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Power Negotiator Trng

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a 2 day negotiation skills program for Sourcing teams and everybody who negotiates

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Power Negotiator Trng

  1. 1. Power NegotiatorYou don’t get what you deserve, you get what you negotiate<br />designed for <br />Everybody who needs to negotiate<br />By<br />Direction One Consulting<br />
  2. 2. Objective of the Program<br />To understand various negotiation tactics and counter-tactics.<br />To evolve a philosophy of negotiations for Mahindra 2w sourcing department.<br />To understand and practice a structured way of negotiating.<br />All the above leading to higher productivity<br />Direction One Consulting<br />
  3. 3. The POWER Negotiating Process<br />Working with effective arguments and tradeoffs<br />Reaching and documenting agreements on a win-win note<br />Effecting compromises<br />Open your positions<br />Prepare<br />Direction One Consulting<br />
  4. 4. How to prepare for a Negotiation?<br />Have three different positions planned:<br />Your opening position.<br />Your ideal position.<br />Your walk – away position.<br />Add more variables.<br />Estimate cost and value – low cost to you and high value to the other party.<br />Practice to assertively justify your needs and wants<br />Direction One Consulting<br />
  5. 5. How to decide an opening position?<br />Costs.<br />Profits.<br />What the market can bear.<br />Equal consumer and producer surplus.<br />Direction One Consulting<br />
  6. 6. What variables can I add to my negotiation?<br />Volumes.<br />Price.<br />Payment terms.<br />References, letters of recommendations.<br />Mould costs.<br />Machinery.<br />Financial assistance.<br />Training.<br />Direction One Consulting<br />
  7. 7. Tactics and Counter-tactics<br />Tactic = ask for more<br />Counter-tactic = Swing an equal step to the other side of your ideal position.<br />Direction One Consulting<br />
  8. 8. Tactics and Counter-tactics<br />Tactic = Make a ridiculous first offer.<br />Counter-tactic = Respond with an equally ridiculous counter offer<br />Direction One Consulting<br />
  9. 9. Tactics and Counter-tactics<br />Tactic = Higher authority.<br />Counter-tactic = Respond with a higher authority of your own.<br />Direction One Consulting<br />
  10. 10. Tactics and Counter-tactics<br />Tactic = Good cop, bad cop.<br />Counter-tactic:<br />Point out the tactic.<br />Introduce a bad cop of your own – real or imaginary<br />Direction One Consulting<br />
  11. 11. Tactics and Counter-tactics<br />Tactic = personal attack.<br />Counter-tactic:<br />Point out the tactic.<br />Agree with the feeling, not with the statement.<br />Agree with the statement in general, while excluding yourself from it.<br />Direction One Consulting<br />
  12. 12. Tactics and Counter-tactics<br />Tactic = Reluctant seller or buyer.<br />Counter-tactic = Do the same<br />Direction One Consulting<br />
  13. 13. Tactics and Counter-tactics<br />Tactic = Constant grinding, asking for more and more.<br />Counter-tactic:<br />Trade off, ask for something in return for everything you give.<br />Start tapering the discounts.<br />Direction One Consulting<br />
  14. 14. Tactics and Counter-tactics<br />Tactic = Getting stuck on a particular position.<br />Counter-tactic = Park the point for the time-being, agree to come back to the point after other issues are sorted out.<br />Change the people involved.<br />Direction One Consulting<br />
  15. 15. Tactics and Counter-tactics<br />Tactic = low budget.<br />Counter-tactic:<br />Find out budget.<br />Explain value.<br />Talk to someone of higher authority.<br />Scale down the specs to match the budget.<br />Adjust on some other variable like volume or payment terms.<br />Share costs to reduce eg transport.<br />Direction One Consulting<br />
  16. 16. Tactics and Counter-tactics<br />Tactic = Competitive comparison.<br />Counter-tactic:<br />Politely ask for proof.<br />Ensure it is an apple to apple comparison.<br />Add variables, reduce the benchmarks of comparison.<br />Trade offs and taper discounts.<br />Direction One Consulting<br />
  17. 17. Tactics and Counter-tactics<br />Tactic = I am your best friend.<br />Counter-tactic:<br />So am I, but I am also answerable to my seniors.<br />Probe and be on guard.<br />Direction One Consulting<br />
  18. 18. Tactics and Counter-tactics<br />Tactic = discount first, then large order.<br />Counter-tactic:<br />Offer staggered discounts.<br />Direction One Consulting<br />
  19. 19. Tactics and Counter-tactics<br />Tactic = slow player.<br />Counter-tactic:<br />Make yourself unavailable for some time.<br />Test with a tentative close.<br />Direction One Consulting<br />
  20. 20. Evolving a philosophy of negotiations<br />Think of the best negotiating situation that you were a part of.<br />Think of the worst.<br />What kind of behaviours………<br />What kind of feelings……….<br />Lets evolve a philosophy of negotiating for Mahindra 2 Wheelers Sourcing department<br />Direction One Consulting<br />
  21. 21. Win win is….<br />You do business, not because you have no other choice, but because you want to.<br />You want to maintain the relationship, even though you have no need to.<br />And both the above points are still true even when both parties know everything about each other.<br />Direction One Consulting<br />
  22. 22. The POWER Negotiating Process<br />Working with effective arguments and tradeoffs<br />Reaching and documenting agreements on a win-win note<br />Effecting compromises<br />Open your positions<br />Prepare<br />Direction One Consulting<br />
  23. 23. Understanding the financial implication<br /><ul><li> Sales Rs 100.
  24. 24. Costs Rs 90
  25. 25. Calculate impact on profits if:
  26. 26. Sales increase by 10%.
  27. 27. Costs reduce by 10%.</li></ul>Direction One Consulting<br />
  28. 28. Understanding the financial implication<br /><ul><li> Cost Rs 100.
  29. 29. Calculate impact on profits if:
  30. 30. payment terms agreed for 30 extra days.</li></ul>Direction One Consulting<br />
  31. 31. 7 steps to action!<br />1. Visualize what you want in personal and professional life.<br />2. Select one activity – implement the 21 day rule.<br />3. Be like the deer in commitment.<br />4. Announce your action plan to all.<br />5. Use the help of other people - appoint a buddy/ nagger.<br />6. Write it down, send to buddy / nagger.<br />7. Discuss with manager.<br />Direction One Consulting<br />
  32. 32. Maneesh Konkar<br />Email:<br /><br />Facebook:<br />Tel: +91 – 98205 03710<br />Direction One Consulting<br />