negotiation for designers
Post on 21-Oct-2014
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NEG
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SK
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Advanced Diploma Digital MediaTeacher: Tony Whittingham
NEGOTIATION SKILLS
Negotiations Interests/Needs vs Positions Options Relationship
Needs vs Positions
To Create Value in a Negotiation
At the table:
1. Explore interests of all sides
2. Generate options & packages that “increase the pie”
3. Suspend criticism
4. Invent options without committing (brainstorming)
5. Build relationships
(Prof. B Jordaan, 2007)
Know your BATNA
BEST ALTERNATIVE TO A NEGOTIATED SETTLEMENT
Sets a Values threshold Know your INTERESTS Know the other party’s interests Know who you are negotiating
with Know your options Know your best alternative
Be Comfortable with Walking Away Trust me – if you’re not happy now, you’ll
be even unhappier later Deals do NOT get Better than the
Negotiation Honeymoon
The Fruits of a bad Negotiation
Building Relationships
Keep the other person whole
If people trust you, they will want to work with you and will give you the deal you want
If you are perceived as sincere, the relationship will be healthier and more beneficial to you.
Nina Wanendeya (Chief Negotiator, Johnson & Johnson)
Magic Phrases for Negotiating Effectively (Glatzer, 2003)
1. "That sounds a little low."
"To make it worth my time, I would need..."
"Considering the amount of research required, can we agree to..."
2. "I'm expecting more for this piece."
"Can we work on that?"
Golden Rules DO NOT NEGOTIATE OVER E MAIL ONLY NEGOTIATE FACE TO FACE IF IT HAS TO BE THROUGH ANOTHER
MEDIUM FOLLOW UP WITH A PHONECALL
SELL THE BENEFIT NOT THE PRICE DO NOT GET EMOTIONAL
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