Lets approach the crime scene

By:
Trishna Chalana
Aditya kelkar
Minoti shrivastava
George joy
Mohammed faruki
Kumar simant
INTRODUCTION
The key ingredients for a successful negotiation:

Know your counterparts well
Figure out other partys constraints
Interpret demand as opportunity
Befriend your adversaries
Dont stop when a deal is lost
PRINCIPLE 1:
WHAT are the demand of other party and WHY

Works in straight forward negotiations
Learn about situations and people involved


PRINCIPLE 2:
Constraints of other party

Attempt to discover and help other partys constraints
Their problem
Understand difference between Acting in self interest
and acting with tied hands
Interpret Demands as Opportunities
For Investigative negotiators,
DEMAND = REVELATION
How can I use this information to create value?
Shifts the effort from fighting towards the hidden
opportunity.
Comes up with innovative counteroffers to grab the
opportunity.



PRINCIPLE 3:
o Create Common Ground with Adversaries

Compete and cooperate Simultaneously
Its shortsighted to think in only 1 dimension.
As long as there is mutual benefit, parties should
consider cooperation.
e.g. : Apple and Samsung
PRINCIPLE 4:
PRINCIPLE 5:
Continue to investigate even after the deal appears
to be lost
What would it have taken to reach an agreement?
When not in selling mode its easier to get candid
information
Gives important information that will help in
improving future negotiations


Distinction between selling and negotiating:
Selling: Telling people virtues of product and trying to get into
agreement
Negotiating: Selling + strong focus on other sides interests
Negotiation is an information game




V/S

PRINCIPLE 5 (CNTD):
GETTING INFORMATION FROM DISTRUSTFUL
NEGOTIATORS
3 tactics that can help in obtaining information when
there is distrust :
1. Share information and encourage reciprocity
2. Negotiate multiple issues simultaneously
3. Make multiple offers at the same time
THANK YOU