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Published byAryan Peers
Modified over 2 years ago
James M. Goldberg SGMP 2014 National Education Conference
Understand your strengths, weaknesses Understand the other partys perspective Develop game plan Prioritize your needs and wants
Pattern RevPAR Food and beverage contribution Meeting space allocation Total revenue contribution Other considerations
What is negotiable? Victory has a price You dont get what you dont ask for Its not over until the fat lady sings
Power Having options is the key Knowledge Priorities, deadlines, pressures
Time 90% of negotiation in last 10% of time Works against party who has least time Leverage Quality of business Meeting other partys needs
Dont make, or accept, the first offer Avoid a direct response What would make you happy? Dont make unilateral concessions Trade your want for my want Have more than one issue to discuss
Keep focused on the goal Avoid the auction symdrome Set aside difficult issues Be patient Put time on your side Build up chits
Be a good listener Focus on satisfaction, not all or nothing Think outside the box Know when to fold em Be willing to walk away No deal is better than a bad deal
Terms Distributive negotiation Reservation Price BATNA Target Price Bargaining Zone/ZOPA negative positive.
SMART Sessions Powerful Negotiation Techniques +44 (0) making the client happy for you to get what you want Powerful Negotiation.
Trade Management Module 8. Main Topics: Negotiation Process.
Negotiating skills. What medical managers do Doing things comfortable, prime job Maintaining things safe, easy management Changing things uncomfortable,
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Presented by Thomas J. Dixon | INTRODUCTION TO NEGOTIATION CONCEPTS.
With Gerald L. Manning Preview Only. Key Learning Points Identify some of the toughest problems negotiator's face. Dealing with Anger (Yours and the Customers)
Chapter 6 Strategy Strategy. Strategy versus Tactics What is the difference between strategy and tactics? What is the difference between strategy and.
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1 Negotiation Skills – Session 3. Positional Negotiation The more you clarify your position and defend it against attack, the more committed you become.
Agenda Exam Comments (posted by code) I will add 2% to exam grade Extra credit (in-class survey next week) If you don’t have a boss, I will figure something.
Negotiation INTRODUCTION. Definition How would you define negotiation? Why do we negotiate?
1 Integrative negotiations Multiple issues Differing strengths of preference Differing interests Future relationship Multiple alternatives.
QBook UNIT 3 Strategy Planning. QBook INTRODUCTION With clear goals, the next step in preparing for a negotiation is the plan the strategy and tactics.
Presented by: Yulia Buyanin Kaitlyn Murphy Be a Competitor: Learn the Rules of the Game Be a Competitor: Learn the Rules of the Game HalloumCompetition.com.
Slide 1 Glenn Faulkner Influence Negotiation Building Stronger Relationships & Trust Building Stronger Relationships & Trust sm
Game Theory “Necessity never made a good bargain.” - Benjamin Franklin Mike Shor Lecture 13.
Choosing Tactics. Strategic Choice Model The lawyer should not necessarily stick with one model. The idea that the negotiator has freedom to switch.
Mahesh Sharma, MPA, ICMA-CM, MASCE City Administrator City of Raytown
Queensland University of Technology CRICOS No J IT Vendor Management Presented by: Ian McDonald Joe Dascoli September 2011.
Welcome! International Negotiation Tirualem Awoke: 092sis13.
Madelyn Valine-Taylor. It is the process of two or more people bargaining that have their own aims, needs or viewpoints that are trying to come to a.
NEGOTIATION SKILLS Suwarn Kumar Singh Sudip Tripathee.
Now What….. I want the last remaining orange and so do you.
Negotiating skills for financial planners Peter Belsey, Business Director Financial Services.
Alive-O 4 Term 2, Lesson 7 Being a Bully, Being Unfair, Being Selfish.
NEGOTIATION SKILLS Nico Decourt. Today When will you need to negotiate? What is negotiation? What is a good negotiation? Hard, soft and principled methods.
1 NegotiatingAcrossBorders Catherine Lee,
551. This Seminar › Designed to meet the needs of professionals to resolve their own personal and immediate conflicts. › Specific skills one needs to.
© 2006 October Research Corporation Business Negotiation Joe Piernock Corporate Development Services.
United States Department of Agriculture Office of Procurement and Property Management Effective Negotiation Refresher August 2008 Exhibit 1.
The Cuban Missile Crisis October 14 – October 28, 1962.
NEGOTIATION. NEGOTIATION Is the process in which two or more individuals or groups, having both common and conflicting goals, state and discuss proposals.
ZOPA – “Zone of Potential Agreement” What is a ZOPA? The area where two or more parties to a negotiation have common ground, in which an agreement can.
Seal the Deal by Negotiating a Win Offer and respond with confidence. Heighten the speed and skill with which you build win-win agreements.
Chapter 3 Strategy and Tactics of Distributive Bargaining
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Slide 1 Bargaining for an agreement The Four Phases of negotiation Phase One: how to prepare Phase Two: how to debate Phase Three: how to propose Phase.
The 7 Habits Cameron Lee.
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Trade Management Module 7. Trade Management Sales Negotiation Sales Documents Sales Order Work Order Invoices.
Four Keys to Negotiation 1. Aim High - the musts, the likes, the loss leaders 2. Know the other side’s priorities - use your preparation, experience -
Planning a Perfect Meeting Presented to the ACA Institute for Leadership Training July 30, 2009 Robin Hayes, Director, Conference & Meeting Services (ACA)
Copyright 2014 © W. Seth Hunter ConsumerMath.org L11.3 Negotiating the Best Price BUYING A CAR Having a new car is exciting, but buying a car can gut wrenching.
Chapter 12 Formal Negotiating. The Nature Of Negotiating Negotiation- the bargaining process through which buyers and sellers resolve areas of conflict.
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