MIXED BAG
Name the cost an entity has incurred, and which it can no longer recover.
What is Sunk Cost?
Using words like Why, What, How at the beginning of your sentences is an example of what kind of question?
What is an Open Ended Question?
Type of squeeze that is a classic negotiation tactic and should be used early in negotiation.
What is the 'Post Offer' (Squeeze)?
____ it till you ___ it
What is "Fake" , "Make"
Creating this determines whether the relationship launches off correctly.
What is "First Impression"?
Setting conversation around a price / service.
What is "Anchoring"?
An important thing you can do to prepare for a negotiation. It crystalizes theory into practice.
What is "Role Playing"?
"Always ask for more then you expect to get"
What is The Golden Rule of Negotiation?
A Visible, Visceral negative like response.
What is "The Cringe"?
Raising this type of value is critical to gaining trust in a negotiation.
What is 'Perceived' (Value)?
Integrity, Consistency, Competency
What are the components of Trust?
A commitment to ____ and ____ in negotiation is the first step to ensuring success within a negotiation.
What is "Research" and "Development?
"Integrity, Consistency, Competency"
What are the three (3) Components of Trust?
Percentage of conversation that's body language?
What is 55%?
Preparation, Planning, Question Funneling
What are three actions in developing a negotiation strategy?
Who quoted "I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times."
Who is Bruce Lee?
This will anchor you and keep you in check when or if you get emotional in a negotiation.
What is 'Maintaining Discipline"?
DAILY DOUBLE!!!
A common negotiation practice to create space to taper concessions and create opportunities to move the other party up or down, depending on your position.
"Smile, politeness, dress, grooming, enthusiasm"
What are ways to create an engaging first impression?
This MUST be delivered within every interaction with a business user.
What is deliver (or demonstrate) value?
A collection of feelings of inadequacy that persist despite evident success.
What is "Imposter Syndrome"?
3 types of questions part of the Question Funnel used to dig for information.
What are 'Open-Ended, Probing and Closed' Questions?
Priority List, Concession Items, Objective Value in $ and Perceived Value are included in this template. What is 'Concession' (Template)?
What is 'Concession' (Template)?
"Posture", "The A-Frame" or "The Steeple"
What are the body language skills that will allow you to express confidence through your body?
3 pieces of advice to help continuously improve in the field of negotiation that will deliver results.
What is READ, PRACTICE, REPEAT?