negotiation   5451

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Execs unplugged: A behind the scenes look at the real NBA trade deadline
"If you reach a trade any time after 2:30 (pm Eastern), there’s this queue of trade calls that the league has to process, and some years if you’re one of the last ones in or your trade is complicated and they have to do a bunch of stuff, you may not get to your league trade call until eight or nine (pm Eastern). That’s awkward, because news of the trade probably leaked on TV at 3:05, or earlier, and the team can’t say anything until the trade call is official, so everyone in the entire organization – from the ticket sales people to the media people, you’ve got a bunch of reporters calling you, and the whole company is waiting on this trade call to happen. And if you’re a good organization, you’ve got all your paperwork together, and everybody wants to know, ‘When can we talk about it? When is it official? When’s it going to happen?’ And it’s not the league’s fault. They suddenly have 20 trades to process – these are like 20 important legal agreements, with potential ramifications if something goes wrong. They’re doing what they have to."
a:Sam-Amick  a:John-Hammond  a:Travis-Schlenk  a:Mike-Zarren  p:The-Athletic  d:2019.01.24  w:5000  NBA  law  negotiation  communication  from instapaper
5 days ago by bankbryan
atten ashe • And then I wrote two thousand words of...
And then I wrote two thousand words of that! [[MORE]] In the end it was Quentin and Alice, of course. Of course, of course, it was Quentin and Alice, was always going to be Quentin and Alice going off...
fic  magicians  negotiation 
11 days ago by yarngeek
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens - HBS Working Knowledge - Harvard Business School
"REQUIRING FULL CONSENSUS IN A MULTIPARTY DEAL MAKES YOU HOSTAGE TO THE MOST EXTREME OR RELUCTANT PARTY."

Building sufficient consensus
1. In a complex, multiparty setting, don’t take victory for granted, ever.
2. Actively monitor local currents and cross-currents of opinion.
3. Identify and nurture potential allies before you need them.
4. Identify all likely and potential opponents at the outset of the process
5. Beware of opponents with diverse concerns joining forces to form a “blocking coalition.”
6. From the beginning, actively listen to the concerns of potential opponents and address them to the extent possible.
7. Remember that negotiation does not end with a “yes,” but requires enough ongoing support for implementation and sustainability.
negotiation 
11 days ago by tom.reeder
5 Commercial Terms to Address in Workday Negotiations
"In an ideal world, you could obtain a current and complete price list, but Workday keeps this close to the vest and will not readily provide an itemized price list. However, they have provided customers with some level of visibility into list prices, so it is worth pressing Workday to at least provide the list price for each product listed in their proposal.

Ambiguous price lists are common among vendors, but unlike many other ERP providers, Workday’s list prices can vary per product"
workday  commercial  terms  contract  negotiations  renewal  enterprise  agreements  it  sourcing  vendor  management  licensing  negotiation 
18 days ago by jonerp
The Four-Step Process To Get You Better Offers
Reject their offer to generate more empathy.

You can do this by saying “I’m sorry ...” followed by a short pause.

Why? Because nothing gets someone’s attention faster than an unexpected apology. They wonder to themselves, “What in the heck is this person apologizing for?” This has the phenomenal effect of totally breaking their train of thought (in a nice way) and riveting them to the next few words you say.

Now it’s time to start using the downward inflecting “late-night FM DJ” voice.

Then say gently, “How am I supposed to accept that?” (Long pause = dynamic silence. Count “one-one thousand” to yourself, and be prepared to go to 10.)

One of two things will happen:

They will improve their offer.

They will say, “Because if you want the deal, you will ...”—or a similar version of not moving their position in any way.

Even in the second outcome, this is actually where you want to get to, anyway. It tells you you’ve done a great job and, in fact, have them about as far as possible.

3. Rescue victory from the jaws of defeat with the killer label.

Use one (or more) of these labels as you see appropriate. Whatever you do, do not ask a question here. Say one of these labels very gently:

“It sounds like there is nothing I can say to get you to make this deal."
“It sounds like there’s nothing more you can do."
“It sounds like this is out of your hands."
“It sounds like you’re powerless here.”
Then go silent (counting thousands again) and give them time to respond. If they do have any latitude, you’ve now orchestrated a moment that’s going to help you find out. 

Here’s the reason why—people hate being powerless. I’ve had customer service people offer me a concession I hadn’t even considered, simply because I used the killer label of, “It sounds like you’re powerless here.” And doing so made them feel better.
empathy  negotiation 
18 days ago by gustavoluz

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