already covered some of the basic, basic ideas which is negotiation is very

already covered some of the basic basic ideas which is negotiations very normal

normal. It happens in many different ways, in many different places, not just

it happens in many different ways in many different places not just business

business, but also in family, everyday life. We've also covered that in negotiation

but also in family everyday life

you need to have a goal. You need to make your goal clear. So if you have a goal,

we've also covered that negotiation you need to have a goal you need to make

then what do we look at next? And the next thing we need to look at is this

your goal clear so if you have a goal then what do we look at next and the

idea of how to implement that goal, how to make that goal actually happen. So

next thing we need to look at is this idea of how to implement that goal how

when we talk about how to make a goal happen, what we're talking about is this

to make that goal actually happen so when we talk about how to make a goal

idea of making a plan, making a plan. Now, In business we talk about plans, don't we?

happened what we're talking about is this idea of making a plan making a plan

We have a business plan. When we talk about finance, we have some kind of cash

now in business we talk about plans only we have a business plan when we talk

flow plan, how are we going to generate cash flow for the next year. So in

about finance we have some kind of cash flow plan how we're going to generate

business, we're very used to making plans. It's very normal. However, in negotiation, I

cash flow for the next year some business we're very used to making plans

think we often skip over that idea of making a plan. We often just jump into

very normal

negotiation because we're always thinking, "I want to get the best. I want

however negotiation I think we often skip over that idea of making a plan we

to get more. I want to get a lower price." But if you have a goal, it's very clear.

often just jumped into negotiation because we're always thinking I want to

Now, you need to think how to get from the beginning to the end of that goal,

get the best I want to get more I want to get a lower price but if you have a

very important in a business negotiation. And it can help you in a social

goal it's very clear now you need to think how to get from the beginning to

negotiation also to understand this idea. Now, it could be a little bit complicated

the end of that goal very important in a business negotiation and it can help you

because maybe you had a business class on strategy before. Maybe you've studied

know social negotiation also to understand this idea now it could be a

strategies, a very popular business topic. And there's a lot of thick books, and it

little bit complicated because maybe you had a business class on strategy before

can become very complicated. Well, in this case, I think we're very lucky because

maybe you studied strategies a very popular business topic and there's a lot

it's not very complicated luckily. So let's go ahead and look at this idea of

of thick books and it can become very complicated

making a plan and creating a strategy and executing tactics. So a plan is a way

well in this case I think we're very lucky because it's not very complicated

that you you know get your ideas together, you formalize. Of course, it's

luckily so let's go ahead and look at this idea of is making a plan

best when you make a plan to discuss with your team members, and to write

and creating a strategy and executing tactics so a plan is a way that you you

things down, so you get clear, and you get unified. Now, for the

know get your ideas together you formalize of course its best when you

plan, you're going to have two basic parts of the plan--your strategy and your

make a plan to discuss with your team members and to write things down so you

tactics. And remember strategy. Strategy is that overall big picture, the big idea

get clear and you get unified now for the plan you're going to have two basic

the big thing you're going to do. And tactics are how do you execute that

parts of the plan your strategy and your tactics and remember strategy strategy

strategy. What is the.. what are the behaviors you actually do to accomplish

is that overall big picture the big idea the big thing you're going to do and

that. So strategy is the bigger part. Tactics are the specific, smaller part. So

tactics are how do you execute that strategy what is the what are the

strategy is a kind of plan and it emphasizes, you emphasize this during

behaviors you actually do to accomplish that

your negotiation, but, of course, it's only useful if everyone on your team is on

so strategies the bigger part tactics are the specific smaller part so

the same page, and you all know the same strategy. If everybody's mixed up and have

strategy is a kind of plan and emphasizes you emphasize this during a

different strategies, it's not going to work. Tactics are the behaviors. And again,

negotiation but of course it's only useful if everyone on your team is on

you want to share this with your team because you want your team all to be

the same page and you all know the same strategy everybody's mixed up and have

using tactics that are helpful. It doesn't mean everyone uses the same

different strategies is not going to work

tactic, so that's an interesting point. Of course, everyone's working on the same

tactics are the behaviors and again you want to share this with your team

strategy, towards the same goal, but then the tactics may differ because different

because you want your team all to be using tactics that are helpful

team members execute different tactics to achieve things or they may be good at

it doesn't mean everyone use the same tactics that's an interesting point of

different tactics. Or different players, different, in our game, players, different

