power negotiation by iibf

POWER NEGOTIATION

Ir. H. Heppy Trenggono, M.Kom

Negotiation, is itCritical?

•How many times?

•Power Negotiating, what’s the possible cost?

•Good Negotiating, what you can reward?

3 Component ofNegotiation

1. Desire2. Create an Agremeent3. No Fixed Rules Exist

Write down negotiation that have been doing in last 12 month…

•What Work•What Not Work•Review Your List

Negotiation Purpose1. To get the most that you can

2. To meet your interest

Power NegotiationPowerNeed

•If you have a great alternative, you have a great power.•Your alternative is usually doesn’t exist

your job is to create alternative!.

Develop the ALTERNATIVEbefore NEGOTIATE

•Negotiate with how many Seller?

•Negotiate with how many Bank?

• Buy a House

What’s Position!•Finding out somebody interest

•Telling what you interest are

Negotiating Skills

• Communication

• Listening

Listening Activity•Silent is golden

•When you silent, they will think

they have to keep talking

Ask Question… Ask Question…Ask Question!

•Ask Question, instead of making statement

•The person asking questions is the person control the conversation

Ask Question!•When somebody give offer to sell the house for Rp. 1M

Don’t direct negotiate (give statement) but

Ask Question “How you come up with Rp. 1M?”

Communication Process•“You” not “I”•Think “You”

•Focus on how you feel

Negotiation isCREATIVE PROCESS

•If you focus on Position“It is not about winny, it’s about meet your interest”

Win/LoseNot Really Win/WinHigh Tension

•If you focus on InterestLot of option to deal withLot of solution

Understanding YourBEHAVIOUR

•When Emotion goes

•Your Interest goes

When they hustle,tipically reaction…

1. They stricke back…escalation of conflict, emotions goes up

2. They give in…regret

3. They break it off

Negotiation Jujitsu…When they hustle

1. Don’t React2. Step Asside

3. Change the Game

Negotiation Goal

1. Listen each other

2. Share one each other interest

3. Brainstorm some ideas

Educate…•Demonstrating consequences if not

meet the Agreement• Tell the Alternatives

•Warn not Threat

•Use the Power as minimum as possible

Practice… Practice… Practice!• Everyone love to be Pro but only few people willing

to practice• I do practice negotiations…for 15 years…

hundresr of significant negotiation…• There is no guarantee on negotiation, is satisfaction• The only guarantee is the is no pro golfer that they

never practice• The only guarantee is no person that can win trillion

deal if he never practice!