FlashMBA.com: The Evolution of Professional Skills Training

Tactical Tuesday: Good Friends (aka: Besties)

Posted by Andrew Hupert on Mar 29, 2017 2:54:04 AM

Good Friends

AKA: Besties, BFFs, Let's do lunch

Some deals are enhanced when you can build a cordial, professional relationship, and one of the best ways to do that is to get your counterparty out of the office and into neutral territory. Friendly is great, as long as it helps you. That means doing the analysis first, and then taking the lead on process issues, like picking the setting and engineering the terms of the new relationship.   At the end of the day, however, you have to make sure that the time and effort you put in is justified with specific gains.

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Topics: Tactical Tuesday, Tactics, how to negotiate, relationship building

How to Negotiate Successfully:  Power or Influence? (Part 1)

Posted by Andrew PIHF on Mar 25, 2017 12:59:07 AM

Every student or client I have ever trained to negotiate has one simple question floating around in his or her head – how do I WIN?   From the sharkiest competitor to the most cooperative collaborator, everyone wants to get something out of a negotiation.  

The answer is simple. You win by exerting either power or influence. Unforunately, in this case simple doesn’t mean EASY, it means NOT COMPLICATED.

Power: When you have at least one attractive alternative to this counterparty, and don’t care about the relationship.

 Influence: When you have limited alternatives and/or value the relationship.

(Spoiler alert – if you are reading this then you – like the vast majority of negotiators – are relying on influence.) FlashMBA's Negotiators Toolkit

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Topics: Tactics, how to negotiate, Power, PIHF, Influence, negotiating tactics

Tactical Tuesday:  Big Guns

Posted by Andrew Hupert on Mar 7, 2017 10:41:09 AM

Negotiating Tactic:  Big Guns

AKA:  Higher Authority

Description:  Sometimes you have to bring in the “Big Guns” from within your own organization – but it’s a good idea to make sure your own house is in order first.  

It is not uncommon to decide that  you need a little help from higher up in your own organization.  If you need more resources or a change in standard operating procedure to move your negotiation forward, then the only option is to move up the corporate ladder.

FlashMBA's Negotiators Toolkit

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Topics: millennial professionals, Tactical Tuesday, how to negotiate, big guns

Training Millennial Managers to Negotiate

Posted by Andrew Hupert on Feb 9, 2017 12:50:48 PM

Negotiating skills are key to career and leadership development, but for many millennial managers this is a challenging area.

Negotiation is a process for bridging the gap between where your organization is now and where you want it to be. At its core, the negotiation skill is really a very simple equation:

 Goals – Best Alternative
= Negotiating Agenda.

All successful negotiations are built around goals and best alternative (you may know the phrase BATNA – Best Alternative to No Agreement. Same thing.)

Millennials tend to have a quirky way of viewing goals and best alternatives, and they may not align with your training and onboarding needs.

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Topics: millennial professionals, L&D, Millennial, how to negotiate, millennial managers

How to Negotiate Like a Boss – Millennial Edition (Part 2)  BATNA Analysis

Posted by Andrew Hupert on Jan 30, 2017 3:49:11 PM

Takeaway:  Your bottom line position is your Best Alternative to No Agreement.  What have you got if there is no deal?


Last week  we discussed the difficulties of setting negotiating goal-systems, but that is only half the problem. The real difficulty is the other side of the range – the Best Alternative.

Boss Rules 

  • Alternatives are your main source of bargaining power.
  • Good negotiators are brutally honest about their options – and obsessive about building finding new ones.
  • The worse you alternatives, the more important that you understand is.
  • BATNA or Best Alternative to No Agreement sets the bottom line in a negotiation. This is your situation if there is no agreement (for whatever reason).  

Don’t let the “best” in BATNA – Best Alternative to No Agreement - confuse you. This is the bottom line, the no-deal option, the situation your are stuck with if the answer comes back as a definite NO.   It would be more accurate to call this the “least worst” option. It sets the bottom of your negotiating range, since no rationale actor willingly harms his own interests.  

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Topics: millennial, how to negotiate, BATNA

How to Negotiate: Dueling Narratives

Posted by Andrew Hupert on Jan 26, 2017 5:28:06 PM

A New Definition of Negotiation: Dueling Narratives 

Takeaway: Every negotiation is a duel between two competing narratives. You have your story, and he has his.

In your story, you are the hero – trusty and brave. Your treasures are rare and valuable; your requirements reasonable; the benefits immense.

In HIS story, you are a common peasant, your offering is ordinary and he has many other options – all at least as good as yours. If you start haggling over prices before you have won him over to your basic premise, you are fighting from a weak position.

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Topics: Dueling narratives, Millennial, Flash Points, Strategy, how to negotiate

How to Negotiate Like a Boss - the Millennial Edition

Posted by Andrew Hupert on Jan 23, 2017 10:01:55 PM

Takeaway – All business professionals need negotiating skills, but millennials tend to make their lives more difficult with fuzzy goals. A little professional skills training will give you the competitive advantage you need.

Boss Rule – Know where to open and when to walk away. That means setting good SMART goals and understanding your bottom line before you get to the negotiating table.

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Topics: Millennial, how to negotiate, SMART goals

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,

The GOBLINS 10 Commandments of Negotiation (Annotated)

Posted by Andrew on Sep 9, 2016 10:11:16 PM

1. Don’t talk and think at the same time.

• Prepare, Prepare, and Prepare some more. Put in as much time as you possibly can on research, analysis, and preparation. Involve as many stakeholders and internal resources as possible.
• Control time – don’t allow them to pressure you into “take it or leave it” decisions. Good negotiators will try to maneuver you into a position where you have to react right away and commit before you have all the facts. Don’t do it. Tell them that you won’t do business with people who use strong-arm tactics.

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Topics: Negotiation, Strategy, Tactics, how to negotiate, how to succeed at negotiation

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FlashMBA's Negotiators Toolkit
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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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