FlashMBA.com: The Evolution of Professional Skills Training

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

Read More

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

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:)

Read More

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

Tactical Tuesday:  Marry Me!  (aka: You and Me against the World)

Posted by Andrew Hupert on Aug 8, 2017 9:32:35 AM

Name: Marry Me!

AKA: You and Me Against the World, Local Expert, Needy Ned

Description:  One side wants a relationship more than any other deal point or variable.   Unfortunately they may not have much else to offer.

If you have a strong brand, a protected technology, good marketing channels, or some other entrenched competitive advantage, you’ll find that there are plenty of potential partners who want to lock you into some form of strategic tie-up — even if the terms of the actual business aren’t particularly well defined.  Don’t be fooled by the low-cost, low-maintenance terms of the deal.   The moment you hint that a partnership isn’t completely out of the question, your new devotee is going to leverage this relationship within his or her own network.  This is very common with counterparties who are significantly smaller or new to the market. Scrappy boot-strappers love this move – you might not.

 Sample usage (Alvin and Bob):

            Alvin: I met a guy at the Chicago conference from China. TJ Chen, head of Hangzhou Software. Sounds like he has great connections in China.

            Bob: It always sounds like someone has great connections in China. What of it?

            Alvin: He wants to talk about distribution and localization.

            Bob: In China?

            Alvin: Yeah. I know that wasn’t exactly on our map, but TJ seems to feel we’d be a great match. He has the government connections and marketing channels. All we’ll have to do is pay for localization of the product into Chinese – but his engineers are all bilingual. He’s talking about an exclusive relationship.

            Bob: So we’re providing the IP, the product, AND we’re paying to translate it? All this guy is offering is to hold our hand and be a soft shoulder to cry on when and if things stall out. Meanwhile, he has EVERYTHING of ours.

            Alvin: We need local partners if we want to expand internationally.

            Bob: This guy isn’t a partner. He’s an opportunist. Don’t even take another meeting with him.   Partners share risk and costs. This is just a showboat who wants to tell his home network that he has a big deal with a foreign designer.

Strategic Planning for Negotiators:  Mind the Gap

 

Read More

Topics: Tactical Tuesday, how to negotiate, millennial managers, negotiating tactics, marry me, killer negotiating tactics

Something Powerful

Tell The Reader More

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.

Remember:

  • Bullets are great
  • For spelling out benefits and
  • Turning visitors into leads.

Subscribe to Email Updates

FlashMBA 

Professional skills training delivered in a fast, flash-card format.

Online classes, slideshows, videos and articles focusing on soft-skills.

  • Negotiation
  • Communication
  • Leadership
  • Problem-solving

Manage your skills training like you manage your career.

Subscribe to Email Updates

FlashMBA's Negotiators Toolkit
Join the Managing Millennials Newletter

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

Share FlashMBA Articles

     

Follow Flash