getting to yes in negotiations 2015 aicpa edge conference
TRANSCRIPT
#AICPA_EDGE
Session #12 How to Get to “Yes” in NegotiationsThursday August 6th 2:25 pmJoseph M Rugger, CPA, CGMA
NEGOTIATION – WINNERS AND LOSERS
Positional vs Principled Negotiation
Principle #1
Separate the People from the Problem
Principle #2
Focus on Interests Not on Positions
The side with the most information nearly
ALWAYS has the advantage
Principle #3
Invent Options for Mutual Gain
It is not just about the price
It is also about the package
Principle #4
Insist on Using Objective Criteria
What if they are more powerful?
Best Alternative to Negotiated Agreement
What if they won’t play?
Use Negotiation Jujitsu
What if they use dirty tricks?
Tame the hard bargainer
Never make on the spot decisions
Delay Delay Delay
Use Silence
Less than full disclosure is not the same as deception.
Goals for Negotiations:
1. Efficiency2. Wise Agreement3. Improve and Not Damage the
Relationship
© 2015 American Institute of CPAs. All rights reserved.