10 dilemma's every negotiator faces

How to deal with the TOP 10

negotiation dilemma's

Dilemma’s Ten dilemma’s every negotiator faces such as “Should I threaten a with a sanction?”

About Scotwork Who are we and what can negotiation training mean for your business - and every day life

Trainings With a Scotwork training you get a hands on experience with our “Case Play” approach

Since 1975

• Scotwork is the world authority on negotiation skills development since 1975

• Scotwork is a worldwide organization with more than 37 offices in different countries.

• We teach people how to become fearless negotiators by being creative and agile

About Scotwork

1

32

Since 1975

Dilemma’sTen Dilemma's every negotiator faces

Since 1975

Dilemma #1

Information Disclosure Knowledge is power but only when it's used. What

information should I share, when and why?

Since 1975

Dilemma #2

Who goes first? If I let them make the first proposal they might offer me more than I was expecting but what if it's worse, much

worse

Since 1975

Dilemma #3

Where do I pitch? If I go extreme I'll have plenty of wriggle room and I might structure their expectations as to where the deal will be done but what if I'm so unrealistic I get shown the door?

Since 1975

Dilemma #4

Do I change my mind?

If my strategy's not working or my objectives aren't realistic do I change or recalibrate them? If I do will they see that as

a sign of weakness and come after me.

Since 1975

Dilemma #5

Losing the argument

If they've got a point do I try to argue fruitlessly against it or accept their point and make a concession?

Since 1975

Dilemma #6

Assumptions If I don't know should I assume, if I do I could get it horribly wrong, if I don't I'll never make a decision.

Since 1975

Dilemma #7

Do I ask for what I want? If I do they might not give it to me but if I don't they're

going to have to guess.

Since 1975

Dilemma #8

Should I give them what they want?

If I do they might not give me what I want but if I don't then why would they give me what I want.

Since 1975

Dilemma #9

When do I stop? If I go too soon I might miss an opportunity, if I leave it too late I'll risk unravelling the deal and having to start again.

Since 1975

Dilemma #10

Should I threaten a sanction? If I do it may raise the temperature destabilize the

negotiation if I don't, I'm losing power.

Since 1975

Training

Advancing Negotiating Skills

Advancing Negotiating Skills 2

Coaching Negotiating Skills

Refresher Negotiating Skills

Since 1975

Advancing Negotiating Skills

• 97,4% of our students say they have become better negotiators

• Research concludes that within the first 3 months the average ROI rises more than 10 times the initial invested amount

• Advancing negotiation skills is the # 1 chosen skills training

Since 1975

Advancing Negotiating Skills 2

• A two day skills development course which refreshes, reinforces and enhances the skills already acquired on the first course

• The goal is to double the number of skills and techniques in regular use; to enhance the level of confidence in applying these; and to measure additional return on investment for the organization

Since 1975

Coaching Negotiating Skills

• On the Scotwork Coaching Negotiation Skills course your coaches will learn coaching skills to guide individuals towards their negotiating objectives and personal development goals

Since 1975

Refresher Negotiating Skills

• Your negotiation techniques have degraded?

• You have tried to use specific techniques yet not all of them worked out the way you wanted?

• This one-day workshop will get you right back on track… and beyond

Since 1975

Get in touch!

To speak to us about booking a course, arranging consultancy or any of our services call us:

(BE) +32 474 52 90 65 of (NL) +31 654 203 257 

Or you can e-mail us at: [email protected]

Please include your name, job title, company, address and contact telephone number in your e-mail.

Alternatively if you would like us to get in contact with you - request a callback and we will get back to you within 24 hours.

Please address correspondence to:

Scotwork BeNeLux bvba Vennenlaan 202980 Zoersel

Belgium

or

Cattenhagestraat 4 1411 CT Naarden

Netherlands

Since 1975