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Andrew Hupert

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Freelance Isn't Free - Negotiation Planning

Posted by Andrew Hupert on Aug 31, 2017 10:44:31 AM

Freelancers.   Entrepreneurs. Startup. Digital Nomad. Side-gigs.  Are you negotiating good deals?

Self-employed professionals have become part of the global economy — and if this is you then you face an unusual set of problems.

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Topics: Negotiating strategy, how to negotiate, freelance, Freelancers

Freelancing Isn't Free - A FlashPoint Explainer Video (3 minutes)

Posted by Andrew Hupert on Aug 31, 2017 9:56:09 AM

The 3 Challenges All Freelancers Must Manage:

 

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Topics: killer negotiating tactics, business survival skills, international negotation, Freelancers

Tactical Tuesday: Bluffing (aka: Business Lying)

Posted by Andrew Hupert on Aug 29, 2017 10:49:19 AM

AKA: Lying. Negotiating in bad faith, B.S.

Sample usage (Alvin and Bob): Bob was speaking to Alvin. “Listen, Alvin – this deal is yours to win or lose. Personally, I’d like to continue working with you. But I’ve got another team that wants in…” Bob knew that Alvin knew that Bob was lying. It didn’t matter, though, because Alvin was twitchy. Even the possibility that he could be replaced made him nervous.

 Intent: Misinformation. Tactical lying. Can be positive (“This opportunity is a game changer – it will literally change the way the game is played. Literally.”) or negative (“Take it or leave it. I’ve got lots of other state monopolies that want my products”) .

Style: Competitive or Accommodative. Bluffs work on the extremes – they bump up a competitive claim, or slow down an accommodator’s descent.

 

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Topics: Tactical Tuesday, Tactics, bluffing, Bluff, bluffer

Sources of Power: Allay His Fear - or Feed the Greed

Posted by Andrew Hupert on Aug 24, 2017 11:51:51 AM

Start Ups, Freelancers, Digital Nomads, & Giggers -- this is for you.

In every negotiation there is a balance of power. Someone has a stronger position – the other side is weaker. Don’t automatically assume that the bigger or richer counter-party automatically has a stronger hand.

Analyzing the balance of power is more about alternatives than brute force.   The best way to judge the power balance is to look at who needs the deal LEAST. The one who can walk away from the table with less damage, loss, and inconvenience is in the stronger position.

There’s always a power balance, but you are not always on the right side of it. This is especially true for younger negotiators, and those working as freelancers, start-ups, giggers, or digital nomads. Sometimes you need to figure out how to even the odds – and sometimes you have to learn to win from weakness.

 What are the sources of Power? 

There are 3 general sources of power for negotiators:

  1. Alternatives and Options
  2. Resources and Network
  3. Knowledge and Analysis

 FlashMBA's Negotiators Toolkit

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Topics: Negotiating strategy, Tactics, BATNA, Sources of Power, hope tactics, fear tactics

Sources of Power for Negotiators:  a FlashPoint Explainer Video (2 min)

Posted by Andrew Hupert on Aug 23, 2017 5:21:54 PM

FlashNote:  Sources of Power for Negotiators

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Topics: Negotiating strategy, killer negotiating tactics, flashpoints, Sources of Power, negotiation tactics

Tactical Tuesday: Exclusivity  (aka: Business Marriage)

Posted by Andrew Hupert on Aug 22, 2017 9:51:43 AM

Exclusivity

AKA: Business Marriage, You’re All Mine

Description: The negotiation is going well – really well. You are hitting it off with the counter-party, and you really seem to be on the same page. Then he comes up with a great idea – you should be exclusive partners! That will make everything more efficient and will leverage your partnership, right? It may do that, but it also lowers your BATNA and squanders a major source of power – your ability to walk away.

 Sample usage (Alvin and Bob):   Bob – “And of course, the new entity will own all of your creative output in its entirety.”

