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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.
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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.
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1 Integrative negotiations Multiple issues Differing strengths of preference Differing interests Future relationship Multiple alternatives.
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Quotes About Time Good things come to those who wait Time heals all wounds There is no time like the present There is no time to loose Killing time Time.
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.
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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.
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551. This Seminar › Designed to meet the needs of professionals to resolve their own personal and immediate conflicts. › Specific skills one needs to.
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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.
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Presented by: Thomas J. Dixon | NEGOTIATION CONCEPTS APPLIED TO REAL ESTATE TRANSACTIONS.
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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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