1. INTERNATIONAL BUSINESS NEGOTIATIONBy Nalisa Sitabut | 24 January 2013At The Faculty of Communication Arts, Chulalongkorn UniversityAudience: The third and the forth year undergraduate students (mostly female)

2. About the Speaker: Nalisa SitabutEducation:BA, Communication Arts(Major Speech Communications & Double Minor in PR and Advertising)Experience: 13 years Present: Digital Marketing Engineer & Independent Consultant at Social Business Design (Thailand) 2003 2012: Managing Partner at water&stone (Indonesia) 2003 2001: Marketing Communications at ISM Technology Recruitment (Thailand) 2000 2001: Asst to CEO & Art Director (Philippines)Specialties: Project Management Digital Marketing Art Direction Website Architecture and UX & UI design Search Marketing and SEO Organization Management with process oriented Team Building and Staff Development

3. INTERNATIONAL BUSINESSNEGOTIATIONThis presentation contains of 5 parts:1. Get Ready with Your Mind2. Get Ready with Information and Evidences3. Sales Negotiation4. Resolution Negotiation (when you are wrong)5. Resolution Negotiation (when you are right and the other are wrong)

4. Get Ready with Your Mind

5. Get Ready with Your Mind1. Believe in doing the right thing and do it right.2. Eliminate the stereotype and comparison but look at people as an individual human being.3. Be calm and be assertive4. Be yourself and be genuine5. Dont try to be cute or try to please the others. (Cultural inappropriateness for western culture.)

6. Get Ready with Information & Evidences

7. Get Ready with Information &Evidences1) Information is the king and do not relyonly on a single source. Research heavily especially when its comes to regulations Consult more than 2 experts Read news and articles everyday

8. Get Ready with Information &Evidences2) Assumption is the enemy to the victory. Thought you knew it already Thought you remembered this Thought you did not want to talk about it Thought etc etc. Assumption sets the person up for the failure.

9. Get Ready with Information &Evidences3) Evidence is your key weapon. Ensure you keep written records of all discussions and make the other side acknowledges it. Be organized so you can track things back effectively. Always "Cover your ass" so "you wont get your ass kicked". People sometimes pretend that they forget things for their own favor so you proof them wrong with evidence.

10. Sales Negotiation

11. Sales Negotiation1. Dont try to be beautiful and act like you want to please the other person. (Sell the products & services, dont sell your body, your look, or your charm.)2. Try your best to understand their business, needs, and stories during the sale process.3. Information Gathering instead of trying to sell immediately and sell only certain things4. Ask what you can help them with to find out their exact needs or to see if the prospected clients actually know what they want.5. Offer the right products and services responding exactly to the needs.6. Dont rush for the money talk but wait until they ask.7. Learn to qualify the client with ballpark figures of other clients but dont quote the exact price instantly.

12. Resolution Negotiation (when you are wrong)

13. Resolution Negotiationwhen you are wrongRemember! You do this to avoid the punishment andto earn the chance to fix it!1) Be accountable for your own mistakes Dont lie, dont deny these make things get worse.2) Be the one who starts and you will gain asignificant power to make up for your sin.3) Say "Sorry" like you mean it is the secret.Remember, people are willing to forgive andmove on with you.

14. Resolution Negotiationwhen you are wrong4) Show them that you come with solutions(more than one.) People like to have options. No one appreciate one way out.5) Dont ever laugh to cover up your own quilt.

15. Resolution Negotiation (when you are rightand the other is wrong.)

16. Resolution Negotiationwhen you are rightMany times this is not a win-win talk but it is aboutgetting what you want and making changes to theplan if necessary.1) Notice the quilt & work with it. Aggression Nervous Behavior

17. Resolution Negotiationwhen you are right2) Things to remember: Hold your ground and believe in doing the right thing so you can make people accept their mistakes and willing to make the changes as you want to. Do not take side Treat others like human being and treat them with care. Dont do the talk but be the questioner and the listener. Do not make it personal

18. Resolution Negotiationwhen you are right3) How You Do it! Request for explanation Eliminate the bullshit >>> Verbal Tricks: 1. The Power for "Why" question for further explanation 2. The power of Repetition. (make people repeat themselves) 3. The Power of What do you want? question >>> Non-verbal Tricks: 1. Speak slowly and clearly 2. Look into their eyes 3. Stop for a moment to allow the other to think

19. Resolution Negotiationwhen you are right3) How You Do it! (continue) Do not listen to emotional details. This is not a soap opera channel. Cut it off once it starts. Tailor your messages appropriately. Do not tell them how horrible they are but ask if they agree with the negative effects and consequences of their behaviors.

20. Resolution Negotiationwhen you are right4) Assess the situation as it goes and as itcontinue later. See if there is any possibility for changes or correction. Show them how to fix things only if you notice sincere apologies. If they are willing to change or to fix it, show them that you are happy to see it and that you are willing to help. Know what saying or acting means "no, I wont do it. or I dont care.

21. Resolution Negotiationwhen you are right4) Assess the situation as it goes and as itcontinue later. (continue) End the conversation if there is no sign of sincere quilt. (Next, make the new plan.) Notice the behavior changes over a fixed period of time and call for another talk if you are not happy with the result.

22. Lets Stay Connected:LinkedIn: th.linkedin.com/in/nalisa/Personal Website: www.nalisasitabut.comBusiness Website: www.socialbusinessdesign.CONalisa & Associates Blog: www.nalisa.com(will be announced on my person website soon.)