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You don't get what you deserve You get what you negotiate, here's how ⬇️ The average person negotiates 20x per day. We negotiate for... - Pay rises & promotion. - Better terms on a purchase. - Who does the washing up tonight! We negotiate with our... - Colleagues - Friends - Clients - Children! ↳ I’ve had to improve my negotiation skills as my business and dealings have grown, especially in complex real estate deals. ↳ That's when I discovered Deepak Malhotra, a Harvard Professor who's advised world leaders on how to improve their negotiating skills. Below are 8 tactics I learned from studying his work. 1. Know Your BATNA (Best Alternative to a Negotiated Agreement): ↳ Identify alternative options available to you before entering negotiations. ↳ Test the strengths and weaknesses of each alternative to determine their viability. ↳ Use your BATNA as leverage during negotiations to secure favourable terms. 2. Focus on Interests, Not Positions ↳ Ask open-ended qu's to uncover the interests of the other party. ↳ Think of creative solutions which address the interests of both sides. ↳ Prioritise collaborative problem-solving to maximise mutual gains. 3. Generate Options for Mutual Gain ↳ Encourage brainstorming sessions to generate a variety of solutions. ↳ Find win-win scenarios that create value for both parties, leveraging shared interests. ↳ Be open to unusual proposals that may lead to mutual gain. 4. Control the Frame ↳ Set the agenda & control the narrative. Do this by framing the negotiation around your strengths and priorities. ↳ Focus on shared goals & mutual benefits. Redirect attention from weaknesses or contention. ↳ Use communication to shape the narrative. Use them to shift the discussion in your favour. 5. Embrace Silence ↳ Allow pauses. They encourage the other party to share or reconsider. ↳ Avoid filling the silence. ↳ Use silence as a tool to prompt reflection. 6. Build Rapport and Trust ↳ Establish common ground through active engagement & genuine interest. ↳ Show integrity & reliability by honouring commitments & promises. ↳ Build trust through a transparent approach. 7. Separate People from the Problem ↳ Practice active listening to understand the concerns of the other party. ↳ Address conflicts directly and respectfully. Focus on solutions, without assigning blame. ↳ Acknowledge emotions & maintain a constructive & empathetic dialogue. 8. Know When to Walk Away ↳ Define a threshold beyond which you are unwilling to compromise. ↳ Assess the negotiation against your predetermined objectives & criteria. ↳ Be ready to leave if the terms don't meet your needs. Or the other party won't cooperate. ✏️✏️✏️ Do you negotiate on your instinct? Do you believe it’s a teachable skill? ps. I didn’t go to Harvard! Deepak gives his knowledge away for free here --> https://lnkd.in/e6czdizT Happy Saturday Z ✌🏼

Insightful reminder of a critical life skill! Thanks for sharing. Whether we like it or not, we have to negotiate everyday with colleagues, friends, family, and strangers. Hence, it’s more rewarding to hone this critical skill than hoping to escape it. Let’s remember, it’s not always a zero-sum-game. The better you become, the more win-win outcomes you will achieve, and become that person most people want to deal with.

Do You Negotiate with Your Spouse? As a family of 5, we regularly sit down behind our calendar and plan upcoming days. In the middle of our planning moment today, a fire was lit when I brought up the topic of buying a bicycle in the late afternoon during family time. We argued about when the buying of the bicycle shall happen, and suddenly the conversation froze when I said, "I understand your point of view and I cannot agree with your proposal." This escalated a reaction from my wife saying, "Stop negotiating with me, I am not your business partner!" The conversation was over...for the moment..(Or in negotiation language, we took a break 😊) Three hours later during a lunch break, I intentionally dove deep into the situation with her, and I understood where the problem was. On one side, it was the emotional state as a result of the previous week as well as her misunderstanding of what B2B negotiation is about. She thought that as I am frequently negotiating in business, I use my negotiation skills against her to take advantage. Finally, our morning's coffee conversation with my wife took an unexpected dive into the art of negotiation. I explained to her that in a B2B strategic partnership, there are only two options to go for: - ✅ either win-win or - 🛑 no deal. The way how to achieve this outcome I use techniques of negotiation tactical empathy such as active listening, getting a deep understanding of the other side, labelling emotions, discovering blockers, verifying hypothesis, looking for alternative solutions to the problem, summarizing and others. I believe that with right intention and selection of relevant negotiation techniques we can actually strengthen our private strategic relationships = marriages, not just business partnerships. Could mastering this art reduce misunderstandings and improve our personal connections?     #NegotiationSkills #StrategicPartnerships #TacticalEmpathy #marriageadvice #communication #negotiation

