<link href="css/hmh.css" rel="stylesheet" type="text/css"/> <meta content="urn:uuid:b287bc33-eae8-493f-ae7b-aa4e7cb047c1" name="Adept.expected.resource"/> </head> <body><a id="p68"/><a id="p69"/> <h1 class="CN allcaps paired">Chapter Nine</h1> <h1 class="chaptertitle pairedtop allcaps largest">Business Negotiations</h1> <div class="half both-space breakafter"> <img alt=" " id="fig_VisualMBA_082_1" src="images/VisualMBA_082_1.jpg"/></div> <a id="p70"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_083_1" src="images/VisualMBA_083_1.jpg"/></div> <hr class="dashed"/> <p class="left ">The negotiation framework is simple yet powerful. Apply this framework and get what you want much more often.</p> <hr class="dashed"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_083_2" src="images/VisualMBA_083_2.jpg"/></div> <a id="p71"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_084_1" src="images/VisualMBA_084_1.jpg"/></div> <div class="floatL40"> <hr class="dashed"/> <p class="left ">Compliments don’t cost much, but they are effective.</p> <hr class="dashed"/> </div> <a id="pxchap9n1"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_084_2" src="images/VisualMBA_084_2.jpg"/></div> <a id="p72"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_085_1" src="images/VisualMBA_085_1.jpg"/></div> <a id="p73"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_086_1" src="images/VisualMBA_086_1.jpg"/></div> <hr class="dashed"/> <p class="left ">Parties with more alternatives and lower needs have the most power. How can you put yourself in a position of power when negotiating? Also, how can you adapt to a situation where the other party has more power?</p> <hr class="dashed"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_086_2" src="images/VisualMBA_086_2.jpg"/></div> <p class="center JasonBarronHandwritingLight"><span class="HandwritingMedium">Pro tip:</span> Write out your opening statement ahead of time.</p> <a id="p74"/> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_087_1" src="images/VisualMBA_087_1.jpg"/></div> <hr class="dashed"/> <h2 class="HandwritingMedium allcaps small paired">Cognitive anchoring</h2> <h2 class="HandwritingMedium larger pairedtop">Explanation <span class="JasonBarronHandwritingBold allcaps">first</span> then conclusion</h2> <p class="JasonBarronHandwritingLight small">“This pen went to the moon and back”</p> <div class="floatR40"> <p class="JasonBarronHandwritingLight small">“It’s only $8,000”</p> </div> <hr class="dashed"/> <a id="pxchap9n2"/> <div class="third both-space "> <img alt=" " id="fig_VisualMBA_087_2a" src="images/VisualMBA_087_2a.jpg"/></div> <p class="center JasonBarronHandwritingLight small">(Write them down)</p> <a id="p75"/> <h2 class="HandwritingMedium allcaps large centertext">① WHAT IS YOUR GOAL?</h2> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_088_1" src="images/VisualMBA_088_1.jpg"/></div> <h2 class="HandwritingMedium allcaps large spaceabove2 centertext">② WHO ARE YOU NEGOTIATING WITH?</h2> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_088_2" src="images/VisualMBA_088_2.jpg"/></div> <hr class="dashed"/> <p class="left ">The more you know and understand this person, the better your chances are of a successful negotiated outcome. What are the “pictures in their head”? What keeps them up at night? What are their hopes and dreams?</p> <hr class="dashed"/> <h2 class="HandwritingMedium allcaps large centertext">③ WHAT IS YOUR INCREMENTAL PLAN?</h2> <div class="three-quarter both-space "> <img alt=" " id="fig_VisualMBA_088_3" src="images/VisualMBA_088_3.jpg"/></div> <hr class="dashed"/> <a id="pxchap9n3"/> <p class="left ">Being incremental wins every time vs. trying to get everything right off the bat.</p> <hr class="dashed"/> </body> </html>