course everyone's working on the same strategy towards the same goal but then

negotiators on the team could actually be helping each other by using different

the tactics may differ because different team members execute different tactics

tactics. For example, we say good cop bad cop, right? One person acts tough, one

to achieve things or they may be good at different tactics for different players

person acts friendly. That's one kind of way to do it. Okay. So let's think about a

different in our game players different negotiators on the team could actually

simple example like a child. So, of course, everyone knows this. When you are children,

be helping each other by using different tactics for example we say good cop bad

if you have a brother or a sister, you know that you often have a conflict with

cop right one person acts tough one person acts friendly that's one kind of

your brothers or sisters. And what do you do? You, of course, appeal to the parents.

way to do it

you go to your parents and you try to Get what you want from your parents. Now,

ok so let's think about a simple example like a child so of course everyone knows

how do you do this? Well, your strategy may be emotion. That is a child will use

this when your children if you have a brother or sister you know that you

emotion. And then the tactic may be for example saying, "I love you mommy. Can I

often have a conflict with your brothers or sisters and what do you do you of

please have this new toy?" So this strategy is the big idea. It's emotion.

course appeal to the parents you go to your parents and you try to get what you

And how do you execute it? one is to go tell your mommy you love her so

want from your parents

much or maybe to clean the dishes, wash the dishes and say, "I clean the dishes.

now how do you do this while your strategy maybe

Now, I deserve a reward." So that is a way to execute that strategy. Now in

emotion that is a child will use emotion and then the tactic maybe for example

negotiation, we're quite fortunate that there's a very simple idea here that we

saying I love you mommy can you please have this new toy

can use. And this is really quite amazing and quite powerful. In negotiation, there

so this strategy is the big idea its emotion and how do you execute it one

are four basic strategies, and I want you to pay attention because when we

way is that

have our RPGs, you need to sit down and think in your group, which one of this is

go tell your mommy you love her so much or maybe to clean the dishes wash the

for you. You can only have one. You can only choose one of these four strategies, and

dishes that I clean the dishes now I deserve a reward

the beautiful thing is there's only four. So let's take a look at the four core

so that is a way to execute that strategy now in negotiation were quite

strategies. Accommodation, collaboration competition, avoidance. So let's take a

fortunate that there's a very simple idea here that we can use and this is

look at each one of these very quickly. Accommodation-- so what are we talking

really quite amazing and quite powerful in negotiation there are four basic

about when we're doing accommodation? Accommodation, of course, means that you

strategies and and I want you to pay attention because when we have our RPGs

just give in whatever the other side wants. You give it to them. You go ahead

you need to sit down and think in your group which one of these for you can

and you give in. Why would you use accommodation? Well, maybe there's some

only have one you can only choose one of these for strategy and the beautiful

kind of special situation in accommodation, where if you give in now,

thing there's only four so let's take a look at the four core strategies

you'll get something later at a different negotiation. Or maybe your

accommodation collaboration competition

position is just so weak, that you're really not going to gain much or this

avoidance let's take a look at each one of these very quickly accommodation so

negotiation is not very important so you go ahead and give in. Anyway, there are

what are we talking about what we're doing

many reasons. We'll talk about in a minute, but accommodation is one of the

accommodation accommodation of course means that you just give in whatever the

strategies. You give in. The next one is collaboration. Collaboration-- now

other side once you give it to them

collaboration is a way to work together. And it's often, very thought of, very

you go ahead and you give in why would you use accommodation well maybe there's

close to the word cooperation, like cooperation, collaboration, working

some kind of special situation and accommodation where if you give in now

together. Avoidance-- of course, avoidance means you don't negotiate at all, and that's

you'll get something later at a different negotiation or maybe your

different than collaboration because collaboration is working together. It's

position is just so weak that you're really not going to gain much for this

different than accommodation, which means you just give in. And then the last one

negotiation is not very important to go ahead and give given anyway there are

is competition, where you try your best to win. So let me see if I can highlight

many reasons we'll talk about in a minute but accommodation is one of the

these. I got a little bit mixed up here, come back here. So we've got

strategies you give in the next one is collaboration collaboration

accommodation, you give in. Competition-- you fight for everything you can get.

