International Negotiation Skills
Canning
How to get the best from your partners
Getting to a Deal
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Impose a solution
Bully them
Persuade them with logic
Beat them with data
Sell the benefit
Beg them/Appeal
Bribe them
Compromise
Find creative options
Trade
Bargain
Getting a Deal
Negotiating a Deal
Mastering the Art of Movement
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A Game With Different Rules?
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Course Aims
•
To give you a tool box of selected skills
– we don’t tell you what’s right, we help you to choose
what’s right ‘in context’
•
To offer a structured way to prepare
– using ‘The Negamid’
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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!
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Scope of Approach
Relationship is key
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Long-term partnerships
‘Win-Win’
Let them win just enough
?
Medium-term relationship
‘Win-Lose’
‘Screw them it’s war!’
‘One shot deals’
Negotiation Process: Macro Flow
e
exchange
ee
explore
eliminate
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The Negamid
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Deal
Talking
Tactics/Targets
Aims and Strategy
C h a r a c t e r s
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C
C
Us
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p
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p
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t i
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Them
Culture
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Symbols
Behaviour
Language
Values
Attitudes
Assumptions
The Canning ‘FAB 5’ Approach
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Preparatory
Facts
Attitudes
Behaviour
Truth
Relationships
Time
Communication
The Human Condition
Facts
Attitudes
Behaviour
Experiential
The Five Dimensions of Culture
Relationships
Human
Condition
Truth
Culture
Communication
Time
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What is your Current Cultural Mind-Set?
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The ‘right’ mind-set
I think they
are strange
What you
have to
understand
about them
is …
It is
dangerous to
generalise
There are
cultural
differences.
It’s
important to
understand
them
See the
individual.
Empathise,
seek out the
common
ground
Canning Negotiation Survey
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nice guys or tricksters?
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
'no tricks for me'
'I use tricks'
(no answer)
Canning Negotiation Survey
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Canning Negotiation Survey
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Canning Negotiation Survey
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Cultural Preference?
Which nationality would you prefer to negotiate with?
50
40
30
20
10
0
US
GermanySimilar Culture
UK
Other Doesn't Matter
Competition
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Who are they?
What are they doing?
What are their strengths/weaknesses
How can we know more?
Company
• What do we know about them?
• How can we know more?
• What are their real interests?
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Characters
•
•
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Who are they?
How do they see you?
How can we know more?
What are their interests?
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Aims and Strategy
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Is your next move in line with your strategy?
Targets
Issue
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Your
Target
Their
Target
Entry
Point
Exit
Point
Trades
The ‘Live’ Skills
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Use small talk
Question
Manage agendas
Go in ‘high/low’
Trade, don’t give
Keep things open – nothing is agreed until everything is agreed
SOPHOP
Summarise
Catch what’s good for you, turn what isn’t
Widen the scope – explore don’t reject
Don’t be bulldozed
Take time-outs
Watch the body language
Be ready to close
Small Talk – Go Fishing
DAN
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Ask Questions
Questions are winners!
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Use Agendas
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Don’t get lost!
Go in ‘High’/’Low’ and Manage the Movement
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High risk/return
Low risk/return
Trade, Don’t Give
I’ll open the book, if you show me the figures
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Nothing is Agreed Until Everything is Agreed
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We got a deal!
Can’t wait to tell
everyone!
All we have to
discuss now are the
service and warranty
aspects…
Soft On People, Hard On Points
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Summarise
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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.’
Catch What’s Good for You, Turn What Isn’t
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We like your proposal
We’re glad you like
the proposal
but we cannot
work with Nigel
White
What kind of
person would you
like to work with.
Widen the Scope
Explore, don’t reject
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Give Yourself Time
‘Let me sleep on it’
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Take Time-Outs
A break is better than breakdown!
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Watch the Body Language
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The Finns are well known for expressing their emotions ...
joy
frustration
depression
hilarity
anger
delight
Closing the Deal
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Summarise with ‘Conditional Hook’ and presumptive close
Why Do People Co-operate?
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Principle of Liking
Principle of Reciprocity
Principle of Authority
Principle of Social Proof
Principle of Consistency
Principle of Scarcity
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Managing the Meeting
How many
do you need?
How much
does it cost?
I need to
leave early.
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We need to
talk about time.
Managing the Meeting
Exchange Small Talk
1
2
?
Explore
Business update
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Central Message
3
?
4
?
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?
Agenda
?
Probe, explain,
summarise,
and move on
?
Eliminate
Package
negotiation
‘If we could
would you …?’
Dirty Tricks
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Avocado
Straw Man
Phantom Boss
Trojan Horse
Good Cop/Bad Cop
Poor Man
Deadline Bandit
Door Knob
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Behaviour
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on the point
soft
soft
hard
hard
on the
person
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Behaviour
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soft
on the point
hard
soft
the giver
hard
on the
person
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Behaviour
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on the point
soft
soft
hard
hard
on the
person
the loser
Behaviour
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on the point
soft
soft
hard
hard
on the
person
the caveman
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Behaviour
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soft
on the point
hard
soft
the winner
hard
on the
person
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