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negotiations.md

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Negotiations

  1. collect information about your opponent
  2. prepare for negotiations with negotiation map
  3. make a suggestion
  4. during the negotiations your state is:
    1. confidence in your power
    2. conviction in your view(s)
    3. clarity of mind
    4. drive ( you like it )
  5. during the negotiations make notes and write your thoughts
  6. make a "retrospective" afterwards

Opponent

You can speak with:

  1. Organization ( no persons, just business roles )
  2. Group of people ( 2+ )
  3. Single person ( at the end )

    In most cases it will be one-to-one conversation ( even with couple of people each of them will be responsible for separate area ).

What you want to achieve

between you and your goal there are 1+ steps

flowchart LR 
y(you) --> s1((.))  --> s2((.))  --> s3((.))  --> s4((.)) --> s5((.)) --> g[(goal)]
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and role of your opponent can be:

  1. beginning: opponent should play role before you are going to start you journey
flowchart LR 
y(you) --> s1((.))  --> s2((.))  --> s3((.))  --> s4((.)) --> s5((.)) --> g[(goal)]

o(opponent) -.-> y
o ~~~ s1
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  1. middle: opponent should play role in one/many step(s)
flowchart LR 
y(you) --> s1((.))  --> s2((.))  --> s3((.))  --> s4((.)) --> s5((.)) --> g[(goal)]

o(opponent) -.-> s3
o(opponent) -.-> s5
o ~~~ s1
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  1. end: opponent is controlling access to the goal
flowchart LR 
y(you) --> s1((.))  --> s2((.))  --> s3((.))  --> s4((.)) --> s5((.)) --> o(opponent) --> g[(goal)]
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Negotiation map

SWOT analysis

----------------------------------------------------
|                        |                         |
|     _S_trenghts        |       _W_eakness        |
|                        |                         |
----------------------------------------------------
|                        |                         |
|    _O_pportunities     |        _T_hreats        |
|                        |                         |
----------------------------------------------------

Advices

Explanation cards

For each point create paper-card with 1-2 sentences. Each "explanation card" should have 1-3 icons/tags to show the emotions like:

  1. smile
  2. past, now, future
  3. work/job out-of-work
  4. link
  5. idea (bulb)
  6. goal
  7. dangerous
  8. resources
  9. capability Icons

💡 during online conversation: nice to have all "explanation cards" in front of view during the conversation

Opponent's concerns and risks

prepare story(ies) about each of them

map with focusing on the opponent

                          Subject/Goal of negotiations
                  current situation ----->  desired situation 
                                            * min
                                            * max 
                                            * super-maximum
              
              couple of options/alternatives how to achieve goal
       ( each alternative should be comparable and measurable with other ) 
                         

------------------------------------------------------------------------------
|                                                     |     Opponent's       |
|                Demands to the "opponent"            |      Emotional       |
|                 What ? How to measure ?             |     Distinctives     |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
------------------------------------------------------------------------------
|                                     |                                      |
| ("opponent's") interests and values | ("opponent's") concerns and risks    |
|     any shared interests/values     |     any shared concerns/risks        |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
------------------------------------------------------------------------------

full map with reflection to yourself

------------------------------------------------------------------------------
|                                     |                                      |
|    ("my") interests and values      |     ("my") concerns and risks        |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
------------------------------------------------------------------------------
|                                                     |     Opponent's       |
|                Demands to the "opponent"            |      Emotional       |
|                 What ? How to measure ?             |     Distinctives     |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
------------------------------------------------------------------------------
                                
                          Subject/Goal of negotiations
                  current situation ----->  desired situation 
                                            * min
                                            * max 
                                            * super-maximum
              
              couple of options/alternatives how to achieve goal
       ( each alternative should be comparable and measurable with other ) 
                         

------------------------------------------------------------------------------
|                                                     |     Opponent's       |
|                Demands to the "opponent"            |      Emotional       |
|                 What ? How to measure ?             |     Distinctives     |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
|                                                     |                      |
------------------------------------------------------------------------------
|                                     |                                      |
| ("opponent's") interests and values | ("opponent's") concerns and risks    |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
|                                     |                                      |
------------------------------------------------------------------------------

make a suggestion

focus on opponent ( investor )

"what is here for him/her ?"

suggestion

  • superlative description
  • "suggestion to kill for"
    • ideal
    • emphasize superlative description
  • make a link in your speach between:
past  ----->  present -----> future
        ^ your input here
                        ^ your input here

making notes

------------------------------------------------------------------------------
|                                                     |                      |
|                                                     |     Your emotion     |
|                    Discussed point                  |     Action point     |
|                 Who ? What ?                        |     Icon/tag  it     |
|                              Is this for you ?      |                      |
|                                                     |                      |
------------------------------------------------------------------------------