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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

Tactical Tuesday: Dropping Anchor (aka: Stage Setting)

Posted by Andrew Hupert on Aug 1, 2017 10:04:29 AM

AKA: Stage setting, Ambitious Open, Seizing the agenda

Description: Deliver your ambitious opening offer first, and set the range of all subsequent discussion. Anchoring is useful for establishing a price or value range – and for determining the negotiating agenda.  You must be confident in your opening offer, however, since you can’t raise it later.

Intent: Seize the initiative, influence value, and set the agenda.

Style: Competitive – but can be Collaborative.

Category: Value Manager

FlashMBA's Negotiators Toolkit

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Topics: Tactical Tuesday, negotiating tactics, Negotiating agenda, Drop anchor, Anchoring

What is Your Negotiating Agenda?

Posted by Andrew Hupert on Jul 20, 2017 11:26:37 AM

 The old saying is true: If you fail to plan, you are planning to fail.

A negotiating agenda is your plan for success.   The first commandment of negotiation  is “never think and speak at the same time”. Your agenda is the advanced planning that will prepare you for any contingency once you are at the negotiating table. It is made up of 3 components:

  • Deal points / Variables
  • Process
  • Relationship 
FlashMBA's Negotiators Toolkit
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Topics: how to negotiate, Negotiating agenda

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)

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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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