Today, Collins and I had the honor of co-moderating the last two chapters of Never Split the Difference. Here are some key takeaways, along with practical examples: Chapter 9: Bargain Hard Types of Bargainers • Analysts: Methodical and detail-oriented, they prepare heavily and avoid surprises. Example: Before a client meeting, an analyst might spend hours reviewing every detail to ensure no unexpected issues arise during the negotiation. • Accommodators: Focus on relationships but may yield too much to avoid conflict. Example: In a salary negotiation, an accommodator might agree to a lower offer just to keep things amicable, even though it undervalues their contribution. • Assertives: Results-driven and candid, they prioritize time and expect reciprocity. Example: An assertive negotiator might push hard for a quick decision, offering a concession but expecting an immediate favorable response in return. Handling Negotiation Challenges • Embrace extreme offers to gain insight into your counterpart’s position. Example: When a supplier proposes an outrageously high price, instead of reacting defensively, you could ask, “How am I supposed to work with that?” to better understand their rationale. • Use controlled responses and “I” messages to maintain assertiveness. Example: If a deal offer is unacceptable, calmly saying, “I’m sorry, that doesn’t work for me,” can assert boundaries without escalating tension. • Always be prepared to walk away if a deal doesn’t meet your bottom line. Example: In a real estate deal, knowing your maximum budget ensures you don’t overpay and gives you the confidence to walk away from bad terms. Chapter 10: The Black Swan • Black Swan Events: Unexpected factors can shift the dynamics of negotiation. Example: During a contract renegotiation, uncovering the fact that your counterpart’s business is facing financial difficulties (a Black Swan) could give you unexpected leverage to negotiate better terms. • Leverage isn’t just about power—it’s about perception and understanding the emotional triggers of the other side. Example: Knowing that your counterpart highly values their reputation, you might leverage that to secure a faster agreement by offering a solution that enhances their standing in the market. Negotiation is more than just numbers—it’s about navigating emotions, power dynamics, and relationships. Thank you T436 Gentlemen for making my Sundays early morning rich. Looking forward to next season and the next book. The Men's Book Breakfast ~ The MBB Antony Hiuhu Mwangi Samuel Njuguna Mbugua

