Upload
others
View
9
Download
0
Embed Size (px)
Citation preview
©Te
amworkin
gInternationalLtd2020
Teamworking International Ltd © 2020 all rights reserved
[email protected] +44 (0) 1590 644107
BlackBeltNegotiationGenerateanextra£27,000permonth
Howtogetthedealyouwantandbuildbetterrelationships!
TheNeuroscienceofNegotiation
©Te
amworkin
gInternationalLtd2020
What’stheirpassion?
©Te
amworkin
gInternationalLtd2020
BrainRule1:Thebrainisasocialorgan
Thecollaborativebrain
8
VentralStriatum
Dopaminerewardsystem
©Te
amworkin
gInternationalLtd2020
Under pressure the thinking brain shuts down!
Objectives - long term and short term
Discover common ground • LinkedIn, Facebook • Pre-meet can increase success from 55% to 90% • In group / Out group bias
What’s your Plan B
Tradeables
PREPARE
Your notes, pricing, strategy etc are easily visible to you but not them in a virtual environment!
©Te
amworkin
gInternationalLtd2020
Inourhunter/gathererdays,encounterswithanothertribeusuallyendedindeathThislivesontodayasin-groupout-groupbias
• In-groupheareachother’sideasastheirown• Iftheyseeyouastheout-group,theywon’t
evenhearyourideas• Findingcommongroundbringsyouintotheir
in-group…andgetsyouheard
Ingroup/outgroupbias
12
blah,blah,blah
yeah,greatidea
©Te
amworkin
gInternationalLtd2020
EmotionorLogic?
Performance
DecisionsEmotion
FactsandInformation
Dealmaker
Dealbreaker
Pollquestion
©Te
amworkin
gInternationalLtd2020
Onlinesubscription$59Printsubscription$125Printandonline$125
Rationalbuyingdecisions!?
16%
84%
68%
32%
$11,444$8,012
PredictablyIrra4onal,DanAriely,2010
©Te
amworkin
gInternationalLtd2020
Brain rule 2: the brain can only evaluate against an expectation
Greatexpectations
20
Betterthanexpected
Worsethanexpected
Expectation
ReferencePoints
Low
“Gettingagooddeal”ismoreimportantthantheactualprice.
—>positiveemotionalresponse
£1200
£1100
£1100
£1000
Dopamine
Cortisol
©Te
amworkin
gInternationalLtd2020
What do they want? • Listening, Questions
Build rapport especially virtually! • Reward vs. Threat • Shared organisational values
Listen for signals and movement
Be careful what you promise! • Don’t create false expectations
Interest vs. position
DISCUSS
It’s tempting to skip this stage as people are more ‘on task’ virtually
©Te
amworkin
gInternationalLtd2020
PositionVisible
InterestHidden
RogerFisher&WilliamUry,Ge7ngtoYes
©Te
amworkin
gInternationalLtd2020
Testing the tradeables • If you could buy 300 units • Then I could consider a volume discount
Don’t disclose your numbers • Retains flexibility • Avoids false expectations
No firm commitments TEST
©Te
amworkin
gInternationalLtd2020
Whyemotionstakeover
25
friend or foe? freeze, fight, flight
SurvivalFast,automatic
Gut-feel,emotions
ThinkingSlow,analytical
Veryenergyhungry!
conscious
non-conscious
fivetimesmorepowerful
©Te
amworkin
gInternationalLtd2020
minimisedangermaximisereward
TwomotivationsBrain
scanningforthreat
dopamineoxytocin
threat response
reward response
cortisoladrenaline
Whatnegotiatingbehaviours• increasethreat• increasereward
Defend:TunnelvisionWin-lose
Self-focused
Discover:Innovative
Solution-focusCollaborative
Brainrule3-empathymeansthehostagesgofree
©Te
amworkin
gInternationalLtd2020
Now add your numbers • If you could buy 300 units; • Then I could consider a 13% volume discount
Make a counter offer!
Don't give without getting!
TRADE Pollquestion
Beware: people tend to make rushed, unconsidered counter-proposals virtually
©Te
amworkin
gInternationalLtd2020
Beware of nibblers!
Confirm what you’ve agreed
Summarise - closed questions
CLOSE
The record button is a great help in remembering what was said!
©Te
amworkin
gInternationalLtd2020
£300£137+VAT
MakeyournewnegoSaSonskillssSck!
ExclusiveWebinarOffer
onlyavailablefor7days
hhps://team-working.com/negojajon-competency-assessment/
Assessyournegotiationskills