Negotiating the Million Dollar Deal

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AudioInk, Apr 3, 2012 - Business & Economics
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Wherever parties with different interests and perceptions depend on each other for results, negotiation matters. Most executives know the basics of negotiation, however high stakes and the pressure of negotiating can result in poor outcomes and costly mistakes. Even experienced negotiators have been known to leave money on the table, remain deadlocked and damage relationships. The very best negotiators are changing the rules of the negotiation game. To advance their full set of interests, they understand and shape the others side's choice, such that the other chooses what they want. This is the true art of master negotiating and is a critical skill particularly when the stakes are high.This Learning Short-take combines self-study with workplace activities to develop skills in high level negotiating. Participants will add master negotiating techniques to their 'grab bag' of traditional negotiation tools for improved negotiation outcomes. Participants will evaluate their current approach to negotiation, and develop new and innovative strategies to get everything they want while maintaining long term and effective business relationships. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives Uncover negotiable components that influence final price. Know your options and the options of your fellow negotiator Turn non-negotiable position statements into readily negotiable statements of interest Identify and counter adversarial negotiation tactics. Define and demonstrate primary ways to establish power. Create a Skills Development Action Plan."
 

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Contents

How to Complete your Learning Shorttake
Activity Checklist
Learning Objectives
Lets Get Started
The Negotiation Evolution
Negotiation Planning Keeping an Eye on the Detail
Quick Planning Checklist
BATNA Revisited A Brief Look Back
Congratulations
BATNA
BATNA
Negotiating Beyond Price
Positions versus Interests
Search for Uncommon Ground
3D Negotiating
Managing Information Flow

Its Not About the Money Negotiating Beyond Price
Negotiate Over Interests Not Positions
Becoming a 3D Negotiator Playing the Whole Game
Identifying Managing Adversarial Negotiation Tactics
Developing Personal Power Managing Power Plays
Activity 6a Check your Answers
Bringing the NegotiationTogether A Checklist for Success
Learning Journal
Skill DevelopmentAction Plan
Ideas for discussion with my manager
The Decoy Gambit
The Cherry Picking Gambit
The Escalation Gambit
The Planted Information Gambit
The Importance ofRelationship Management
The Importance of RelationshipManagement
Creative Business Thinking
Negotiating for Success
Negotiating for Success The Next Step
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About the author (2012)

Mattiske is one of Australia's leading trainers. She is a seasoned professional with over 2000 days of face-to-face training experience spanning 20 years and has run her own business, The Performance Company, for seven years. Catherine shuttles between the two TPC offices: Sydney, Australia, and Stamford, Connecticut, USA.

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