session one review
All answers are correct.
Understand their true interests.
Gain leverage
Gather data
What was your take-away from the "Walk the Dog" exercise?
All answers are correct.
Name three personality characteristics that successful negotiators have?
Deeply curious....good listener.....flexible....sense of humor.....creative... good at building rapport....capable of developing trust
How might you respond if they ask you for a bigger salary?
Ask a probing question? For exaple: "You mean besides the options of working 30 weeks a year, and the extensive healh plan, and a history of job security and mentoring and free classes for your family?
For your consultive questions to effectively uncover your leverage, what can you do?
Remain silent until you get an answer.
After you deliver a probe. What must you do in order for it to be effective?
What have over 100 Harvard studies shown happens for the person who makes the first offer?
The first one who opens gains an advantage.
How can you get your anxiety to work for you instead of against you when negotiating?
Self talk your anxiety into excitement.
What are cross cultural issues to consider?
Timing, direct or indirect language, emotional expression, gestures, eye contact,
What strategy do you use to reverse an "amaygala hijack?"
Walk it out
music
meditation
self-talk
write a letter to yourself
What is the best way to deliver bad news
Just say it. Don't drag it out.
Who might you speak with to ensure your preparation is complete?
What are any and all stakeholders?