====== Negotiating in difficult situations-A ====== ===== Small talk ===== * Ice-breaker / reduce tension * Lean about the other person * Build-up relationship * Find out about the interest / motivation * Is it the right person (decision maker) * DISC * Culture * Find out important information * Body language ===== SAULUS principle (preparation & stuck situations) ===== * Situation * Aftermath * Causes * Solutions * Execution * Securing (MM, contract) ===== 5 Negotiation strategies （买方视角） ===== * Cooperation: win-win 长期合作 * Competition: win-lose 买方市场：招标 * Adjustment: lost-win 卖方市场： * Avoidance: lose-lose 不谈 * Compromise: comping towards ===== Information preparation ===== * Common interests * Boundary, and target * Business overview * New business * Weakness * Bundle future business * Alternatives * Counterpart participants / personality * Arguments / counter-arguments * Benchmarking * Previous performance qcd * Pain points * Power / position ===== Johari window ===== {{:日常累积:pasted:20220830-174702.png}} | Supplier / customer | Target: \\ Profit (finance) \\ Strategy \\ -Arguments \\ -Dig out | Business overview \\ Previous performance \\ \\ -Facts: \\ --No lie| | Not know | Future business \\ Trend market trend \\ Future RMI \\ Policy \\ -Step away \\ -Be transparent \\ -No bet | Target / Boundary \\ New business \\ Alternative \\ Strategy \\ -Arguments \\ -utilize | | | Not know | RB know | ===== SWOT ===== | Strength \\ - Brand \\ - Resource/ cross GB product \\ - Quality \\ __Keep__ | Weakness \\ - Expensive \\ - Complex \\ ○ Process \\ ○ Contacts \\ __Avoid__ | | Threat \\ - Alternatives \\ - Transformation \\ - Lead time \\ __Step away__ | Opportunity \\ - New project \\ - Bundle \\ - Cross GB \\ - Long-term \\ __Argument__ | ===== Target setting ===== {{:日常累积:pasted:20220830-175704.png}} BATNA: best alternative to a negotiated agreement ===== Rule of halves ===== {{:日常累积:pasted:20220830-175726.png}} 让步的曲线，随时间逐渐减小。 不能轻易地达到目的。容易得到的不会珍惜。 No free gift。 用“如果”，增加不确定性，增加条件；保持leverage ===== Dead-end ===== {{:日常累积:pasted:20220830-175825.png}} 我认为会议目的没有达到。。在什么时候homework，什么时候重新碰面。 ===== Agenda ===== * Be first * Ask for confirmation & additional points * No open points of miscellaneous * To be sent out on time (中型谈判一般提前两周) ===== Mind mapping ===== ===== 5 Harvard principles ===== * Separate relationship from business issues * Focus on mutual interest, rather than on positions * Develop opportunities for mutual advantage (win-win) * Insist on objective criteria * Have a feasible BATNA ===== 5 Phases model ===== - Establish relationship via small talk - Clarification of issues - Exchange of goals and interests via open questions - Discussion of solutions and opportunities - Summary and conditions, objective 要注意3、4来回游走的状态 {{:日常累积:pasted:20220830-180002.png}} ===== Negotiation rules ===== - Start high - ask for more and you will get more, however be realistic - Rules of halves - start early with a big concession; move towards your target as fast as possible - No free gift - seek a trade-off, always ask for a concession - Concessions - Keep looking for creative (high value - low cost) concessions to trade (e.g. I agree to X… if I get .. In return; e.g. delivery terms, delivery time) - Never settle on issue individually - only as a package; keep your leverage - Crunch early and often - Sorry that's by far too high - I need more help here - I'm still not feeling the love - Nobody can accept that - Conclude with a nibble - Stay focus until the end; in general people tend to get loose and more concessions they only see the agreement. - On the other side you can take advantage of the counter partner, ask just before closing (e.g., another 1/10 reduction) - Defense against nibbling is a counter nibble. - Keep the climate positive - Small talk - No lies - No losing face - Never assume that an issue is not negotiable - Just because the other side says so - Start the dance - Never accept the other side's first offer -Struggle at least a little bit to give the other side their feeling of achievement - Break - As often as necessary - Follow the agenda *It helps you to honor all 5 phases of a negotiation and be prepared; no surprises - Visualize - use all sense to communicate effectively - Keep teams small and under control - Discuss small things first *Small success stories help you to build up trust and create a momentum to tackle the big issues - Be patient - Never give up before deadline - Negotiate against higher authority people - Do this whenever possible, while keeping your authority limited - Quantify the gaps. ===== DISC ===== {{:日常累积:pasted:20220830-180330.png}} ===== Notes ===== 谈判的70~80%取决于信息准备。 谈判之前要写剧本。写的时候让谈判的时候要有一个全局观。 Small talk：从个人，到行业，到工作。从小到大。 通过open question找到motivation。但通常人们会隐藏真实的motivation。可以先把open question提前列出来。待游刃有余以后可以随机应变。 耳朵打开，嘴巴闭上。多听少说，多说多错。 了解对方性格有两种目的： - 成为和对方相似的点，物以类聚； - 找到对方弱点 内部客户更难。先解决人，再解决事。 谈判最终是一个acting。如果是诚实，最后只会被伤害到。 销售，一半真，一半假。 多说多错。要确定信息是有意为之，还是不经意泄露的 了解对方：了解性格。 韩国人：周期长：每次带一个更高级别的人。不会当场确认。抠细节。 印度人：必须要有mm，避免翻脸不认。 不好的body language： * 抱胸。有距离 * 后仰、二郎腿。（老板是例外，需额外分析） * 叉手、拜状。 谈判可视化 锚定效应 调门要抬高。降低对方的预期。 考虑好哪些东西自己可以给，同时对方又是appreciated的。 谈判：信息量大小的比较。信息量越少，就是花钱买信息。 谈判，千万不要一上来就进入compromise。 谈判是一个感受，要让对方有‘赢’的感受 所有人都知道，谈判桌上都是水分。理直气壮加水份，不要有担心。不加水份就亏了。 Zopa: zone of potential agreement 千万不要提“老板”，因为对方会觉得你没有话语权，反而会要求直接同老板参会。 最好状态，poke face。 Small talk，时间不受局限。如果谈话内容对目标有帮助，就可以继续下去。 如果对方对于“共同努力”有所迟疑，更改话术：how to support xx to archeive something. 谈判桌上比的就是演技，藏好真我，演出能够帮助自己的role。