Vadim Kotelnikov    

Negotiation DOs and DON'Ts

How To Achieve Desired Results Amicably

   

Business e-Coach     

   

 

Negotiation DOs and DON'Ts Win-Win Mindset 4 Levels of Problem Solving Strategies Strategic Problem Solving Creative Problem Solving 10 Brainstorming Rules Vadim Kotelnikov Quotes Wise Agreement Negotiation Emfographics Negotiation Tips How To Sell Your Ideas To Decision Makers Negotiation DOs and DON'Ts. Effective Negotiation, Efficient Negotiation, Great Negotiator

 

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Understand Cultural Differences

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Getting To Yes

Negotiation Tips

Wise Agreement

  • Meets the legitimate interests of each side to the extent possible... More

 

References:

1. Getting to Yes, R. Fisher, W. Urey, B. Patton, Harvard Negotiation Project

2. Secrets of Power Negotiating, Roger Dawson

 

Set the Right Tone

Be careful what you say at the beginning and how you say it. Set a friendly tone. If you negotiate with a stranger, take time to establish rapport and develop relationship before the negotiation begin.

Same Reality, Different Perceptions

Find ways to meet them informally or arrive early to chat before the negotiation is scheduled to start. The more quickly you can establish rapport with the counterpart, the easier the negotiation is likely to become. When you are through negotiating, always congratulate the other side. Say something like “You were brilliant,” to make them feel that they won in the negotiations.

Your People Skills 360

Agree First, Then Turn It Around

Avoid confrontational negotiations. If your counterpart takes a position with which you totally disagree, don’t argue. It may come across as, “I’m right and you’re wrong.” Arguing always puts your opponent in a defending position, makes him or her to argue back, and intensifies his or her desire to win the contest of rightness and will. So, agree first, that turn it around.

Roger Dowson, the author of Secrets of Power Negotiating, advises to use the Feel, Felt, Found (3F) formula to diffuse the competitive spirit. For instance, if you are selling something, and your prospective buyer says, “Your price is way too high,” don’t argue. Say instead, “I understand exactly how you feel about that. Many other people have felt exactly the same way as you do when they first hear the price. When they take a closer look at what we offer, however, they have always found that we offer the best value in the marketplace.”

4 NLP Perceptual Positions

Negotiation as a Joint-Problem-Solving Exercise

 "Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree." ~ Dean Acheson

There are profound differences between adversarial position-focused bargaining and alternative methods of principled or joint- problem-solving negotiation. Positional bargaining often impedes negotiations, destroys relationships and produces unwise agreements. The more attention is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.

Problem Solving Strategies: 4 Levels

Creative Problem Solving

Turn Problems To Opportunities

The principled negotiation strategy developed by the leaders of the Harvard Negotiation Project1 advocates a different approach. Participants should act not as adversaries, but as partners trying to solve a problem jointly.

Brainstorming: 10 Rules

By separating the people from the problem, they aim to reach a wise agreement efficiently and amicably.  >>>

How To Solve People Problems

Great Negotiator

Great negotiators build strong, durable, win-win relationships because they have an obligation to help their counterparts in negotiations come out winners... More