         Alvin – “Yeah, I guess. But only the work I do for clients, right. I mean, once a client pays or even commissions a design, then it’s off the market. But my design work outside of the office belongs to me.”

         Bob – “This agreement would cover all over you commercial output. If it makes money, then it belongs to the partnership.”

         Alvin – “So you will own 50% of my creative output? That’s doesn’t sound reasonable.”

         Bob – “And I’m offering you the same protection. Any new client that we get will go through you for design work. It’s a two way street.”

FlashMBA's Negotiators Toolkit

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Topics: Tactical Tuesday, Tactics, negotiating tactics, international negotiator, exclusivity

Your Killer Negotiating Plan Part 4:  Negotiating Styles

Posted by Andrew Hupert on Aug 17, 2017 2:23:54 PM

 Style / Relationship Planning

The final plan you should make is about your negotiating style – which is another way of talking about the relationship you’ll have with the other side.   The standard for discussing negotiating style is a matrix where the X axis is your ranking for how you value YOUR SIDE’s satisfaction with the outcome and the Y axis your ranking for how you value THE OTHER SIDE’S satisfaction of the outcome.

This the standard negotiating styles chart: 

  

(But it might be easier to think of this way:)

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Topics: Negotiating strategy, Cross cultural negotiation, killer negotiating tactics, strategic partner, international negotiator, negotiating style, building relationships

Tactical Tuesday:  The Big Lie (aka: The Showman)

Posted by Andrew Hupert on Aug 15, 2017 10:29:01 AM

AKA: Fake News, Conman, The Showman

 Description: The Big Lie is so over-the-top, so big, and so ludicrous that no sane person would say it unless there was some grain of truth to it. A Big Lie — “my team invented the Internet of Things” — isn’t supposed to be taken at face value. But the listener is supposed to believe that some percentage or degree is probably true.   You might respond, “Maybe his team didn’t really INVENT IoT, but he clearly has some expertise in the field,” when in fact there is absolutely no evidence to support that.

Sample Usage (Alvin and Bob): Once Bob was alone with David Simmons, the CEO of StorageWorld, he started his pitch. “Dave, I was on the team that wrote the first App and we’ve been pushing the envelope ever since. ClausTech was a pioneer in online applications when we started, and 12 years later we are still recognized as one of the world’s leading authorities on ecommerce systems.”

Intent: Start adjusting the agenda and positioning yourself as an expert.

FlashMBA's Negotiators Toolkit

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Topics: Tactical Tuesday, negotiating tactics, Cross cultural negotiation, big lie

What are Negotiating Tactics? Explainer Video

Posted by Andrew Hupert on Aug 10, 2017 9:30:00 PM

Is building your tactical negotiating plan easy and straight-forward?  No way.

 But learning how to do it is.  

Take a look: 

 

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Topics: Dueling narratives, Negotiating strategy, how to negotiate, Negotiating agenda, how to succeed at negotiation, Cross cultural negotiation

Your Killer Negotiating Plan Part 3:  The Tactical Roadmap

Posted by Andrew Hupert on Aug 10, 2017 9:18:21 PM

Every negotiator makes 3 sets of decisions about Strategy, Tactics, and Style/Relationship.If you are not making deliberate, analytic plans BEFORE you start negotiating, then you are putting yourself in a weak position – unnecessarily!

Your Tactical Roadmap

Last week we looked at strategic goal-setting,  where we set your ambitious upper limit and your rock-solid no-deal option. Now we will establish a tactical roadmap to reach those goals. Strategy is about limits – tactics are about methods.

While strategy is internal and confidential, tactical plans are outward looking and visible. If you are speaking, writing, proposing, or responding, then you are using tactics. Make sure you are using them to your advantage and defending against the other side’s tactics, with some solid analysis and planning.

Tactics are the give-and-take of a negotiation. You are proposing, maneuvering, responding, and countering. But whenever there is interaction across the table, there is potential for emotion over-reaction, misunderstanding, and conflict.

Strategic Planning for Negotiators:  Mind the Gap

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