Sie sind auf Seite 1von 13

Become a Friendly Person!!!

Dont Criticize Condemn or complain Give Honest Sincere Opinion Arouse in another person an eager want Become geniunely intrested in other people Smile Remember thata persons name is to tht person sweetest and most important sound in any language. Be a good Listener,encourage others to talk abt themselves. talk in terms of other pesons intrest make the other person feel important- and do it sincerely

Win People to your way of Thinking!!! The only way to get best of the argument is to avoid it Show respect for others opinion. Never say ,"you r wrong" If you are wrong,admit it quickly and emphatically. Begin in a friendly way. Get the person saying "yes,yes immediately" Let the other person do a great deal of talking. try honestly to see things from the other persons point of view. Be sympathetic with the other persons ideas and desires. Appeal to nobler motives. Dramatize your ideas. Throw down a challenge. Be a Leader Begin with Praise and Honest Appreciation. Call attenion to eoples mistakes indirectly. Ask questions instead of Giving Direct Orders. Let the other Person Save Face. Praise the slightest Improvemnet,Be hearty in your approbation and lavish in your Praise. Give the other person a fine reputation to live up to. Use encouragement .Mak the fault seem easy to Correct. Make the other person happy about doing things you suggest. Praise the slightest improvement and Praise the every Improvement.Be hearty in your aProbation,lavi Live in Day Live tightin Compartments Day tight Compartments How To face trouble Ask yourself what is the worst that can happen? Prepare to accept the worst Try to improve on the worst Remind Yourself of the exorbitant price you can pay for the worry in terms of your health. Basic techniques in analyzing worry Get all the facts wiegh the facts-then come to a descision. once a descision is made,Act write out and answer the following

What is the problem? What are the causes to the problem What are Possible solutions What is the best Solution? Break the worry Habbit before it breaks you Keep Busy Dont fuss about Trifles Use law of averages to outlaw your worries. cooperate with the inevitable. Decide just how much Anxiety a thing may be worth and refuse to give it more. Dont worry about the Past. Cultivate a mental Attitude that will Bring Peace and happiness. Fill your thoughts of peace,courage,health and hope Never try to get even with your enemies expect inGratitude count your blessing-not your troubles Do not imitate others try to profit from your losses Create happiness for others Dont worry about Criticism Rememberthat unjust cristicism is often a disguised compliment Do the very Best you can Analyze your mistakes and criticize yourself Prevent Fatigue and worry and keep Your energy and spirits high rest before you get tired learn to relax at your work protect your health and appearance by relaxing at your home. Apply these Four good working habits. Clear your desk of all papers except those relating to the immediate problemsat hand. Do things in order of their importance when you face problem solve it then and there if you have facts necessary to take descision Learn to organizedeputizeand supervize. Put Enthusisam into your work Dont worry about insomnia.

mportant sound in any language.

lavish in your Praise.

.Be hearty in your aProbation,lavish in your Praise.

terms of your health.

problemsat hand.

essary to take descision

Defining Negotiations Negotiating involves a constant give and take between how much each side gains and how positive or but a damaged relationship.on the other hand we ight feel great about the positive experiencebut diss The key to Succeful negotiating is to find that elusive balance that achieves a reasonable gain and a po

We negotiate because we have something to offer, or something under different terms than the other the negotiations probably have different motives,valuesconcerns and reasons for wanting a particular the outcome ,both intellectually and emotionally

Two primary reasons we negotiate are to resolve imp issue or conflict in order to move forward. To create a mutually beneficial transaction solution,procedure agreement or partnesh Todays prospect customers and Partners are more educated,more prepared,have more alternatives.

Common Negotiation Mistakes


Negotiating price before details failing to keep the end in mind and leaving no room for negotiation Lack of confidence Failing to understand the needs of the customer Letting the customer dictate the process and outcome acting Desperate Using Argumentative communications Failing to recogognize the walk away points Narrowing negotiatios to one point---ususally price When one or more parties fail to recognise or search for win win potential in negotiation situations Primary cause bieng overwhelming desire to satisfy one own need and desires without regard for the No pinpointing and agreeing to specific issues to be negotiated Inadequate questioning listening ,communication skills Parties do not trust ,respect or find each other credible. Lack of planning and preparation frm both angles Not keeping open mind Bieng too rigid,locked in a position fromboth angles Not keeping an open mind Viewing the negotiation as confrontation or a winloose event. not attempting to understand the others intrest needs and concerns Focussing on personalaties,not issues Becoming emotional or desperate and allowing it to escalate to a cnflict Magnifying differnces instead of similarities.

