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Canning How to get the best from your partners. Canning ? Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell.

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Presentation on theme: "Canning How to get the best from your partners. Canning ? Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell."— Presentation transcript:

1 Canning How to get the best from your partners

2 Canning ? Impose a solution Bully them Persuade them with logic Beat them with data Getting a Deal Sell the benefit Beg them/Appeal Bribe them Compromise Find creative options Negotiating a Deal Trade Bargain Getting to a Deal

3 Canning Mastering the Art of Movement

4 Canning A Game With Different Rules?

5 Canning To give you a tool box of selected skills – we dont tell you whats right, we help you to choose whats right in context To offer a structured way to prepare – using The Negamid To give you the chance to practice the skills – with benchmarked scenario simulations To give you expert feedback – without fear or favour and with video! Course Aims

6 Canning Relationship is key Win-Win Win-Lose Screw them its war! One shot deals Long-term partnerships Medium-term relationship ? Scope of Approach

7 Canning exchange explore eliminate Negotiation Process: Macro Flow e e e

8 Canning C u l t u r e C o m p a n y C o m p e t i t i o n C h a r a c t e r s Aims and Strategy Tactics/Targets Talking Deal Us Them constants transients The Negamid

9 Canning Culture Symbols Behaviour Language Values Attitudes Assumptions

10 Canning FactsAttitudesBehaviour FactsAttitudesBehaviour Preparatory Experiential Truth Relationships Time Communication The Human Condition Canning The Canning FAB 5 Approach

11 Canning Culture The Five Dimensions of Culture

12 Canning I think they are strange What you have to understand about them is … It is dangerous to generalise There are cultural differences. Its important to understand them See the individual. Empathise, seek out the common ground The right mind-set What is your Current Cultural Mind-Set?

13 Canning Canning Negotiation Survey

14 Canning Canning Negotiation Survey

15 Canning Canning Negotiation Survey

16 Canning Canning Negotiation Survey

17 Canning Competition Who are they? What are they doing? What are their strengths/weaknesses How can we know more?

18 Canning Company What do we know about them? How can we know more? What are their real interests?

19 Canning Characters Who are they? How do they see you? How can we know more? What are their interests?

20 Canning Aims and Strategy Is your next move in line with your strategy?

21 Canning Targets Issue Your Target Their Target Entry Point Exit Point Trades

22 Canning Targets Issue TargetEntry PointExit Point X X X X X X Agreement Range Negotiation Range Prepare to manage the movement High Low

23 Canning The Key Tactical Questions Assessing the Power Balance BATNA Preparing the Key Questions Planning Agendas Identifying the Variables. Determining the Bargaining Range Widening the Scope Timetabling

24 Canning Power Balance Who needs who most?

25 Canning BATNA No deal is better than a bad deal At what point does the deal make no sense?

26 Canning Prepare the Key Questions What is your current capacity?

27 Canning Agendas Get the full picture Dont get lost …… manage the issues

28 Canning Prefer Want Need Identify the Variables, Determine the Bargaining Range Prepare for Movement

29 Canning Widen the Scope (Big Pot)

30 Canning Timetabling What, When, Who, Where?

31 Canning Use small talk Question Manage agendas Go in high/low Trade, dont give Keep things open – nothing is agreed until everything is agreed SOPHOP Summarise Catch whats good for you, turn what isnt Widen the scope – explore dont reject Dont be bulldozed Take time-outs Watch the body language Be ready to close

32 Canning Small Talk – Go Fishing DAN

33 Canning Ask Questions Questions are winners!

34 Canning Use Agendas Dont get lost!

35 Canning Go in High/Low and Manage the Movement Low risk/return High risk/return

36 Canning Trade, Dont Give Ill open the book, if you show me the figures

37 Canning Nothing is Agreed Until Everything is Agreed We got a deal! Cant wait to tell everyone! All we have to discuss now are the service and warranty aspects…

38 Canning Soft On People, Hard On Points

39 Canning Summarise Better to check than guess The Welsh translation says: I'm not in the office at the moment. Please send any work to be translated.

40 Canning Catch Whats Good for You, Turn What Isnt We like your proposal but we cannot work with Nigel White Were glad you like the proposal What kind of person would you like to work with.

41 Canning Widen the Scope Explore, dont reject

42 Canning Give Yourself Time Let me sleep on it

43 Canning Take Time-Outs A break is better than breakdown!

44 Canning The Finns are well known for expressing their emotions... frustrationdepressionjoy angerdelighthilarity Watch the Body Language

45 Canning Closing the Deal Summarise with Conditional Hook and presumptive close

46 Canning Why Do People Co-operate? Principle of Liking Principle of Reciprocity Principle of Authority Principle of Social Proof Principle of Consistency Principle of Scarcity

47 Canning Managing the Meeting We need to talk about time. How much does it cost? I need to leave early. How many do you need?

48 Canning ? ? ? ? Managing the Meeting Exchange Explore Eliminate Small Talk Business update Central Message Agenda ? ? ? ? Probe, explain, summarise, and move on Package negotiation If we could would you …?

49 Canning Teamwork Prepare as a team Roles, not only functions Signals? Verbal linking Body language

50 Canning Dirty Tricks Avocado Straw Man Phantom Boss Trojan Horse Good Cop/Bad Cop Poor Man Deadline Bandit Door Knob

51 Canning hard on the person on the point soft hard soft Behaviour

52 Canning hard the giver on the person on the point soft hard soft Behaviour

53 Canning hard the loser on the person on the point soft hard soft Behaviour

54 Canning the caveman hard on the person on the point soft hard soft Behaviour

55 Canning hard the winner on the person on the point soft hard soft Behaviour


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