1. (pg. 23) Recall a recent or upcoming negotiation. Now, put yourself in the other negotiator’s shoes. What are their beliefs, needs, perceptions and goals that play into their thinking?
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2. Think of an upcoming negotiation. Is there a way to involve the other party in the process before the negotiation time?
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3. Describe the role emotions have played in your past negotiations.
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4. What communication best practices have you used in negotiations that gave you positive outcomes? What will you try from this chapter’s section on Communication?
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Reading Assignment: Chapter 3, Focus on Interests, Not Positions
Discussion Topics:
1. In a current negotiation, compare and contrast the “interests” and “positions”. How does that analysis change your position?
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2. What interests are shared and compatible and which interests are in conflict?
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3. How can you demonstrate concern for the other side’s interests in an upcoming negotiation?
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Reading Assignment: Chapter 4, Invent Options for Mutual Gain
Discussion Topics:
1. Describe a time when you or a salesperson you were working with expanded the pie for you?
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2. Think about a current or recent negotiation with a customer. List out all the creative ideas, no matter how crazy, to expand the pie – longer contracts, down payment, cross-references business, etc.
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3. Get with a small group (maybe your sales team) and choose a common problem. Now following the brainstorming instructions beginning on page 61, come up with solutions. After you are done, answer this question: What options did you invent?
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Reading Assignment: Chapter 5, Insist on Using Objective Criteria
1. What objective criteria exists in your contracts for service, price, etc? Is that clearly communicated during negotiations?
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2. What are some fair procedures that would be useful in your customer conversations?
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3. In your negotiations, how can you use objective criteria?
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1. What has been your experience with “bottom lines”?
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2. For a deal in your pipeline, use the 3 operations to create your BATNA?
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3. What is the other side’s BATNA?
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Reading Assignment: Chapter 7, What if They Won’t Play? (Use Negotiation Jujitsu)
Discussion Topics:
1. Describe a client from now or in the past that “just wouldn’t play”. What was the outcome?
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2. How would you “look behind” this objection: “We need to be able to cancel this contract at any time without penalty.”
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3. What positions have you taken in current negotiations? How can you “invite criticism” of those positions to better understand your client?
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4. In what current negotiations can you change your statements into questions?
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5. Is there a mediator in your company that can join negotiations? What value might they bring to the discussion? When will you consider including them in the discussion?
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1. Describe a client from now or in the past that “used dirty tricks”. What was the outcome?
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2. In the sceanario you described above, write a script to “raise the issue explicitly”.
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3. How can you raise the above issue without attacking the people personally?
Script:
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4. Which of the negotiation tactics listed in Chapter 8 have you faced? Did you recognize them at the time? After reading this chapter, what will you do differently moving forward?
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We hope you enjoyed the book and the above Discussion Guide. Thank you!
