Negotiation Strategies Lesley Stolz, Ph.D. Business Development [email protected] Outline Negotiation and Influencing Basics Negotiation Style Developing the Business Opportunity Progressing Negotiations From Agreed Terms to Binding Contract The Softer Side of Negotiation Take-Home Messages Negotiation is participatory Positional negotiation is not effective Power in negotiation comes from preparation Preparation is necessary prior to any interaction with the other party Ninety percent of the negotiation process is done before the first meeting Listening is probably your most important skill to develop The Art of Effective Negotiation “in good deal making, 90% of the real negotiation happens before you sit down to negotiate’” “effective negotiation is 90% attitude and 10% technique” Know yourself Know your own organization Know the opposite party Negotiation facilitates agreement when some of your interests are shared and some are opposed Negotiation is the process of evolving communication to get from opposition to consensus, manage conflict and reach agreement Negotiation principles apply as much to your inteal team as they do to an outside party Negotiation and influencing skills are critical to getting the best deal, facilitating problem solving, gaining support and building co-operative relationships Negotiation is central to gaining agreement and exercising influence The ability to influence others and resolve conflict is at the core of successful business Negotiatio ...ادامه مطلب