canning how to get the best from your partners. canning ? impose a solution bully them persuade them...
TRANSCRIPT
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
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Mastering the Art of Movement
CanningA Game With Different Rules?
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• 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
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Relationship is key
‘Win-Win’
‘Win-Lose’
‘Screw them it’s war!’ ‘One shot deals’
Long-term partnerships
Medium-term relationship?
Scope of Approach
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exchange explore eliminate
Negotiation Process: Macro Flow
e e e
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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
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Preparatory
Experiential
TruthRelationships
TimeCommunication
The Human Condition
CanningThe Canning ‘FAB 5’ Approach
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Culture
The Five Dimensions of Culture
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The ‘right’ mind-set
What is your Current Cultural Mind-Set?
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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
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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
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• 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!
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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
? ?
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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
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hard
on theperson
on the pointsoft
ha
rds
oft
Behaviour
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hard
the giver
on theperson
on the pointsoft
hard
soft
Behaviour
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hard
the loser
on theperson
on the point
soft
hard
soft
Behaviour
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the caveman
hard
on theperson
on the point
soft
hard
soft
Behaviour
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hard
the winner
on theperson
on the pointsoft
hard
soft
Behaviour