GROUP 6

TOP FIVE
NEGOTIATION
TIPS
 01 02 03 04
Introduction Review Tips Summary
 OUR TEAM
MEMBERS
NHU HAO

THUY TIEN

MAN QUYEN
WHO WANTS TO BE THE
BEST NEGOTIATOR?

Stand up to answer

10 questions related
to negotiation

The team with the

most points wins
THE FLINCH TECHNIQUE

01 What does “flinch” mean?

02 Why use the Flinch Technique?

03 How to use the Flinch Technique?

SOME “FLINCH”
REACTIONS

Nervous smile Raise eyebrows

A gasp Voice

Pouting Exclamation
 REAL EXAMPLE OF
FLINCH TECHNIQUE
during a salary negotiation
pauses briefly, appears surprised, and displays a
subtle flinch or hesitation.
 WHAT IS THE
"NIBBLING" STRATEGY?
Making small additional requests after
reaching an agreement on the main terms

Lack of
justification

Ignoring the other

party's perspective

Timing
Common mistake
 WAYS TO EXECUTE THE NIBBLING
STRATEGY IN NEGOTIATION

Set up the main Identify additional Timing Justify the

terms requests requests
Reasonable and
How they benefit
Be relatively not disruptive to
An agreement on both parties or
minor but still the negotiation
the main terms address specific
valuable process.
concerns/needs
An example of the nibbling strategy

By making small requests after the

main negotiation is settled, Trump
could potentially gain extra value
or advantages without significantly
impacting the overall transaction.
 WHAT IS THE "KNOW WHEN TO
WALK AWAY" STRATEGY?
In some scenarios, the best negotiation
outcome is to walk away if:

the terms or conditions are not favorable

the other party is not willing to engage in a
fair discussion.
Emotional
decision-making

Failing to gather
relevant
information
Failing to accurately
Common mistake assess the value of
the deal
WAYS TO EXECUTE THE "KNOW WHEN TO
WALK AWAY" STRATEGY

Assess and evaluate Express your Maintain

Seek alternatives
the current offer concerns professionalism
Explore other Maintain a
Compare them Express your options or professional and
against your concerns to the alternatives that respectful
goals and limits other party may be available demeanor
to you
AN EXAMPLE OF “KNOW WHEN
TO WALK AWAY” STRATEGY

In 2020, Elon Musk was in talks

with the authorities of Texas to
decide the location for a new
Tesla factory

He stated that Tesla would

prefer to work with states that
support sustainable energy
sources

Texas government was unable

to meet his demands for a
number of reasons.

He decided to leave this

negotiation. He communicate
his decision respectfully.
FINDING NEXT-BEST
ALTERNATIVES FOR
NEGOTIATION
WHAT ARE THE
COMMON MISTAKES?

Tunnel vision: Lack of perspective and flexibility

Accepting subpar offers: Accept suboptimal deals

Missed opportunities: Limits our ability

 Identify Your
Alternatives

BEST
Don't Reveal Your ALTERNATIVE
Evaluate Your
BATNA Prematurely TO A
Alternatives
NEGOTIATED
AGREEMENT

Use Your BATNA as

Leverage
 BUSINESS
EXAMPLE

Microsoft was involved in a

high-profile antitrust case
with the U.S. Department
of Justice (DOJ)
CREATE WIN-WIN
OFFERS
Creating win-win solutions in negotiations is
a collaborative approach that aims to satisfy
the interests and needs of both parties
involved
WHAT ARE THE
COMMON MISTAKES?

Focusing solely on your own interests

Insufficient preparation
Lack of effective communication
Failing to explore alternatives
Allowing emotions to dictate decisions
Neglecting to build rapport and trust
 HOW CAN WE
IMPROVE?
Understand the interests of both
parties
Collaborate and brainstorm
Explore trade-offs and concessions
Build trust and rapport
Use objective criteria
 A REAL
EXAMPLE

The 2018 Airline

Pilot Strike in
Ryanair
GROUP 6