BENEFITS OF DOCUMENT
DESCRIPTION
This negotiations process is integral to the business world, where diverse interests must be reconciled to facilitate cooperation and achieve organizational objectives.
The ability to negotiate successfully is a critical skill that can significantly impact an organization's growth and sustainability. It is a cross-functional skill that is applicable across a wide array of use cases, from sales negotiation to partnership formation.
This PowerPoint presentation first introduces the Negotiation Tactics Matrix, is a strategic framework that categorizes various negotiation tactics based on 2 key dimensions: the source of power (Threat vs. Bargaining) and the approach used (Logic vs. Emotion).
We then map 26 negotiation tactics to the matrix to better understand of context us usage. Examples of tactics covered include:
Salami Slicing – Salami Slicing involves breaking down difficult or contentious issues into smaller, more manageable parts and addressing them individually. This approach avoids overwhelming the negotiation with a single, large issue.
One Last Thing – This tactic involves asking for a final concession after the deal is nearly closed, leveraging the other party's desire to finalize the agreement.
Onus Transfer – This tactic involves asking the other party to list all the issues that need to be resolved, working through their list to close the deal. This shifts the responsibility for problem-solving onto them.
Brinkmanship – This involves pushing negotiations to the brink of collapse to force the other party to concede, creating a sense of urgency that a deal is imminent.
Russian Front – Russian Front involves making it clear that failure to agree on a specific point will halt the entire negotiation or lead to a complete restart, creating a high-stakes scenario.
Each of the 26 negotiation tactics is explained in depth, including a breakdown of:
• Expected outcome from leveraging the tactic
• Example
• Advantages and disadvantages
• Counter measures against this tactic
This PPT presentation equips you with a comprehensive understanding of negotiation tactics and strategies, enhancing your ability to engage in effective negotiations that resolve conflicts, optimize resources, and build stronger professional relationships.
By understanding various negotiation tactics, we can better anticipate and respond to negotiation scenarios, thus securing more favorable outcomes and fostering long-term business and professional success.
Got a question about the product? Email us at support@flevy.com or ask the author directly by using the "Ask the Author a Question" form. If you cannot view the preview above this document description, go here to view the large preview instead.
Source: Best Practices in Negotiations PowerPoint Slides: Negotiation Tactics PowerPoint (PPTX) Presentation, LearnPPT Consulting
Negotiations Business Transformation Digital Transformation Consulting Frameworks Soft Skills Warehouse Management Supply Chain Analysis Cost Reduction Assessment Lean Management Consulting Proposals IT Benefits Management Procurement Strategy Costing Supplier Negotiations Customer Experience Cyber Security Supplier Management Process Improvement Business Case Development Robotic Process Automation Strategic Planning Pricing Strategy SaaS Project Kick-off Chief Strategy Officer Strategic Thinking Strategy Development Strategy Frameworks Gap Analysis Organizational Design Consulting Project Management PowerPoint Diagrams Compilation Mobile Strategy
Download our FREE Organization, Change, & Culture, Templates
Download our free compilation of 50+ slides and templates on Organizational Design, Change Management, and Corporate Culture. Methodologies include ADKAR, Burke-Litwin Change Model, McKinsey 7-S, Competing Values Framework, etc. |