Negotiation and Bargaining for the Coffee Business Owner

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Information about Negotiation and Bargaining for the Coffee Business Owner
Business & Mgmt

Published on May 19, 2007

Author: cafemakers



Negotiation and Bargaining for the Coffee Business Owner presented by Andrew Hetzel of Cafemakers at the 2007 Specialty Coffee Association of America conference in Long Beach, California

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

Establish rapport

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 (808) 443-0290

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