we're just going to kind of discuss a

little bit more of what this all means

little bit more of what this all means.

so a strategy guides your negotiation overall you need a strategy to fool you

So a strategy guides your negotiation

begin your negotiation

overall. So you need a strategy before

it's especially important if you have a team more than one person two people

you begin your negotiation. It's

three people need to be working together

especially important if you have a team,

how do you all work in the same direction you must be four hand plan

more than one person, two people, three

your strategy you don't plan your strategy will be doing things in a

people. You need to be working together.

different direction

How do you all work in the same

you also need your strategy so you know what the say how to act

direction? You must, before hand, plan

what time to show up how to use your body language what information to offer

your strategy. If you don't plan your

those are all related to tactics so let's go back here for a second look at

strategy, you'll be doing things in a

this slide there are four basic strategies competition accommodation

different direction. You also need your

avoidance collaboration now there's an easy way to remember that strategies

strategy, so you know what to say, how to

lead to tactics as this picture here shows we have a strategy and that helps

act, what time to show up, how to use your

us decide how do we act how do we behave what are the things we do that the other

body language, what information to offer.

side sees how can we remember these four strategies or let me jump over here and

Those are all related to tactics. So

show you this is not not hard at all my slides working the way you think of the

let's go back here for a second look at

four strategies is this ask these two questions question one how important is

this slide. There are four basic

the negotiation outcome to you this negotiation right now

strategies: competition, accommodation,

how important is this negotiation right now to you

avoidance, collaboration. Now, there's an

that's the number one question you need to ask the number to question you need

easy way to remember that. Strategies

to ask is how important is the relationship over time

lead to tactics as this picture here

ok so let's jump back to the slide here take a look at this

shows. We have a strategy and that helps

think of the first question is being one axis how important is the outcome to you

us decide how do we act, how do we behave,

right now this negotiation this negotiation right now how important is

what are the things we do that the other

it not important very important

side sees. How can we remember these four

ok not important very important

strategies? or let me jump over here and

how about the relationship

show you. This is not hard at all. (I

how important is the relationship think of the relationship is being another

get my slides working.) The way you think

axis not unfortunate very important not important very important

of the four strategies is this. Ask these

ok now then let's take these two axes and put them together to really get a

two questions. Question one: how important

very simplistic view of how we decide our strategy if we look at these two

is the negotiation outcome to you? This

axes we can see how important is the relationship to you how important is the

negotiation, right now, how important is

outcome to you

this negotiation, right now, to you? That's

hi low on both high low on both so now then let's just go ahead and make

the number one question you need to ask.

quadrants inside of there

The number two question you need to ask

let me show you the first quadrant accommodation accommodation is a

is how important is the relationship

strategy for negotiation with this accommodation mean accommodation means

over time?

you give what the other side once not necessarily wonder-percent but what they

Okay. So let's jump back to the slide

need you give to them if they need a lower price you give them a lower price

here. Take a look at this. Think of the

if they need faster shipping you give them shit faster shipping if they need a

first question as being one axis. How

higher quality you give them higher quality now if we look inside the

important is the outcome to you, right

quadrant here accommodation means how important is a relationship very

now. This negotiation, this negotiation

important

right now, how important is it. Not

how important is the outcome not important so why do we choose

important, very important. Okay. Not

accommodation because I need the other side to have a

important, very important. How about the

good relationship with me over a long time I need the other side over a long

relationship? How important is the

time to have a good relationship with me right now

relationship. Think of the relationship

this deal is not so important so right now this deal if it gives me something

as being another axis, not important, very

not so good well that's okay i'll survive my company will do okay but I

important, not important, very important.

need this other partner I need my negotiation counterpart to have a good

Okay. Now, then, let's take these two axes

relationship with me in the future

and put them together to really get a

therefore we use accommodation let's look at another strategy the next

very simplistic view of how we decide

strategy opposite of accommodation would be competition competition accommodation

our strategy. If we look at these two

was up here competitions down here so competition means what competition means

axes, we can see how important is the

you fight for everything you want to win those two points in the basketball game

relationship to you, how important is the

no matter what you need to get those two and stop the other side from getting

outcome to you. High,low on both.High, low on

their two points so every thing I get the other side loses and everything I

both. So now, then let's just go ahead and

lose the other side gains so I want to win more gain more and lose less that

make quadrants inside of there. Let me

way I can win on everything so why do I choose competition because the

show you the first quadrant.

