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

2. 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

3. 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

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

5. 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

6. 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

7. 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

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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

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