power negotiating session1-march-7th-2015 by yosri megdich
TRANSCRIPT
Power Negotiating
Yosry Magdiche
Public Services Advisor
What is Power Negotiating?
Most people want the same thing from a
negotiation:
• a fair deal
• use their negotiating skills to improve their
position
• skilled enough to stop the other side from
taking advantage of them
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Objective of a negotiation
Make a win-win solution:
you and the other person can walk away from
the negotiating table feeling that you’ e won.
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Win-win negotiators
• two people / one orange
• but both want it
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Oh, sure!
That could happe i the real world…
But it does ’t happe e ough to ake the concept meaningful
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Whe you’re sitti g dow i a egotiatio , cha ces are that the other side wants the same thing that you do.
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Power Negotiating
takes a different position
win at the negotiating table
+ leave the other person
feeling that he won 10
Yosry Magdiche_Public Services Advisor
No … I k o hat that perso did to e…
Wait… u til I see hi again!!!
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Playing
the Power Negotiating Game
Ending Gambits
Beginning Gambits
Middle
Gambits
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Beginning Negotiating Gambits
1. Ask for More Than You Expect to Get
Ask for more than you expect to get, for 5 reasons:
1. You might just get it.
2. It gives you some negotiating room.
3. It raises the percei ed alue of hat you’re offeri g.
4. It prevents the negotiation from deadlocking.
5. It makes a climate in which the other side feels they
won. 18 Yosry Magdiche_Public Services Advisor
2. Never Say Yes to the First Offer
1. Never say yes to the first offer or counteroffer from the
other side.
it automatically riggers two thoughts:
I could have done better (next time I ill)
Something must be wrong.
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2. Never Say Yes to the First Offer
2. The danger is when you have formed a mental picture
of how the other person will respond to your
proposal and he comes back much higher than you
expected.
Prepare for this possibility
so it o ’t catch you off guard.
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