Larry Zabriansky Negotiation Basics NBC

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Negotiation BasicsLarry Zabriansky, based on “Negotiation Boot Camp” by Ed Brodow

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NegotiationNegotiation is the process of

overcoming obstacles in order to reach agreement

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You get what you NEED, not necessarily what you WANT

Satisfaction

NEED vs STATED POSITION

FOCUS on other negotiator’s NEED

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Is there a Negotiator in your Closet?

“The fault, dear Brutus is not in our stars, but in ourselves.”- SHAKESPEARE, Julius Caesar

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Destructive Assumptions

The average person is not tough

enough to win at negotiation

Negotiation is all-or-nothing

Only good talkers make good

negotiators

Ask

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Negotiation Consciousness –

Self-doubt vs Self-

awarenessLet people know what you want

“Let me get back to you on that”

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Learn counterparty needs

Listening –

Discover your own

strengthPeople will like you

Discover how to get your needs met

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The Ability Ask Good Questions –

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Believe in the value of what you are selling or

buying

Expect to Succeed, be Optimistic

High Aspirations–

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Being patient will force the other side

to give in as their anxiety rises

Patience

If you slow down you’ll make

fewer mistakes

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Flexibility

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You are way ahead of the game if you can

focus on how the counterparty perceives

the situation.

Focus on Satisfaction

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How much risk am I comfortable to

take?

Willingness to take risks

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Do not take things personally

Solving the Problem

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Brodow's Law of Negotiation : 

Always be willing to walk away! If you are too

anxious to close a sale, you lose your ability to say

NO to unreasonable buyer demands. Don't place

yourself in a position where you accept a less than

satisfactory outcome, just to close a deal.

Willingness to walk away

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NegotiationNegotiation is the process of overcoming obstacles in order to reach agreement. The obstacles are your position and my position.

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