negotiations, lectures outline

Alexander Gurman Negotiations Alexander@AlexGurman.com 917.825.8225
Negotiation Tragedy

Questions to cover
How to scientifically measure success of negotiations?
How to come out with big success against best sales people?
How to justify negotiations?
How to improve your sales and negotiations skills?
How to negotiate big deals?
How to make 100K first year on the sales job, like me
How to negotiate better than best sales people?
How to make politicians to do the right thing?
Weaknesses of the best sales people would be analyzed
Negotiations with difficult people would be evaluated.



I. Fundamentals
A. Frames, strategies, planning
B. Best Alternative To A Negotiated Agreement (BATNA)
C. Zone Of Possible Agreement (ZOPA)
D. Communication, Perception
E. Cognitive Biases, encoding
F. Interests, goals, agenda, wants and needs
G. Leverage, power, persuasion
H. Preparation, execution, evaluation
I. Audience, bystanders, constituents
J. Conflict (domination, power straggle, revenge)
K. Information, persuasion, message
L. Game theory, honesty
II. Principles
A. Ethics versus morals
B. Decision rules (Machiavellianism)
C. Dealmakers, expertise, mediation
D. Collaboration, mergers, hardball tactics, issues
E. Halo effect, stereotypes, selective perception
F. Bargaining mix, Audience
a. Distributive sale, zero sum situation, outsiders
1. Reservation price, manipulations, deadlines, pressure, tension, ultimatums
2. low ball, high ball, commitments, opening offers,
3. Concessions, combative techniques, naming, labels
4. bargaining positions, differences, lying, trust
5. Ego, emotions, saving face, remedies, overconfidence
6. Power (intoxication, legitimacy, source)
b. Integration, collaboration
1. value creation, dialogue, value of time, tradeoffs
2. acknowledgement, trust, solutions, social awareness
3. active listening, feedback, options
4. alternatives, justice, relationship, tangible vs. intangible
5. avoidance, influences, number of parties
6. collective bargaining, outcome establishment
c. Agency dilemma, political implications,
d. Creativity and flexibility of negotiations
III. Applications, strategies, tactics
a. Cultural variations, negotiations schools, Harvard, science, research
1. international negotiations, Eastern European approach
2. Japanese style, American style, Chinese approach
b. Group discussions, third party approach
c. Building coalitions, employees
d. Personality affect, gender (feminism, mature)
e. Difficult negotiations, silence, Closers, sales techniques
f. Dressing for negotiations, non verbal negotiations
g. Negotiations Behavior, likeness, appeals, win-win cases
h. Braking of negotiations, Defense, cooling off, problem solving
i. Frequently Asked Questions