • What is your opening position?
    • Where should the negotiation be held?
    • What interests do both sides have in common?
    • Get Information About the Other Party
  • Tactics
    • The Flinch ( What !!!)
      • It works because it contains a hidden message: “Your behavior is outrageous, your request is so ridiculous that it doesn’t even deserve a response, except to dismiss it completely.”
    • Emotional Barrage (Out of control !!)
      • Give them a chance to vent their feelings.
      • Empathize with them, without agreeing
      • When they have calmed down, ask them what they really want
    • The Sob Story ( 3ayatlo : )
    • The Squeeze (use compitition)
        • nstead of saying, “I like your product, but I can’t afford it
        • the buyer says,I like your product, but I can buy it cheaper elsewhere
    • Straw Demand ( mesh 3ayez el gonoot )
      • A straw demand is one that you really don’t care about or expect to receive.
                            It exists only so you can offer to drop it in return for other concessions – ones you really want.
    • The Ultimatum (This is my final offer)
      • You want the other party to feel that it has pushed you to your limit.
    • Walking Out
      • you are sending a powerful message that you are committed to your position and have been pushed to your limit.
  • Concessions
    • Open With an Extreme Position
      • You will lower the other side’s expectations.
      • You have room to give the other negotiators a concession, which helps them feel satisfied.
      • They may surprise you by accepting the extreme position
      Each successive concession should be less than the one before it. ( so that he stop asking)
      Never Accept the First Offer
      Make Straw Demands
      Getting Something In Return – With each concession, tie a string to it: “I will do this if you do that.
  • Stratigies (Maneuver)
    • Opening
      • Aim High
      • Let Them Open Firs
      • Keep Your Mouth Shut
    • Middle
      • Manage Their Expectations
      • Creating Satisfaction
    • Closing
      • Walking Away
      • 9 tips for avoiding a deadlock.
        • 1-Change your negotiators
          2- Change the level of the negotiation (up or down)
          3- Change the structure of the agreement
          4- Take a break.
          5- Introduce new information.
          6- Confront the obstacle.
          7- Offer alternatives: Ask “What if?”
          8-Make minor concessions
          9-Switch from combative to cooperative problem   solving. Change from Win-Lose to Win-Win.
  • Strengthen Your Negotiating Position
    • Negotiation power is a state of mind. It comes from
      • Having options.
        Being able to demonstrate to the other party that they will be hurt by not agreeing
        Convincing the other party that although they have options other than those you are proposing, you’re both better off making a deal.
    • Finding Their Hot Button
      • The question is, “What does he stand to lose if he does not make this deal?”
        If you discover that the other side is under pressure, look for ways to exploit that pressure in order to achieve a better result for yourself.
    • The Confidence Mystique
      • People bow to confidence
    • Know Your Options
    • Patience and Persistence
    • Legitimacy
      • If something is your company’s policy, it has legitimacy
      • If a practice in your industry is the norm, it has legitimacy.
  • Listening
    • The key to successful selling was to keep my mouth shut and listen to what people had to say.
      Trust is a necessary ingredient for successful negotiation. Human nature is to trust people who really pay attention to what we have to say.
      The 70/30 Rule – Always let the other person do most of the talking
      Don’t Interrupt
      •                     Fight the urge to interrupt with some vitally important information. It isn’t, so don’t.
      Listen Actively
      • One technique of active listening is asking questions.
        Eye contact is important.
        Body language should indicate you are paying attention. Leaning forward indicates you are listening.
      The Interviewer’s Art: Asking Questions
      • Ask Open ended questions – “How could we do this?”
        Don’t Put Others on the Defensive – Instead of asking, “Why do you feel that way?” ask, “How come you feel that way?”
        Ask for Advice – “What do you suggest we do to resolve this?”
        sk for Clarification if Needed

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