Published on February 19, 2014
Blog Shark Tank presents: Season 5 Issue 3 By: Jeff Hopkins Owner at BlogSharkTank.com
Getting To Yes Preparation The Four Crucial Steps Effective Communication Controlling Emotions Part Two Teaser
Almost everything discussed in this presentation is elaborated on in “Getting to Yes” by Roger Fisher and William Ury. I highly recommend buying this inexpensive book and reading through it before conducting any serious negotiation.
Preparation is around 85% of any good negotiation. Here’s how to prepare: • Know your underlying interests and positions • Form your plan and opening statement • Be ready to listen to what the other party has to say • Know your method for handing emotions • Understand your strengths and weaknesses • Create a method of reaching agreement • Form a BATNA (Best Alternative To a Negotiated Agreement) • Enter the negotiation as a problem solver
Separate the people from the problem • Be soft on the people, hard on the problem • Proceed independent of trust Focus on interests, not positions • Explore interests of each party • Look past the positions or titles
Invent options for mutual gain • Develop multiple options to choose from • Don’t be narrow-minded Use objective criteria to reach a decision • Reach a result based on standards, not just will • Yield to principle, not pressure
Speaking • Speak clearly • Speak to be understood • Speak about yourself • Don’t over-exaggerate • Don’t speak to argue
Clarify Reflect Encourage • To get additional or more accurate information • To show that you understand and care • To get the other party to open up and say more Restate / Summarize Explore • To check accuracy and confirm • To examine the situation and consider options
Watching hand gestures and listening carefully to tone are even more important than the words themselves. Words, 10 % Tone, 20% Body Language, 60%
Three ways to deal with emotions during a negotiation: 1. Recognize and understand both parties’ emotions 2. Acknowledge emotions as being legitimate, but don’t react to outbursts 3. If need to let out steam, take a quick recess in the negotiation
Here are some points which will be addressed in the next presentation: Types of Conflict Positives of Conflict Positional Bargaining Barriers to Effective Negotiation Dirty Negotiation Tricks Influence and Power
Negotiating Like a Shark, Part Two Choosing the Right Shark as a Partner
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