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GETTING MORE
How to Negotiate to achieve your
goals in the real world

– Stuart Diamond

By
Jayesh Darshane
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Contents

Purpose

Summary

My Understandings
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PURPOSE

• To be better Negotiator

• To understand important of effective communication and negotiation to achieve our goals

• Focus on goals
 Summary

What People What will be

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What are my How to reach
Want? required to
Goals ? there
persuade them

12 Strategies of Negotiation

• Goals are the key to any negotiation • Use their standards, not yours
• It’s never about you – it’s always about them • Be 100% transparent and ethical
• Be prepared to make emotional payments • Make sure you communicate and frame well
• Never forget every situation is different • Always focus on the real problem at hand
• In everything you do, be incremental • Embrace differences, they help negotiations
• Find ways to trade items you value unequally • Prepare – Make a list and practice
The Problem Solving Model 5
Situation Analysis
Problems and Goals 6) Needs/Interests- Both
parties
1 Goals
7) Perceptions- Role
2 Problems
Reversal
3 Parties (Decision maker)
8) Communication
4 Worst Case (No Deal) 9) Standards
5) Preparation 10) Reassessment of
Goals

Actions
16) Best Options (Deal
Options/Risk Reduction Breakers)
11) Brainstorm 17) Who Presents
12) Being Incremental 18) Process-(Agenda,
13) Third Parties Deadlines)
14) Communicate and Frame 19)Commitments/
15) Alternatives (To Improve Deal Incentives
20) Next Steps
My Understandings
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 Define Goals ; Goals are Paramount
• Stay focused on goals irrespective of ups and downs in the process.

 Take Incremental Steps rather then thinking about Final Results

• Will help to stay focused

 Understanding people’s perceptions.

• Give more importance to the person opposite, Do role reversal

 Having Positive Attitude and being transparent and constructive

• My attitude and my approach is critical
• To be highly credible- Being real and honest.
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 Empathy over emotions
• It works in negotiations
• Try to be rational rather than emotional

 Communicate
• Improve the communication, understand people’s perspective, their
standards.
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CONCLUSION

• Understanding importance of goals, communications

• Improving Attitude, being real, being honest
• Understanding People’s perception
• Practise strategies of negotiation