Negotiations Techniques (or things we learned the hard way at the bargaining table) Kelley Baker and Karen Haase Harding & Shultz (402) 434-3000 [email protected] [email protected] [email protected]
Mar 28, 2016
Negotiations Techniquesg q(or things we learned the hard way at the bargaining table)
Kelley Baker and Karen HaaseHarding & Shultz
(402) 434-3000( )[email protected]@[email protected]
Tactics and Techniques
Ask for More Than You Expect To Get
P You might get itP It gives you roomP It gives you roomP You can make bigger concessionsP It increases the perceived value of your offeryour offerP It helps to avoid deadlocks
Teacher Morale
The FlinchP React with shock and surprise toP React with shock and surprise to the other side=s proposals
Nothing for NothingNothing for NothingP Don=t give anything away!!P Don=t give anything away!!P AIf we do that for you what willy
you do for us?@Y i ht t< You might get somethingg
< It elevates the value of yourvalue of yourconcession
The Call Girl PrinciplepP Get a Reciprocal Concession Right p gAway
Feel, Felt, Found, ,P AI know exactly how you feel@ I know exactly how you feelP AI=ve felt that way myself@AI= f d th t @P AI=ve found that . . . @
Negotiate the Packageg g
NibblinggP How to nibble How to nibbleP How to respond:AW = l d d< AWe=ve concludednegotiations@g
< Address all the details< Make them feel cheap< Make them feel cheap,
in a good- natured way< Make them feel that they won.
Appeals to Higher Authority pp g y
Appeals to Higher Authority P Retain your ability to appeal to higher y y pp gauthority
Counter Gambit:P Counter Gambit:< Appeal to their egos< Get their commitment to sell the deal
The ViseP You'll have to do better than thatP You ll have to do better than that.P Counter Gambit:< Exactly how much
better do I have to do?better do I have to do?
Let Things Take Timeg
What if You Just Can=t Settle?
Consider an Outside Negotiator
Negotiations Techniquesg q(or things we learned the hard way at the bargaining table)
Kelley Baker and Karen HaaseHarding & Shultz
(402) 434-3000( )[email protected]@[email protected]