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Magic Phrases for Negotiating Effectively

NEGOTIATION SKILLSFOR DESIGNERSAdvanced Diploma Digital MediaTeacher: Tony Whittingham

NEGOTIATION SKILLS

NegotiationsInterests/Needs vs PositionsOptionsRelationship

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 thresholdKnow your INTERESTSKnow the other partys interestsKnow who you are negotiating withKnow your optionsKnow your best alternative

Be Comfortable with Walking AwayTrust me if youre not happy now, youll be even unhappier laterDeals 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 RulesDO NOT NEGOTIATE OVER E MAILONLY NEGOTIATE FACE TO FACEIF IT HAS TO BE THROUGH ANOTHER MEDIUM FOLLOW UP WITH A PHONECALLSELL THE BENEFIT NOT THE PRICEDO NOT GET EMOTIONAL