We have a deal | Jason Siu

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Jun 15, 2022 06:01 AM

What not to do — common mistakes

think about how to 歸納

3 types of people when negotiating

The avoiders

uncomfortable

we thought we knew the outcome

We don't wanna jeopardise relationship

The givers

If you ......... then I .........

The fighters

Don't make others they are fooled

20 Common mistakes :

Common mistakes 1 : Thinking negotiation is all about winning

Common mistakes 2 : Thinking you can avoid negotiating altogether

Common mistakes 3 : thinking great sales people are great negotiators

Common mistakes 4 : not knowing who you are really negotiating with

Common mistakes 5 : thinking all negotiations are the same and that they all are a battle

Common mistakes 6 : never changing or adapting your style of negotiation

Common mistakes 7 : trying to get too comfortable

Common mistakes 8 : giving things away for free

Common mistakes 9 : thinking it’s all about you

Common mistakes 10 : uncertainty on making the first move ( anchoring)

Common mistakes 11 : not opening ambitiously enough

Common mistakes 12 : arguing rather than negotiating

Common mistakes 13 : fearing “no” when “no” is just a springboard to maybe

Common mistakes 14 : always trying to be “fair “

Common mistakes 15 : obsessing about getting to “yes”

Common mistakes 16 : making empty threats and pointless ultimatum

Common mistakes 17 : assuming that good things come to those who wait

Common mistakes 18 : thinking you are a special case

Common mistakes 19 : assuming that everyone shared your values

Common mistakes 20 : thinking there is such a thing as natural-born negotiator

The DEALS Method - how to get ppl to say yes

Discover - how to research [34:29]

step 1 : Insight lockers - questions to define the nego

Step 2 : define which types of nego you are in

steps 3 : Variable mapper - List out all the possible issues

step 4 : Preconditioning - Think of how you anchor them and they anchor you

Establish - understand the priorities of both sides

Something valuable to you might not be valuable to them, so you have to understand their assumption on what values them

step 1 : How to understand your counter parties ?

What does success look like to you?

what are the risks

what are the worst case senario

What are your plans?

What are your priorities?

How can we help you?

step 2 : Establish their give and take

step 3 : buyers breakpoint

step 4 : Prioritise the variables

Ask - plan your proposal - how to anchor others and don't get anchored [35:00]

step 1 : propose your plan - if I then you

step 2 : variable pick&mix find the total value of your nego

step 3 : possible plotter - what can be traded?

Lead - manage the nego

step 1 : make an agenda

step 2 : deal sheet capture the deal

step 3 : Nothing is agreed before everything is agreed

step 4 : The holding pen to summarise what we have come through so far

step 5 : Climate control and the diplomats

step 6 : control the time!

Seal - end the deal

step 1 : Near and summary

step 2 : Post-deal and paperwork

step 3 : future proof the deal

step 1 :

The psychology of negotiation

The gender and culture of negotiation

What is the lesson?

what QUESTIONS did the author raise?

Why does nego matters to us?

We usually nego, but just that we do not realise it.

People you nego with :

Co-workers for whom to take the tasks

suppliers, customers, partners and clients for pricing, terms and condition

Salespeople, estate agents and service provider for longer living period

Partner for who takes care of the kids

Family

Children

AND OURSELVESSSSSSSSSSSS!!!!!!!

*** How do you stop yourself from being a victim of the little voice in your head?

Admit the little inner voice is there

Listen to it

Try listening to your inner FEAR, CONCERNS and APPREHENSION
Try to write it out
reflect what it said

Counter it

Turn the negative to the positive (Say you think you do not worth that much or think that the boss will never agree that figure)
use this insight by turning (Why you are worth that much or what your employers are paying the level of your expertise)

Convince yourself that you are worth

Recognise the counter party also gets their own little voice

take some time to think about what their fears are

RMB : the reason why we are fearful is we are in lack of preparation

Any opinion?

How do you use them?

What questions do you wanna generate for space repeatiton

Deal

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