Hate Negotiating but Love a Good Deal? These 3 Non-Confrontational Negotiation Tips Can Save You Thousands. Negotiation can be intimidating, especially in Western culture, where haggling (for example) is uncommon. I used to feel the same way until a trip to the Middle East completely shifted my perspective. Below are three powerful yet easy-to-use tactics that anyone—even the most agreeable among us—can use to get a better deal. 1️⃣ “How did you arrive at that number?” This simple question is non-confrontational and works wonders. I once asked a contractor I was negotiating with how they arrived at the daily rate they were proposing (which *seemed* outrageous from my perspective). But when they explained to me *how* they arrived at the number they were proposing (and why), I *understood*, explained how I arrived at my number, and we came to a mutually acceptable arrangement on price. 2️⃣ “Is that the best price you can do?” This probably sounds too simple to work. I thought so, too, until I used it with a lawyer I needed to draft a non-disclosure agreement for me. He initially quoted me $800 to draft the agreement. I (literally) asked: “Is that the best price you can do?” He paused and replied, “What’s your budget?” I said, “$500.” His response? (without hesitation) “I can do it for $500.” Just like that, $300 saved. In fact, I was in a Department Store just yesterday (buying some sheets), asked this question and saved $40.00 after the lady at the checkout decided to 'override' the ticketed price (her words). Imagine how much this can save you in a year? 3️⃣ “If I did X, can you do Y?” Offering something in return for a concession taps into a basic human instinct: reciprocity. For example, when negotiating to buy a car a few years ago, I could see that we weren't going to agree on a price (few thousand dollars difference), so I asked the dealer: 'Can you throw in several services, as this will cost you very little but save me the retail price on the services'? He said yes and the deal went through as it took the edge off the difference in price. You’ll be surprised how often people are willing to meet you halfway when you give them something to work with. These techniques might seem almost too easy, but the beauty of them is that they work without being confrontational, which is perfect for those who don't particularly like confrontation but love a good deal. Indeed, you'll be surprised at how rarely anyone is offended by any of the questions above. Try them out. You'll be amazed (a) how effective they are (b) how much the savings will accumulate. Would LOVE to hear about your tips for negotiation in the comments below. And if you found this post useful, entertaining or interesting, please either: ♻️ Like or Repost to help those in your network achieve better results through the science of decision-making.

Do you negotiate on your gut instinct? The best DON’T, and here’s why… The average person negotiates 20x per day. We negotiate for...  - Pay rises & promotion. - Better terms on a purchase. - Who does the washing up tonight! We negotiate with our... - Colleagues  - Friends - Clients - Children! ↳ I’ve had to improve my negotiation skills as my business and dealings have grown, especially in complex real estate deals. ↳ That's when I discovered Deepak Malhotra, a Harvard Professor who's advised world leaders on how to improve their negotiating skills. Below are 8 tactics I learned from studying his work. 1. Know Your BATNA (Best Alternative to a Negotiated Agreement): ↳ Identify alternative options available to you before entering negotiations. ↳ Test the strengths and weaknesses of each alternative to determine their viability. ↳ Use your BATNA as leverage during negotiations to secure favourable terms. 2. Focus on Interests, Not Positions ↳ Ask open-ended qu's to uncover the interests of the other party. ↳ Think of creative solutions which address the interests of both sides. ↳ Prioritise collaborative problem-solving to maximise mutual gains. 3. Generate Options for Mutual Gain ↳ Encourage brainstorming sessions to generate a variety of solutions. ↳ Find win-win scenarios that create value for both parties, leveraging shared interests. ↳ Be open to unusual proposals that may lead to mutual gain.   4. Control the Frame ↳ Set the agenda & control the narrative. Do this by framing the negotiation around your strengths and priorities. ↳ Focus on shared goals & mutual benefits. Redirect attention from weaknesses or contention. ↳ Use communication to shape the narrative. Use them to shift the discussion in your favour. 5. Embrace Silence ↳ Allow pauses. They encourage the other party to share or reconsider. ↳ Avoid filling the silence. ↳ Use silence as a tool to prompt reflection. 6. Build Rapport and Trust ↳ Establish common ground through active engagement & genuine interest. ↳ Show integrity & reliability by honouring commitments & promises. ↳ Build trust through a transparent approach. 7. Separate People from the Problem ↳ Practice active listening to understand the concerns of the other party. ↳ Address conflicts directly and respectfully. Focus on solutions, without assigning blame. ↳ Acknowledge emotions & maintain a constructive & empathetic dialogue. 8. Know When to Walk Away ↳ Define a threshold beyond which you are unwilling to compromise. ↳ Assess the negotiation against your predetermined objectives & criteria. ↳ Be ready to leave if the terms don't meet your needs. Or the other party won't cooperate. Do you negotiate on your instinct? Do you believe it’s a teachable skill? ps. I didn’t go to Harvard! Deepak gives his knowledge away for free here --> https://lnkd.in/e6czdizT Happy Tuesday Z ✌ ♻ Repost it to help your network #investment #realestate #entrepreneurship

