Negotiating in a Challenging Reality RULES OF ENGAGEMENT All rights Reserved – Michael Tsur Adv. – Tsur Method

DO NOT ASSUME We tend to interpret the reality according to OUR previous experience and complete the picture We tend to think that what motivates us motivates others All rights Reserved – Michael Tsur Adv. – Tsur Method

ALWAYS START WITH A REQUEST Always start with a request - No matter how dangerous / chaotic the situation Our main challenge is our EGO EGO cannot be ignored although we are expected to internally acknowledge when it takes over An authentic “request” provides a choice The subtext of the request is that I respect you exist… All rights Reserved – Michael Tsur Adv. – Tsur Method

OUR MAIN GOAL IS TO ENABLE CONSTRUCTIVE COMMUNICATION All rights Reserved – Michael Tsur Adv. – Tsur Method

IF THE ANSWER IS “NO” Never ask why Under stress self-awareness is reduced The question may sound provocative and humiliating It may create an irreversible damage to the relationship All rights Reserved – Michael Tsur Adv. – Tsur Method

IF THE ANSWER IS “NO” Never make proposals/offers Under stress we tend to motivate by creating incentive We reveal our way of thinking Our proposal may be used against us We blame ourselves for a frustrating outcome Our self esteem is damaged All rights Reserved – Michael Tsur Adv. – Tsur Method

GETTING PAST THE “NO” “Is there anything that can be said or done that will allow you to ….. ?” “What, from your point of view would allow progress…. ?” “Do you have any idea how we may proceed …..?” i All rights Reserved – Michael Tsur Adv. – Tsur Method

NEGOTIATION OCCURS IN OUR PARTNER’S HEAD “A penny for your thought”….Yoav Tsur All rights Reserved – Michael Tsur Adv. – Tsur Method

GETTING PAST A FIRST “NO” If and when the answer is rational and legitimate we still do not accept it immediately “Sounds good, let me check…..” Our partner may feel he/she missed an opportunity….. Under stress we also want the situation to end We need to make sure that back office is a backing office being over ruled means losing face We are always part of a team no one should be taken for granted Negotiation is a process that needs time All rights Reserved – Michael Tsur Adv. – Tsur Method

GETTING PAST A SECOND “NO” “I understand your answer is no, ….. does it mean never...?” Whoever choses to remain at the negotiation process has good reasons, even if (s)he says “no” There is a clear understanding the “no” has consequences Finding out which kind of “no” are we talking about All rights Reserved – Michael Tsur Adv. – Tsur Method

THEE WHO CONTROLS THE HOW CONTROLS THE WHAT As long as you manage the process you have influence on the outcome All rights Reserved – Michael Tsur Adv. – Tsur Method

GETTING PAST THE “NO” When answer is irrational we ask: - “what are the chances that [mirror answer]…..?” No judgement No criticism Keep the same tone of your partners voice Make the partner understand (s)he has been listened to Curiosity in understanding where the answer comes from All rights Reserved – Michael Tsur Adv. – Tsur Method

PARTNER CHOSES TO ESCALATE Who do you think you are………….. I couldn’t care less ! It’s your problem ! F… off !!! What ! ? Is this a quiz…? Are you questioning me..? All rights Reserved – Michael Tsur Adv. – Tsur Method

IT IS ALL ABOUT THE DAY AFTER Do not allow the situation to escalate Our reputation is our main asset PTAP – Participants, Timing, Atmosphere, Place Change one or more to allow a RESTART All rights Reserved – Michael Tsur Adv. – Tsur Method

Negotiating in a challenging reality -RULES OF ENGAGEMENT Do not assume Start with a request Build constructive communication If “no”- Never ask why If “no”- Never give proposals Is there anything that can be said or done ….? Do not rush into agreement I understand your answer is no – does it mean never… ? What are the chances that…..? Do not escalate – disengage All rights Reserved – Michael Tsur Adv. – Tsur Method

IT IS ALL ABOUT THE DAY AFTER www.infobnm.co All rights Reserved – Michael Tsur Adv. – Tsur Method