Published on May 19, 2007
Negotiation and Bargaining for the Coffee Business Owner Andrew Hetzel, Cafemakers LLC
We are all negotiators
Effective communication can help you to get what you want
Poor negotiation skills limit your ability to reach agreement
Simple techniques help us respond appropriately when bargaining
Understanding negotiation will improve your results
You need to learn the language to communicate
The thief assumes that everyone steals
Avoiders don't want to play
Compromisers will offer to split
Accommodators hope the others will share
The Competitor remains in control
Problem solvers devise a creative solution
What do you want?
Set something reasonable
Don’t focus on the minimum objective
Write it down
Reference an authoritative standard or norm
People believe what they read
Norms play to our sense of order
People hate to contradict themselves
We prefer to say "yes" to those we like
Personal relationship can hinder effectiveness
Networks improve credibility
Reciprocity should be genuine
It's not all about you
Understand your opponent's perspective
Focus on common interests
Advance their objectives while advancing your own
“ Leverage is having something that the other guy wants. Or better, needs. Or best of all, simply cannot do without” ~ Donald Trump
Power does not equal leverage
Leverage is fluid
Leverage is based on the perception of reality
Put the pieces together
Prepare your strategy
Assess your position
Understand your opponent
Define your goal
Exchange information with confidence
Maintain a positive and optimistic outlook
Let the other party offer first
Gain commitment at closing
You draft the agreement
Simple tactics improve your odds
Flinching closes the flood gates
Is this the best that you can do?
Who can resist a little nibble?
How do we get good at this stuff?
Everything you want is owned by someone else
Careful planning can make you an effective communicator
You can eliminate stress and reach consensus with others
Better negotiation will improve your business
Andrew Hetzel Cafemakers LLC www.cafemakers.com (808) 443-0290
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