Why negotiate? You might be surprised. Most people say negotiation is for: ● Getting what you deserve. ● Meeting each other's needs. ● Building better relationships. All these are true, BUT there's also a point most people overlook. Negotiations are about EVALUATING our relationships. ❓️ How much can you trust them? ❓️ How much should you care? ❓️ How long will it last? This is true of both work relationships and personal relationships. You negotiate for: 💰 Money (with your company) ⏳️ Shared time (with friends) ❣️ Life values (with family) You negotiate to help decide: ● How long to stay at your company. ● What to do or where to meet friends. ● Whether to marry your significant other. Relationships are about mutual support. We give, receive, exchange, and help. Negotiations are the protein of relationships 🍖 Negotiations tell us: 1. What we can get. 2. What we should give. 3. How vulnerable we can be. Some relationships are high value. Both sides can meet each other's needs. Others are mostly about convenience. They're not really satisfying to us. Just "good enough for now." Negotiations tell us which is which. When people avoid negotiating, they stay too long in relationships that don't serve them (or harm them). A crucial question in every relationship is, "How much can I trust them?" When a person negotiates well, you feel their trustworthiness. And vice versa. The better you are at negotiating the more people will trust you and want to invest in you. So what's skillful negotiating? ● Remaining calm in tension. ● Being open and curious. ● Thinking long term. And the most important point? Good negotiators CHOOSE our negotiations well. ● We're as generous as possible, whenever it's possible. ● We're as stubborn as needed, whenever it's needed. ● We follow the platinum rule: Treat others as THEY want to be treated. So here's my invitation to you: 1. Hit the 🔔 🔔 on my profile. 2. Come back here tomorrow. 3. Become a better negotiator.

some hard earned #tips on how to #negotiate effectively 1- It pays to be #patient #impatience to get what you want quickly costs you way high .if you want it fast ,you will have to #pay for it. 2- keep #emotional distance and stay #detached from the #outcome. if you depend too much on the #positive outcome of the #negotiation you will lose your #frame to keep your #boundaries in check. some deals don't work, neither for you nor for them and that's totally ok. 3- Never take their #reaction and #behavior personal and get offended by. 4- Never enter a negotiation you are not willing to walk away. 5- always keep your #focus on #solving the #problem to get their #wins while getting to yours. 6- Set the #stage right -a #friendly and semi formal place to #encourage #warmth and #agreement. -best time of a day and a week to put both parties at #ease and avoid getting #emotional. -make sure to #identify and #invite the right decision makers for the negotiation.

Negotiating in #business is a like walking a rope.   Ideally, it's a back-and-forth where everyone tries to get what they want while remembering what the other side needs.   One part of negotiating is about sticking up for yourself. You need to know what your company is worth, say what you want clearly, and be ready to compromise when needed.   But negotiations also mean understanding where the other side is coming from. You've got to listen to them, get why they want what they do, and find places where you both agree.   It's a bit like walking a tightrope - you've got to be firm about what you want, but also understand what the other need.   Finding this #balance helps build trust and makes it more likely you'll both end up happy. It becomes highly disappointing when one party becomes adamant and is hell-bent to cut the prices without having any understanding and empathy.   However, when one party adopts an inflexible and unsympathetic approach, it can jeopardize the #negotiation process. Such behavior not only diminishes #respect but also dampens #enthusiasm for collaboration.   Do you believe it's worthwhile to continue negotiating even after reaching a favorable #deal? How can you ensure that you maintain their respect and enthusiasm for your work?   Have you ever had a negative experience of negotiation?   #BusinessNegotiations #WinWin Image courtesy- freepnging

How to negotiate in B2B? How to prepare? Based on theory.