Trace

Some pointer

• do research, know what you want
• the more you negotiate, the more comfortable you become.
• start from bottom -> top (decision maker, manager, customer retention instead of customer service)
• pleasant demeanor for win-win result “I want to help”
• success may not be desired come – success is asking
• people tend not to ask for themselves – receiving “no” is more personal in this case of when ask for other as the “no” is less personal
• More face time = less rejection
• before negotiation, research on reasons why people say no and how to respond
• expect “NO” several times
• Anchoring: if you do not know, do not put the number first.
• Acknowledge disadvantages before proceeeding
• “Can you do better than that” “Could you work with me?”
• Customer retention vs. Customer service
• Pitfall of 5 styles of negotiation = wrong time and wrong usage and overdependence on one style
• Know “wish” “want” “walk” price -> establish reference point to avoid sellers or buyers remorse
• ZOPA – negotiation is about adjusting preference point
• BATNA
• Do not be a MALCONTENT
• shirt / office convey power. Try to negotiate in neutral or advantageous place

I obtain this material from my recently attended “Negotiation” class in CMU. Digressing a bit, the class is wonderful. The professor (Jared I think) can really deliver the material. And the wealth of experience from class mates are simply fabulous. Some of my take from my May 24th class is the three rules of win-win negotiation – which based on this belief that there is indeed EXIST in every negotiation the chance that both parties could win from negotiation. In short, here they are:

1. Change the behavior from adversarial to cooperative
2. Develop trust by listening
3. Explore options for mutual satisfactions

Some pointer for each rules

Change behavior from adversarial to cooperative

• Do not adopt other hostility
• Position yourself as partner than negotiator
• Try to understand point of view by asking and listening
• Create atmosphere of cooperation
• Avoid right and wrong arguments
• Understand that gaining satisfaction for both party is important
  • Go beyond other negotiator’s position
  • Ask question
  • Try to satisfy

Develop trust by listening

• 70% listening + 30% talk
• Ask probing question
• People do not like contradiction, lean toward validation – allow others to express their stand before reposition your stand as addition to the others.
• Do not interrupt
• Understand position
• Do not contradict

Explore options for mutual satisfaction

• Focus on solving the problem – use “WE” instead
• Brainstorm for options for outcome
• Do research, build area where they are more agreeable
• Break agreements into parts
• Find as many agreements as possible.

Notice the most common pattern: ask. Indeed to get into win-win situation, negotiator needs to spend extra effort in seeking out and finding out more about your counterparts. The idea is that both parties must come to a realization that the  size of the pie is not constant. More can be done to expand the pie.

Some pointers I should jot down on some ways to expand the pie

• breakdown the common niche target
• break all assumptions
• explore for possible convenience factor