How to do business across cultural boundaries.
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.
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.
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:
The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.