relationship for the future is not important to me so if i give the other

Accommodation-- accommodation is a

side pressure and i say i need a lower price i need higher quality give them a

strategy for negotiation. What does

lot of pressure and they get very angry that you're very frustrated and they

accommodation mean. Accommodation means

don't like me they don't like my company they don't like this deal i don't care

you give what the other side wants, not

because over time I don't need that relationship maybe my company's bigger

necessarily one hundred percent, but what

than them

they need, you give to them. If they need

maybe my company is an important buyer and they're just a supplier and i have

a lower price, you give them a lower

many other suppliers i can choose from or maybe they're an important supplier

price. If they need faster shipping, you

and but I don't need their product today I can get another kind of product maybe

give them faster shipping. If they

they're not successfully and with the recent product it could be any kind of

need a higher quality, you give them

thing like this i just don't need them in the future i don't think i need them

higher quality. Now, if we look inside the

but right now it's very important that I have a good deal maybe my company needs

quadrant, here, accommodation means how

that money maybe we need a good profit margin on this deal

important is a relationship, very

maybe I'm gonna lose my job if I don't make a good deal

important. How important is the outcome,

my bosses told me hey wooden if you don't make a good deal this time your

not important. So why do we choose

fire so I feel I must get a good deal so I don't care what happens in the future

accommodation? because I need the other

I just care to keep my job now so that could be on an individual level on a

side to have a good relationship with me

company level competition strategy

over a long time. I need the other side,

ok let's take a look at another strategy on the ever dimension here just take a

over a long time, to have a good

look over here and what do we have avoidance avoidance what does avoidance

relationship with me. Right now, this deal

mean well you can see in the slide avoidances relationship not important

is not so important. So right now this

and outcome not important

deal, if it gives me something not so

so what does this tell us I don't need this company over a long period of time

good, well, that's okay I'll survive. My

in the future not important to me and right now today this deals it's

company will do okay, but I need this

important no we don't need this deal now so in this case I use the avoidance

other partner I need my negotiation

strategy which means that when I negotiate

counterpart to have a good relationship

I'm very easy to say well you know what i was drawn we don't want to negotiate

with me in the future. Therefore, we use

anymore and we don't need this deal we just gonna walk away so the other side

accommodation. Let's look at another

always is worried i can just give up

strategy. The next strategy, opposite of

that's my strategy avoidance I don't really want to negotiate if you don't

accommodation, would be competition,

like my price

competition. So accommodation was up here.

well okay I don't sell to you that if you don't like this

competition's down here. So competition

ok nevermind go somewhere else I don't need you in the future and I don't need

means what? Competition means you fight

this deal today so that's the avoidance strategy

for everything. You want to win those two

ok let's look at our final strategy our final strategy is collaboration

points in the basketball game no matter

collaboration now collaboration means that we try to work together that's not

what. You need to get those two, and stop

exactly the same as cooperation similar but little bit different meaning but

the other side from getting their two

anyway the point is we're doing things together we're trying to work together

points. So every thing I get, the other

collaboration

side loses. And everything I lose, the

how does this answer the two questions do i need this relationship in the

other side gains. So I want to win more,

future

gain more, and lose less. That way I can

yes very important do i need this deal now yes very important i need a good

win on everything. So why do I choose

deal now very important to me and I need to have a good relationship with my

competition? because the relationship for

counterpart the other company in the future so what do i do I collaborate

the future is not important to me. So if

what does that mean I give something

I give the other side pressure, and I say

I asked for some things I try to get them to give me what I want and I try to

I need a lower price. I need higher

give them what they want

quality. I give them a lot of pressure, and

hopefully by giving them what they want and they give me what I want we can both

they get very angry. They get very

get what we want and that would be collaboration

frustrated, and they don't like me. They

ok let's put these all together here so here we have our four strategies and are

don't like my company. They don't like

two questions I think this is really quite amazing and it's something you

this deal. I don't care because over time

need to really keep in mind because it's not as complicated as one would think

I don't need that relationship. Maybe my

what we're looking at are two basic questions and four fundamental

company's bigger than them. Maybe my

strategies how important is a relationship

company is an important buyer, and they

how important is this outcome right now

are just a supplier, and I have many

accommodation competition avoidance collaboration

other suppliers I can choose from. Or

ok now that seems pretty straightforward and pretty easy i think not complicate

maybe they're an important supplier,

that's really a great insight if you can keep this in your mind as you prepare

but I don't need their product today. I

for your negotiation this will be super helpful to you

can get another kind of product. Maybe

however just because there's four strategies doesn't mean negotiating now

they're not successfully with their

has become easy

recent product. It could be any kind of

the reason it's not easy we can think about very quickly if I want to

thing like this. I just don't need

collaborate but you want to compete

them in the future. I don't think I need

how can we negotiate in other words i want to keep a good relationship with

them. But right now, it's very important

you and I want to have a good outcome now but you you don't care about the

that I have a good deal. Maybe my company

relationship you only want a good outcome now so are two strategies are

needs that money. Maybe we need a good

fundamentally different of course if your strategy with collaboration and my

profit margin on this deal. Maybe I'm

strategy was collaboration probably will have a much easier negotiation we both

going to lose my job if I don't make a

want the same thing we can try to find out where can I give you something we

good deal. My boss has told me, "Hey, Warden,

can you give me some

if you don't make a good deal this time,

however the problem is very very often the two sides have different strategies

you're fired. Until I feel I must get a good

they have different answers to these two questions and by having different

deal, and so I don't care what happens in

answers to these two questions their approach is going to be very different

the future. I just care to keep my job.

