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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

Negotiation is a Duel Between Competing Stories.  Watch the video.

Posted by Andrew Hupert on Aug 7, 2017 9:49:42 PM

Negotiation is a duel between two competiting narratives.  You have your story -- he has his.  How can you turn this to your advantage?  

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

5 Business Skills That All Negotiators Must Master

Posted by Andrew Hupert on Jan 19, 2017 11:15:04 AM

Business Negotiation is not a single skill.

It is 5 Business Skills...

and you have to master all of them to succeed. Good negotiators understand the mechanics of negotiation – the planning and tactical positioning – but that is just the
beginning. If you want to be a successful negotiator, you also need to master: 

  •             Business analysis & strategic planning
  •             Communication
  •             Management
  •             Critical thinking and problem solving
  •             Leadership

FlashMBA's Negotiators Toolkit

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Topics: millennial professionals, Negotiating strategy, Strategy, how to negotiate, Negotiating agenda, how to succeed at negotiation, Cross cultural negotiation, business skills,

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ChinaSolved: Business Solutions for International Negotiators

The International Negotiator: Apple in China (from FlashMBA.com)

Nothing stays off the table forever. Apple recently removed access to VPN services on its China App Store in compliance with government wishes. VPNs, or Virtual Private Networks, are the chief method...Read more

3 Negotiating Takeaways from the NK Coal Boat Maneuver

Win-Win with Chinese Characteristics The new US administration seemed to score a big coup in Asia last week, when China blocked a fleet of North Korean cargo ships carrying coal to Chinese markets....Read more

Three Negotiating Issues to Watch at the Xi Trump Meeting

The upcoming Xi – Trump meeting is the first face-to-face sit down between the two leaders.  The US side has been clear about what it wants from China, but it’s not quite as clear what it plans...Read more

The Future of US-China Commercial Relations: Welcome to the Multiconomy

Takeaway – Established Western brands will continue to defend their global leadership positions for a while yet, but Chinese corporates are taking control of growing niches and new...Read more

5 Negotiating Lessons from Sec. of State Tillerson’s Beijing Trip

That treacherous opening Chinese toast. US Secretary of State Rex Tillerson made his first official visit to China last weekend, and the White House probably sees it as one of the bright spots in a...Read more

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