Friday, May 31, 2013

Trump Style Negotiation: CH12--Get Tough Strategies...and When to Use Them

Get Tough Strategy (GTS)


          GTS is a strategy where you pin down your foot. You make no compromise whatsoever. It works for a lot of times. But you have to use it with caution.

Guidelines for GTS

Tuesday, May 28, 2013

Trump Style Negotiation: CH11--Negotiating with Difficult People

Ivan, the intimidator


 About Ivan

Usually, this is a person with bigger physical appearance, louder voice, and/or higher status. This guy will try to scare you. If you can defend yourself, this guy will go to plan B -- Be nice. He wants to be nice to you, because he wants the deal to work. This is because if the deal worked out, he would deem himself as still in control.
  You may try to raise your voice and intimidate the other side. But be careful. If the other side isn’t intimidated, they might get angry. You may have difficulty in negotiation from that moment on. Also, if you use it a lot, it may damage your reputation.

Friday, May 24, 2013

Trump Style Negotiation: CH10--Power Negotiating Tactics and Countermeasures


Intimidation

You may try to raise your voice and intimidate the other side. But be careful. If the other side isn’t intimidated, they might get angry. You may have difficulty in negotiation from that moment on. Also, if you use it a lot, it may damage your reputation.

Tuesday, May 21, 2013

Trump Style Negotiation: CH9-- Win Through Discipline: The Deal Book, We-They List, Post Checklist, and Other Powerful Planning Tools


Preparation for Negotiation

Key Questions

You should try to answer these questions before any negotiation
  • What are you going to say?
  • How are you going to react to what the other side says?
  • What will you say if the talk come to a stand still?
  • What concession are you able/willing to make?
  • What do you expect from the other side?
  • Who will you be negotiating with and what motivate them?

Friday, May 17, 2013

Trump Style Negotiation: CH8--Keep Multiple Solutions in Mind: Remain Flexible and Creative About What You Need and Want


   
“You always have negotiation power, if you can force yourself to walk away from a deal, either temporarily or permanently.” 

Alternative

Sometimes, negotiation will create deadlock. You need to calm them down and be open-minded. Then, invite him to listen to your ‘alternative’ that both of you can live with. For example, if the other side want $100,000, you may ask ‘how about $20,000 for five consecutive years?’ 

Tuesday, May 14, 2013

Trump Style Negotiation: CH7--Information is Power: Become the Expert on the Topic You're Negotiating


Actual Knowledge v.s. Apparent Knowledge

   These are two main types of knowledge in negotiation. Actual knowledge is what you actually know. It sharpens your edge in any negotiation. You need this knowledge to support your position. And, you need this knowledge to find out weaknesses and strengths of the other side. 
   Apparent knowledge, on the other hand, is pertained to aura of legitimacy. If people believe that you are an expert, they will believe you, even if you are actually not an expert. You can explicitly claim to be an expert, or you can implicitly using buzz words in order to make the other side think that you know what you are talking about. And, perhaps most importantly, be confident in what you are doing.
“People are inclined to give you the benefit of the doubt until they have compelling proof to contradict that belief.” 

Friday, May 10, 2013

Trump Style Negotiation: CH6--Harness the Power of Human Nature-- Psychological Negotiating Tactics


Making Friends or Enemies

   Once human becomes friends or enemies, it is virtually impossible to change. So, make friends and avoid making enemies. Again, in any negotiation, do not focus on the deal. Focus on building a long-term relationship. Begin the negotiation by talking to the other side. Find what they need. Try to satisfy what both of you can live with. 

Tuesday, May 7, 2013

Trump Style Negotiation: CH5--Control the Pace of the Negotiation: Use Timing, Deadlines, Delays, and Deadlocks to Your Advantage


 Controlling the pace

  Speed up and slow down when the other side is going too slow or too fast. Do not be shy to react. You obviously don’t want things to go too slow. You also need to time to gather information, analyze data, find a way to satisfy both sides (not just the deal). Make sure that your timing is reasonable. But when you are not sure whether you should go slow or fast, go for slow.

Friday, May 3, 2013

Trump Style Negotiation: CH4--Create Solutions and Sale Them


Let’s  Start Negotiating

  A lot of negotiators start off by making promises, especially promises about money. But it’s better to build up trust and good relationship. Negotiation can wait. Do not rush. Be interested in the other side, not just the deal. Spend time learning about them. Once you earn their trust, things will go much easier.