and when you put those different strategies together and negotiation

Now, so that could be on an individual

that's where the negotiation gets tough gets hard not easy to come to an end to

level, on a company level competition

a conclusion and lots of times it means somebody's going to win and somebody's

strategy. Okay. Let's take a look at

going to lose

another strategy on the other dimension

ok we have some exercises in the textbook specifically some fill in the

here. Just take a look over here, and what

gap it's not hard it's not meant to be hard

do we have? Avoidance--avoidance, avoidance, what does

these exercises actually meant to be easy

avoidance mean? Well, you can see in the

the reason I give them to you i want you to begin thinking in this way right

slide avoidance's relationship not

what other two questions what are the strategy what are the words that i can

important and outcome not important. So

use in a regular negotiation because when we execute our negotiations in our

what does this tell us? I don't need this

virtual space i want you to be using that much as possible thinking like a

company over a long period of time in

businessperson thinking this vocabulary and I hope using English ok so please

the future, not important to me. And right

take a look at that exercise

now, today, this deal is this important? No,

hey there ok so i think we're going to wrap it up here pretty straightforward

we don't really need this deal now. So in

right

this case, I use the avoidance strategy,

can I ask you how many strategies are there can i ask you what are the two

which means that when I negotiate I'm

most important questions to form your strategy i think i can do that and you

very easy to say, "Well, you know what? I

can answer quickly when we negotiate before you enter the negotiation before

withdraw. We don't want to negotiate

you see the other side ask these two questions right

anymore. Now, we don't need this deal.

how important is the outcome to me now to my company to my team and how

We're just going to walk away." So the

important is the relationship with the other side over time into the future

other side always is worried I can just

right and then choose one of your four strategies

give up. That's my strategy, avoidance. I

ok so see you next time for negotiation

don't really want to negotiate. "If you

good luck in your negotiations

don't like my price, well, okay I don't

yeah

sell to you then. If you don't like this,

okay, never mind, go somewhere else. I

don't need you in the future and I don't

need this deal today, so that's the

avoidance strategy. Okay. Let's look at

our final strategy. Our final strategy is

collaboration, collaboration. Now

collaboration means that we try to work

together. That's not exactly the same as

cooperation,

similar but a little bit different

meaning. But anyway, the point is we're

doing things together. We're trying to

work together. Collaboration, how does

this answer the two questions? Do I need

this relationship in the future? Yes, very

important. Do I need this deal now? Yes,

very important. I need a good deal now,

very important to me. And I need to have

a good relationship with my counterpart,

the other company in the future. So what

do I do? I collaborate. What does that

mean? I give some things. I asked for some

things. I try to get them to give me what

I want, and I try to give them what they

want. Hopefully, by giving them what they

want and they give me what I want, we can

both get what we want, and that would be

collaboration. Okay. Let's put these all

together here. So here, we have our four

strategies and our two questions. I think

this is really quite amazing. And it's

something you need to really keep in

mind because it's not as complicated as

one would think. What we're looking at

are two basic questions and four

fundamental strategies. How important is

a relationship? how important is this

outcome right now? Accommodation,

competition, avoidance, collaboration. Okay.

Now, that seems pretty straightforward

and pretty easy i think, not complicated.

That's really a great insight. If you can

keep this in your mind, as you prepare

for your negotiation, this will be super

helpful to you. However, just because

there's four strategies, doesn't mean

negotiating now has become easy. The

reason it's not easy, we can think about

very quickly. If i want to collaborate

but you want to compete, how can we

negotiate? In other words, I want to keep

a good relationship with you,

and I want to have a good outcome now.

But you don't care about the

relationship. You only want a good

outcome now. So our two strategies are

fundamentally different. Of course, if

your strategy was collaboration, and my

strategy was collaboration, probably we'll

have a much easier negotiation. We

both want the same thing. We can try to

find out where can I give you something,

where can you give me something. However

the problem is very, very often, the two

sides have different strategies. They

have different answers to these two

questions, and by having different

answers to these two questions, their

approach is going to be very different.

And when you put those different

strategies together, in negotiation,

that's where the negotiation gets tough,

gets hard, not easy to come to an end, to

a conclusion. And lots of times, it means

somebody's going to win, and somebody's

going to lose.

Okay. We have some exercises in the

textbook, specifically, some fill in the

gap. It's not hard. It's not meant to be

hard. These exercises are actually meant

to be easy. The reason I give them to you

is I want you to begin thinking in this

way, right? What are the two questions?

What are the strategies? What are the 245 00:12:15,230 --> 00:12:19,640 words that I can use in a regular

negotiation. Because when we execute our

negotiations in our virtual space, I want

you to be using that as much as possible,

thinking like a business person, thinking

with his vocabulary, and I hope using

English. OK. So please take a look at

that exercise A there. Ok, so I think

we're going to wrap it up here. Pretty

straightforward, right? Can I ask you how

many strategies are there? Can I ask you