NEGOTIATION EXCELLENCE.pptVIP

NEGOTIATION EXCELLENCE A presentation to the CBA International Convention 2002 By: James E. Dion ALWAYS TAKE NOTES !! Overview History: 1000 BC - 1965 1965 1966 – 2002 Fact? 1+1 = 2 1+1 = 11 1+1 = 3 1+1 = 10 Negotiation Defined: why (needs) who (everyone) what (we decide) when (comfort) where (advantage) Negotiation Space: all deals have one task is to identify boundaries closer to your target is best Negotiation Space Negotiation Styles: Emotional Ploys: guilt anger lies aggression crying laughter commitments made by you are binding / by them are not unreasonable demands (hi/lo ball) W