Beruflich Dokumente
Kultur Dokumente
Presented by
Greg Porto - Michael Garcia
Table of Contents
Overview of the Presentation
The type of negotiation we are discussing today is give and take communication
where:
Greg Porto will discuss best practices as well as pitfalls in general negotiating
Greg is a Managing Director with Ion Partners LLC, a NYC based investment
bank. He assists clients with mergers and acquisitions and capital offerings.
Greg will present pages 5 -14.
- Fundamentally believe you‘ll strike a good deal which benefits both parties
- visualize success
- Repeat this exercise as you get more information and throughout the negotiation
- Repeat this exercise as you get more information and throughout the negotiation
5. Practice beforehand:
- In front of mirror (facial expression, body language, tone of voice, clothes);
videotape yourself
- Role play with a colleague, friend or your spouse
- Recognize the power of presence
6. Define the negotiation framework with the other side before you begin:
- Identify the players - make sure parties have proper authority to negotiate
- Define primary and secondary issues to be negotiated
- Determine negotiation timing, venue(s)
8. Revisit the questions in #3 and #4 regarding the other side and what-if scenarios
2. Caring more about enlightening the other side than striking a deal
- Act like a ‗closer‘ not a ‗teacher‘
- There is no prize for being right and not reaching an agreement
3. Looking for answers before you have identified all the issues/questions
- Take the time to frame out the issues/questions
- Take care not to overlook or ignore key issues
Finally……
―All things being equal, people want to do business with their friends.
All things being not quite so equal, people STILL want to do business with their friends.‖
- Jeffrey Gitomer
• Companies are now looking to upgrade and find the ―perfect fit‖
candidate.
Prepare and show them a ―T – Chart‖ in order to show why it makes sense to
hire you.
• Start any negotiations by telling the Company your strong interest in the
position.
• Follow-up by telling the Company you need help understanding the offer…
specifically the compensation package.
• If appropriate – explain why you might consider taking less and why you
would stay. Would you be willing to make a long term commitment?
• Will your boss and team be reasonably good people to work with?
• The current market creates a little air cover for weak moves.
• Family support
• Industry
Selling short
Role Play