The Art of Negotiation: Straight Up Business with a Soft Touch

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Information about The Art of Negotiation: Straight Up Business with a Soft Touch
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Published on May 7, 2014

Author: ChamberCWB

Source: slideshare.net

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Negotiation is an art, not a science, and Chris Efessiou is a true artist. In this webinar, Chris instructed participants on the methods of effective verbal and nonverbal communication, in order to help them understand the tools necessary for a successful outcome. In addition, he shared his 12 cardinal rules of effective negotiation. Whether in the boardroom or the family room, negotiating optimum results is a skill essential to a positive and productive environment.

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

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved ART OR SCIENCE? Negotiation is an Art, Not a Science. SciencePractice Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved ART OR SCIENCE? 3 Major Tools Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN OBSERVE SPEAK 40% THE SCIENCE OF NEGOTIATION 40% 20% Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Nuance Timing is off: i.e.:“I am so sad about this.” Pause... And then the sad expression. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Nuance Emotionless facial expression when talking. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Nuance Out of proportion reaction Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Nuance When the subject is changed, there is visible physical and emotional relief. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content Responding 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 Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content Constantly offering additional details to fill the silence. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content They use such phrases as “To tell you the truth,”“To be perfectly honest,” and “Why would I lie to you?” Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content The answer to a “casual question” is very specific, and sounds rehearsed. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved LISTEN, LISTEN, LISTEN Verbal Content They repeat your question.

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE Body Language Reduction in physical space (shrinking to avoid physical exposure) Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE Body Language Hand movement to the mouth, face, or throat Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE Body Language Stiffness or mechanical movement Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE Body Language Playing 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. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE The Chair Factor Rolling the chair away from you Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved OBSERVE, OBSERVE, OBSERVE The Chair Factor Locking legs around chair legs Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION Be prepared, realistic and always have a contingency plan. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION Do not ignore the unpleasant facts of the situation by burying your head in the sand like an ostrich. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 1. Never underestimate your opponent or overestimate yourself. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 2. Always craft a Win-Win scenario I Win You Lose I Win You Win I Lose You Lose I Lose You Win Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 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

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 4. Do not appear as if you are holding all the cards, even if you are. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 5. Do not lose sight of the Big Picture Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 6. Do not lose sight of the small picture either. The devil is in the details. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 7. Mean what you say, say what you mean, hold everyone to the same standard, commit key points to paper and sign. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 8. Have multiple contingency plans and an exit strategy Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 9. Remove all “emotional advantages” from the opposite side. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 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 negotiation Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 11. Have a clear “deal breaker” point; this is the point you are not willing to cross Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved MY CARDINAL RULES OF NEGOTIATION 12. Know the value of walking away from the deal.The best deal is often the one that is never made. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved Preparation Clarify & Identify Interests Exchange Views & Positions, Persuade Movement Exchange Deal LISTEN THE FLOW OF NEGOTIATION LISTENLISTEN LISTEN

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN What is it that the other party wants? Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN What are you prepared to give up to get there? Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN What isYOUR “Deal-breaking Point” Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN Before proffering any deal ask yourself, “Would I buy this?” Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN If you can’t buy it, you can’t sell it. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved PLAN If you can’t sell it, nobody would buy it.

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved CLARIFICATION DO’S & DON’TS Do: Listen More… Talk Less Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved CLARIFICATION DO’S & DON’TS Don’t: Ask closed-ended questions that begin with “Do” or “Will” Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved INTERESTS, OPTIONS, ALTERNATIVES No MY option. NoYOUR option. Invent a mutual option. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved THOU SHALL NOT THREATEN! No ultimatums unless you are prepared to deliver. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved THOU SHALL REMEMBER…#1 No Integrity = No Trust No Trust = No Deal

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved THOU SHALL REMEMBER…#2 A negotiation is not a signed agreement. It is a referendum on the character of the negotiating parties. Tweet your Questions using: #artofnegotiation @ChamberCWB

www.ChrisEfessiou.com © 2010-2013 Chris Efessiou & Team Company - All Rights Reserved THOU SHALL REMEMBER…#3 Any void in integrity is an absolute predictor of the impending outcome. Tweet your Questions using: #artofnegotiation @ChamberCWB

THE ART OF NEGOTIATION www.ChrisEfessiou.com Chris Efessiou, PhD © 2010-2014 Chris Efessiou & Team Company - All Rights Reserved Open Discussion Tweet your Questions using: #artofnegotiation @ChamberCWB

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