2015 Every Building Conference & Expo | June 28-30, 2015
Today’s Take-Aways
Phase One - Planning
• Goals and Objectives
• BATNA
• Reservation Price
• Know the Other Side
Phase Two - Setting the Stage
• Your goal is to create a productive environment
• The importance of being comfortable
• Negotiating the gender gap
Today’s Take-Aways
Phase Three - Tactics
• Using Effective Tactics
• Responding effectively
Phase Four - Follow through
• The spirit of the deal
• Building, not burning, bridges
The Negotiations Process
• Planning
• Setting the Stage
• Tactics
• Follow Through
Phase One: Negotiation Planning
Before you start do you know your “Key 3”?
#1 Goals
#2 BATNA
Successful
Negotiations
#3 Walk-Away
Price
The Negotiations Process
• Planning
• Setting the Stage
• Tactics
• Follow Through
Effective Negotiations
“Setting the Stage” is:
• Creating an environment that is productive
• Knowing where the other side would be most
physically/emotionally comfortable?
Negotiating the Gender Gap
Why the Gender Gap?
• Biological Influence
• Early Conditioning &
Expectations
• Societal Norms
Gender Perceptions
Masculine Traits:
• Contest/competition
• Individual status
• Confrontation
• Independence
Feminine Traits:
• Relationships to others
• Community
• Modesty
• Harmony
Awareness of Gender Issues
Issue Number One: The Backlash Fear
• Fear of being punished if being perceived as too “pushy”
or “demanding.”
• Concerns about behaving contrary to deeply ingrained
gender expectations
Girl
Witch
The Negotiations Process
• Planning
• Setting the Stage
• Tactics
• Follow Through
Negotiation Tactics
Tactic # 1: Who Should Go First?
Tactic# 2: How to Give Concessions
Tactic# 3: Dealing with Trust
Tactic# 4: Use of Multiple Offers
Tactic# 5: Be Aware Of These Gambits
Negotiation Tactics
Tactic # 1: Who Should Go First?
Who Goes First?
“Substantial psychological research
suggests that, more often than not,
negotiators who make first offers come
out ahead…By making the first offer,
you will anchor the negotiation in your
favor.”
Should You Make the First Offer, Harvard Negotiation Newsletter
Negotiation Tactics
Tactic# 2: How to Give
Concessions
Concessions
Rules for effective concessions
• Give small concessions early on
– Creates climate of reciprocity, but don’t
continue to give to someone who cannot or will
not return the favor
• Measure the point value of each concession
– Keep a score of what you have given
– Explain how valuable your concession is to the
other side and how costly it is to you
Negotiation Tactics
Tactic# 3: Dealing with Trust
Dealing with Liars
What Can You Do:
• Ask same question in different ways
• Look out for responses that do not answer the
questions you asked. Rephrase and go for yes
or no answer
• Ask if all material facts have been disclosed and
ask for back-up documentation
• Set a trap and ask questions that you already
know the answer
Negotiation Tactics
Tactic# 4: Use of Multiple Offers
Multiple Offers
Have you considered multiple
simultaneous offers?
• As much as possible, each should have
equal value to you
• Each should have a different facet
– Amount of up front cash
– Financing offered
– Options to purchase X in the future
Negotiation Tactics
Tactic# 5: Be Aware
Of These Gambits
Effective Negotiations
Gambit Defined by Webster:
Something done or said in order to gain an
advantage or to produce a desired result.
The Negotiations Process
• Planning
• Setting the Stage
• Tactics
• Follow Through
Follow through:
Enhancing the Relationship
• Would you want to do business with each
other again?
• How do you know how the other side feels
about the deal?
• Did you do a little something extra after
everything was completed?
• Don’t do a victory dance!
Additional Information
A Final Thought...
“In times of change, learners inherit
the world - while the learned remain
beautifully equipped to deal with a
world that no longer exists.”
Eric Hoffer