Negotiating in difficult situations-A

• 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

• Situation
• Aftermath
• Causes
• Solutions
• Execution
• Securing (MM, contract)

• 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

• 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

BATNA: best alternative to a negotiated agreement

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

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。

• 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)

• 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

1. Establish relationship via small talk
2. Clarification of issues
3. Exchange of goals and interests via open questions
4. Discussion of solutions and opportunities
5. Summary and conditions, objective

要注意3、4来回游走的状态

1. Start high - ask for more and you will get more, however be realistic
2. Rules of halves - start early with a big concession; move towards your target as fast as possible
3. No free gift - seek a trade-off, always ask for a concession
4. 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)
5. Never settle on issue individually - only as a package; keep your leverage
6. Crunch early and often
   1. Sorry that's by far too high
   2. I need more help here
   3. I'm still not feeling the love
   4. Nobody can accept that
7. Conclude with a nibble
   1. Stay focus until the end; in general people tend to get loose and more concessions they only see the agreement.
   2. On the other side you can take advantage of the counter partner, ask just before closing (e.g., another 1/10 reduction)
   3. Defense against nibbling is a counter nibble.
8. Keep the climate positive
   1. Small talk
   2. No lies
   3. No losing face
9. Never assume that an issue is not negotiable
   1. Just because the other side says so
   2. Start the dance
10. Never accept the other side's first offer
    1. Struggle at least a little bit to give the other side their feeling of achievement
11. Break - As often as necessary
12. Follow the agenda
    • It helps you to honor all 5 phases of a negotiation and be prepared; no surprises
13. Visualize - use all sense to communicate effectively
14. Keep teams small and under control
15. Discuss small things first
    • Small success stories help you to build up trust and create a momentum to tackle the big issues
16. Be patient - Never give up before deadline
17. Negotiate against higher authority people - Do this whenever possible, while keeping your authority limited
18. Quantify the gaps.

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：

1. 成为和对方相似的点，物以类聚；
2. 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。