the art of negotiation: straight up business with a soft touch

THE ART OF NEGOTIATION

www.ChrisEfessiou.com

Chris Efessiou, PhD

© 2010-2014 Chris Efessiou & Team Company - All Rights Reserved

www.ChrisEfessiou.com© 2010-2013 Chris Efessiou & Team Company - All Rights Reserved

WHY WE NEGOTIATE

“In business as in life, you don't get what you deserve, you

get what you negotiate.”Dr. Chester L. Karrass

Tweet your Questions using: #artofnegotiation @ChamberCWB


ART OR SCIENCE?

Negotiation is an Art, Not a Science.

Science Practice



ART OR SCIENCE?

3 Major Tools



LISTEN

OBSERVE

SPEAK

40%

THE SCIENCE OF NEGOTIATION

40%

20%



LISTEN, LISTEN, LISTENVerbal Nuance

Timing is off: i.e.: “I am so sad about this.”

Pause... And then the sad expression.



LISTEN, LISTEN, LISTEN

Verbal NuanceEmotionless facial expression

when talking.




Verbal NuanceOut of proportion reaction




Verbal NuanceWhen the subject is changed,

there is visible physical and emotional relief.




Verbal ContentResponding to a comment or question by offering a belief,

instead of an answer. Q: Is the information in this report

true?

A: I believe in being honest




Verbal ContentConstantly

offering additional details

to fill the silence.Tweet your Questions using: #artofnegotiation @ChamberCWB



Verbal Content




Verbal ContentThey use such phrases as

“To tell you the truth,” “To be perfectly honest,” and “Why would I lie to you?”



LISTEN, LISTEN, LISTENVerbal Content

The answer to a “casual question” is very specific, and sounds

rehearsed.




Verbal ContentThey repeat your question.


OBSERVE, OBSERVE, OBSERVE

Body LanguageReduction in physical space (shrinking to avoid physical

exposure)




Body LanguageHand movement to the mouth,

face, or throat




Body LanguageStiffness or mechanical movement




Body LanguagePlaying with a physical object, or placing a physical object (a coffee mug) between the

two of you as a barrier. Mug on table in center.




The Chair Factor

Rolling the chair away from you




The Chair Factor

Locking legs around chair legs



MY CARDINAL RULES OF NEGOTIATION

Be prepared, realistic and always have a contingency

plan.




Do not ignore the unpleasant facts of the situation by

burying your head in the sand like an ostrich.




1. Never underestimate your opponent or

overestimate yourself.




2. Always craft a Win-Win scenario

I WinYou Lose

I WinYou Win

I LoseYou Lose

I LoseYou Win




3. Be prepared to give up

something to gain more. You are shooting a motion picture,

not a still photograph. Tweet your Questions using: #artofnegotiation @ChamberCWB



4. Do not appear as if

you are holding all the cards, even if

you are. Tweet your Questions using: #artofnegotiation @ChamberCWB



5. Do not lose sight of the Big Picture




6. Do not lose sight of the

small picture either. The

devil is in the details.




7. Mean what you say, say what you mean, hold everyone to the same standard, commit key points to

paper and sign.




8. Have multiple contingency plans and an

exit strategy




9. Remove all “emotional advantages” from the opposite

side.




10. If unable to do so, remove all

visible or audible comments that may signal the other side

that you are emotionally engaged

with the subject under negotiationTweet your Questions using: #artofnegotiation @ChamberCWB



11. Have a clear “deal breaker” point; this is the point you are not

willing to cross




12. Know the value of walking away

from the deal. The best deal is often

the one that is never made.



Preparation

Clarify & Identify Interests

Exchange Views &

Positions, Persuade

Movement Exchange

Deal

LISTEN

THE FLOW OF NEGOTIATION

LISTEN

LISTEN

LISTEN


PLAN

What is it that the other party wants?



PLAN

What are you prepared to give up to get there?



PLAN

What is YOUR “Deal-breaking Point”



PLANBefore proffering any deal ask

yourself, “Would I buy this?”



PLAN

If you can’t buy it,you can’t sell it.



PLAN

If you can’t sell it, nobody would buy it.


CLARIFICATION DO’S & DON’TS

Do: Listen More…

Talk Less



CLARIFICATION DO’S & DON’TS

Don’t: Ask closed-ended questions that

begin with “Do” or “Will”



INTERESTS, OPTIONS, ALTERNATIVES

No MY option.

No YOUR option.

Invent a mutual option. Tweet your Questions using: #artofnegotiation @ChamberCWB


THOU SHALL NOT THREATEN!

No ultimatums

unless you are prepared to

deliver. Tweet your Questions using: #artofnegotiation @ChamberCWB


THOU SHALL REMEMBER…#1

No Integrity = No Trust

No Trust = No Deal



A negotiation is not a signed agreement. It is a

referendum on the character of the

negotiating parties. Tweet your Questions using: #artofnegotiation @ChamberCWB



Any void in integrity is an absolute predictor of the

impending outcome.


THE ART OF NEGOTIATION

www.ChrisEfessiou.com

Chris Efessiou, PhD

© 2010-2014 Chris Efessiou & Team Company - All Rights Reserved

Open DiscussionTweet your Questions using: #artofnegotiation @ChamberCWB

the art of negotiation: straight up business with a soft touch

Career

rights reserved

listen verbal

listen verbal

rights reserved

rights reserved

rights reserved

rights reserved

rights reserved