collaboration is a way to work together and it's often very very close to the

Collaboration-- you work together, and avoidance-- you just walk away. You don't

word cooperation like cooperation collaboration working together avoidance

negotiate. All right. Let's look at these a little bit closer. Now, the great thing

of course avoidance means you don't negotiate at all and that's different

here is it's actually not hard to figure out. You have two questions to ask. If

than collaboration because collaboration is working together is different than

you ask these two questions, and you answer them honestly in your team, with

accommodation which means you just give in and then the last one is competition

your team members, looking at your company's position, what's our beginning

where you try your best to win so let me see if i can highlight these little bit

position? If you answer these questions, you'll have your strategy. There's four

mixed up here come back here so we've got accommodation you give in

possible answers, right? So four strategies. Let's look first at question

competition you fight for everything you can get collaboration you work together

number one. How important is the negotiation outcome to your team? So that

and avoidance you just walk away you don't negotiate all right let's look at

is how important is the outcome? This negotiation, right now, the result of this

these a little bit

negotiation, how important is it? Now, usually, when you work in a company, this

closer now the great thing here is it's actually not hard to figure out

is not up to you. This comes from your boss, from your managers. And they'll tell

you have two questions that ask if you ask these two questions and you answer

you this negotiation is very important. And when we play our RPG, each

them honestly in your team with your team members looking at your company's

negotiation, for each group, is going to have an importance level. So let's say,

position what's our beginning position if you answer the questions you have

for example, this negotiation is just not important. Your company's already making

your strategy was for possible answers right so for strategies

a lot of money doing something else. This is a small cookie, small potato. It's not a

let's look first question number one how important is the negotiation outcome to

big deal. So your boss tells you, "I want you to go do this negotiation." But he

your team so that is how important is the outcome this negotiation right now

does not emphasize this is important or key to the company, so the outcome of

the result of this negotiation how important is this now usually when you

this negotiation is maybe not that important. On the other hand, if the

work in a company this is not up to you this comes from your boss from your

negotiation is very important because maybe the company is on the verge of

managers and they'll tell you this negotiation is very important and when

bankruptcy, it's out of money, something's going wrong, so this negotiation is very

we play RPG each negotiation for each group is going to have an important

important. We have to make money on this negotiaon. The importance is very high. So that

level so let's say for example this negotiation is just not important for

outcome importance is the first question. And you can break it into, you know, just

companies already making a lot of money doing something else this is a small

high or low. It's very important, high or it's not so important, low. Now then

cookie small potatoes not a big deal

question number two. "How important is it to keep a good relationship with your

so your boss tells you i want you to go to this negotiation but he does not

counterpart, with the other side" you're negotiating with. How important is that

emphasize this is important or key to the company so the outcome of this

relationship? So in this case, again, very simple question. I'm negotiating with you.

negotiation is maybe not that important

WWe have a relationship. In the future, are we going to have a relationship? and in

on the other hand if the negotiation is very important because maybe the company

the future is that relationship important? Now, of course, you may think

is on the verge of bankruptcy it's out of money

yes. And I may think yes or you may think no and I think yes or you may think

something's going wrong so this negotiation is very important we have to

yes, and I think no. There's all possible combinations, but right now, I'm

make money on this negotiation then it's very important very high so that outcome

just asking myself, my team, how important is this relationship in the future? How

importance is the first question and you can break it into you know just higher

important is this relationship in the future? very important? not important? So,

low is a very important

for example, I'm going to buy from you one time, but there's many suppliers. I

hi or it's not so important low now then question number two how important is it

can buy from many, so you know if our relationship is not good, not a big deal.

to keep a good relationship with your counterpart with the other side you're

I'll find another seller that I can buy from. On the other hand, maybe your

negotiating with how important is that relationship so in this case again very

product is very special, or has some kind of patent or copyright, and I need to get

simple question

it from you. And it's very important to my business. So therefore, I must have a

I'm negotiating with you we have a relationship in the future are we going

good relationship with you in the future. So I'm going to do everything I can to

to have a relationship and in the future is that relationship important now of

create a good relationship, so that would be high. So we're looking at two

course you may think yes and I may think yes or you may think know and i think

fundamental questions, so simple, so easy. Question one: how important is the

yes or you may think yes and i think--not there's all possible

negotiation outcome? question 2: How important is the relationship? You ask

combinations right now just asking myself my team

these two questions, and you're going to have your strategy. I'm going to talk

how important is this relationship in the future

more about that when we have a follow-up. Thank you!

how important is this relationship in the future very important not important