Introduction to the Art of Negotiation by Derek Hendrikz
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introduc tion to the Art of Negotiat ion derek hendrikz
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Introduction to the Art of Negotiation by Derek Hendrikz covers win-win, win-lose, lose-lose, mutually beneficial agreements, characteristics of a negotiator, influence, concern, constructive, solutions, power struggles, solutions, options and more. www.derekhendrikz.com
Transcript of Introduction to the Art of Negotiation by Derek Hendrikz
introduction to the Art of
Negotiation
derek hendrikzwww.derekhendrikz.com
Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
Negotiation… The reaching of a mutually
beneficial agreement through
verbal and/or non-verbal
communication.
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Characteristics of a GOOD Negotiator…
Knows what he/she wants.
Looks and sounds confident.
Is reliable and trustworthy.
Is assertive.
Establishes good report with others.
Is a good listener.
Very skilful in asking questions.
Calm and collective.www.derekhendrikz.com
… the most important lesson that you will ever learn…
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3 different outcomes…
Win – Win
Win – Lose
Lose - Lose
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getting to Win-Win…
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Separate the person from problem
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Widen your horizons….
…do not assume only one solutionwww.derekhendrikz.com
Look for a solution, not a battle
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Set it up to be constructive
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3 basic rules of negotiation…
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Never, Never, Never………………Get Distracted!!!!!!!
Kill distractions on the spot……… www.derekhendrikz.com
Eliminate Power Struggles
Find Common Ground……… Get of on a Good Start!!!
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Be cautious of ‘Yes’ or ‘No’ answers during the early stages of NEGOTIATION
Do NOT kill options……… Create space!!!
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PMBOK 6 point Star Variables
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Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources
