Negotiation - an overview Final outcome Seller Buyer Exit point Entry point Exit point Entry point Room for negotiation Negotiation is about: Having clear parameters Movement

Preparing to negotiate I Preliminary Objective Common ground Information needed Consequences of non-agreement Our position Ideal, Realistic & Fall-back positions Information to obtain (Got, Need, Nice) Concessions - cost to us; value to them Climate (Place, Time)

Preparing to negotiate II The other party Their Ideal, Realistic & Fall-back positions? Motivation, approach, history? Concessions - cost to them; value to us? Consequences of non-agreement Strategy Prepare questions Start Control Listening Persuasion

Preparing to negotiate III Rehearsal Opening statement Responses to likely questions List assumptions - how to test them Behavioural style Emergency plan Even time is negotiable Build 2-way empathy Tomorrow is another day To fail to prepare is to prepare to fail

Negotiation tactics Building block Take a break Silence Summarise Broken record What if... “Flinch” test