Loosing focus of the issue going of in another direction or blaming others. Not respecting diversity or offending the other party. Putting the other partyon defensive Providing a soluution not collabrating on the solution neglecting to apeeal to whats in it for them. Characterstics of a great Negotiator Good Reputation with Good intention Respectful ,trusting and trustworthy Confident and positive well prepared Composed Effective Communicator People Skills Open minded Creative Risk Taker

Visible goodwill is strongest Let us NEVER negotiate out

My father said "you must ne Because if you have an repu

How are you as a negotiator? (Y/N) Note and Understand Areas of negotiation where we have no Influence,Some influence,High Influen I thoroughly research the area I am negotiating before I begin in a dialogue with others I consider both sides of the issue before beginning negotiations I ask questions and listen carefully to uncover the needs ,intrestsand concerns of the other party I plan fallback positions in the event that things do not go the way I intend them to I have specific outcomes in the mind and know the cncessioni amwilling to give. I take into account the type of personality with whichiam dealing I prepare the relevant evidence to support my position and tovercomeanticipated objections I keep my emotions out of the negotiating process andnever take things personally I am comfortable and confident in the negotiating process I know where I am most vulnerable in the negotiating procss Common Negotiation Mistakes Not pinpointing and agreeing on the specific issues to be negotiated. inadequate questioning ,listening and communication skills Parties do not trust,respect or find each other credible Lack of planning and preparation fromboth angles not keeping an open mind bieng rigid,locked inposition or unwilling t take risk viewing the negotiation as confrontational or win loose event not attemting to understad the others intrest needs and concerns focussing n personaltis not issues becoming emotional or desperate and allowing it to escalateito conflict magnifying the differnces instead of focussing on simlarities loosing focus

The Negotiation Process Analysis Identify alternatives and added values Discover the other Partys Positions and intrests Reframeconversation to avoid Confrontations Prepare the other Partys Case as though it were yours Present added value as alternatives Link your solutions to other partys Positions and intrests Identify Ideal Realistic and fallback Positions Respond to Tacticsrather than React Make it easy to agree and hard to disagree Specify all points of agreement put every Agreement into writing Create a checklist and schedule for fullfillments

Presentation

Bargaining

Agreement

ide gains and how positive or negative the experience was. We may come out of negotiation with a healthy gain he positive experiencebut dissapointedin how little we gained es a reasonable gain and a positive experience for both sides.in this way we build a foundation for a productive future relationship

different terms than the other party- and we care about the outcome,although the parties involved in asons for wanting a particular solution,it is safe to assume that all individuals are equally commited to

edure agreement or partneship between 2 or more parties.

red,have more alternatives.

al in negotiation situations esires without regard for the other parties need or desires.

Visible goodwill is strongest negotiation Strategy,Dont let somebody else determine your behaviorLet us NEVER negotiate out of fear.but let us never Fear to negotiate My father said "you must never try to make all the money , thats in a deal., let the other fellow make some money too, Because if you have an reputation for always making all the money ,you wont have many deals-paul Getty.

,Some influence,High Influence,also Action,Reaction and counter reactions to the same ue with others

cerns of the other party

ticipated objections

Efective debaters prepare so they can confidently present either side of a topic.In negotations,we need to approach our analysis in a similar fashion,Conducting Prework analysis in a similar fashion conducting pre work analysis gives us the information we need tp begin effectively. we must continuously analyze the entire process and create collabrative

the initial presentations will be accepted or will identify the issues for negotiations following our presentations.the issues wil be identified when the other party shares their objections or takes a position on one or more issues of your presentations

During and after Presentations ,bargaining issues comes out as objections and positions taken by each side.this is the time to apply our people skills and negotiating skills our knowledge and understanding of approach es and strategies is essential to success

it is vital to document and devlop a follow up process to ensure that all expectations are met

43217100

ductive future relationship

e some money too,

ations,we need to approach our pre work analysis gives us the ocess and create collabrative

g our presentations.the issues will ore issues of your presentations

en by each side.this is the time to h es and strategies is essential to

ectations are met

Das könnte Ihnen auch gefallen