Negotiations
Presented by
Cheryl Stock
SkillPath Seminars
Three Crucial Components of Every
Negotiation
1. Planning
2. Exchange of information
3. Agreement/closing
Traits of a Good Negotiator
1. A process
2. Research skills
3. Listening skills
4. Objectivity
5. Speaking skills
6. Long-term mindset
Five Common Collaboration Hurdles
1. Poor planning
2. Poor communication
3. Lack of experience
4. Focus on win-lose
5. Not knowing when to walk away
Preparation: The Single Most Important Key to Buying Success
1. Prepare a script
2. Practice in a safe environment
3. Use your support network to get feedback on
your script
4. Evaluate and revise your script
How to Separate Contracting Interests
From Contracting Positions
• Interests = Keep your objective in mind
• Positions = Keep your emotions intact
position
interests
Proven Practices for Determining Your
Bottom-Line Stance
Walk-away point
• Financial
• Emotional
• Convenience
• Other factors
Tips for Pinpointing Exactly What You
Need From the Deal
Determine your:
1. Wish List – Be reasonable
2. Priorities – Prioritize your wish list
Keeping Quiet…
• Can be powerful
• Can cause them to rethink their position
• Can keep you from giving out any unnecessary
information
Non Verbal Signals to Look For
1. Openness
2. Readiness
3. Reassurance
4. Frustration
5. Puzzled
6. Defensiveness
7. Confidence
8. Nervousness
How to Agree to Disagree…Without
Undermining Your Relationship
• Be honest to be respected
• Disrespect only earns you disrespect
• Everyone has insecurities & doubts
• Use silence effectively
• You are ultimately in control of what you say & how you act
• The relationship is more important than a single win
• You can make it easier for them to change their minds by
offering a benefit or an out
How to Handle Contracts Set Up Before
You Became the Negotiator
• Review all previous paperwork
• Speak to prior negotiator, if possible
• Listen to what the other side has to say
• Make it clear you will base decisions on facts,
not assumptions
• Work hard to re-establish a meaningful
relationship
• Don’t badmouth previous negotiator or prior
decisions
17 Tactics Customized for Long-term Relationships
Presented by
SkillPath Seminars