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Gap Academy Induction - TCSN > Learning Points > Flashcards

Learning Points Flashcards

1
Q

No right no wrong

A

Just behavior that is appropriate or inappropriate given the circumstances

world isn’t so black and white, different situations call for different behaviors

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2
Q

negotiation is silence, negotiation is listening

A

power and control come from effective silence

it allows you to observe what they are doing and listen better, putting pressure on other party

the more yo usay the more you give away

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3
Q

negotiation and selling are two different things

A

selling comes before the negotiation, it persuades and creates the demand

negotiation is determining the terms of the deal

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4
Q

why is selling bad in a negotiation environment?

A

if you continue to sell in a negotiation you are giving information away and you are justifying yourself/subconsciously showing your weakness

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5
Q

Positioning

A

shifts the value of an item either up or down in the mind of other party

it’s a subtle way to add credibility, precise/concise and comes before your proposal

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6
Q

sometimes you have to lose

A

negotiation is not a competition

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7
Q

negotiation is a ritual

A

we want to make sure both parties are satisfied so the deal goes through

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8
Q

no place for fairness in negotiation

A

plan your moves in decreasing amounts towards breakpoint - you do not want to be exploited

leave your values at negotiation room door

a skilled negotiatior separates their feelings from their behaviors

if you want to be liked you will pay for it

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9
Q

buying back your comfort

A

you leave money on the table because you’re uncomfortable and you think it’s not really your money

negotiation will always be uncomfortable

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10
Q

be something different not someone different

A

adopting specific behaviors, even if they go against your personal value set, are crucial skills for a negotiator. doing so doesn’t make you a bad person or change who you

you can’t let your personal values compromise your negotiation performance. put on your negotiation jacket and behave in a way that is approprate to a given scenario so you will not be exploited

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11
Q

Super competitiveness

A

You will expose yourself to risk (consciously or otherwise) to ensure that the other party loses more than you do.

But negotiation is not about winning or losing. There’s no place for ego

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12
Q

why do we read the other party’s breakpoints?

A

so we don’t leave any money on the table and maximize the deal

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13
Q

how can we read the other party’s breakpoints?

A

by watching their behavior and NVCs. people start to relax once they think they can reach a deal

ask questions, you have more power than you think

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14
Q

what are SEGs?

A

Soft Exposing Giveaways, or language that is used to soften a proposal (i think, we could possibly…that might work)

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15
Q

why do people use SEGs?

A

they feel uncomfortable and they’re trying to lessen their discomfort. they soften to alleviate that stress

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16
Q

what should we say to people when they are using too many SEGs?

A

remind them that negotiation is silence ,negotiation is listening. don’t add fluff you don’t need

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17
Q

what are NVCs?

A

physical, automatic responses that we’ve been doing for centuries and don’t even realize we are doing half the time (non verbal communication)

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18
Q

How can we encourage someone to watch their NVCs better?

A

by reminding them of conscious competence, separate our feelings from our behaviors

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19
Q

why is silence an effective tactic to use in negotiation?

A

it makes the other party uncomfortable and to fill the air/discomfort they often start to give away information that can be used against them

it gives you time to think

20
Q

why do we use a professional flinch?

A

we signal that we disagree (even if its untrue) because people hate rejection and are likely to change/soften after seeing this tactic used against them

21
Q

why do we ask a lot of questions?

A

they help you get inside the other party’s head

it helps you read their breakpoint and understand their challenges/priorities

22
Q

how do we question effectively?

A

we ask, but never answer. we avoid answering by asking another or deflecting

23
Q

when to put your figure down?

A

you should always put yours down first

24
Q

why do we put our figure down first?

A

it anchors your position where you want it to be and allows you to take charge of the negotiation

25
Q

how do you put your figure first?

A

you go first unless you think they might make a mistake

26
Q

when can opening extreme sometimes be too much?

A

if you reach their piss off point

27
Q

what’s bad about reaching a piss off point (POP)?

A

besides obviously upsetting the other party, you risk killing the deal before it even starts

remember where you are on the clockface (after 6 pm, window for POP even smaller)

28
Q

why do we plan our moves?

A

it helps us stay focused in the negotiation and illustrate that things are more valuable the harder they are to get

by doing this tactic, we also convey that its really hard for us to give these last few concessions

29
Q

why do we anchor?

A

it allows us to take charge of the negotiation

it allows us to play in our own ballpark

30
Q

why should we never mention the other party’s figure?

A

because it gives them credibility

31
Q

how do we remind people how to anchor?

A

the best way to beat a proposal is to make a proposal

tell people what you can do and not what you can’t do

32
Q

what’s a lever?

A

an additional variable in a negotiation

33
Q

why do we use levers?

A

they help create more power beyond the main variable of price

34
Q

why is it important to take notes?

A

they will help you predict your counter party’s moves. people are creatures of habit

it also helps you have a historical record of whats been said and gives another reason for silence

35
Q

why is it powerful to use unround numbers?

A

because they are seen as more credible especially as you get further into your moves

36
Q

what are the three things to always remember?

A

1 - ask questions
2- make proposals
3 - say nothing

37
Q

why is it important to remember our simple 3 things?

A

it helps avoid the thinking and talking trap or giving too much away

38
Q

why are killer questions a bad thing?

A

you start moving into their ballpark, you are likely to end the negotiation early and you probably won’t get an honest answer

39
Q

why do we run into deadlock?

A

people can’t put aside their egos

40
Q

why is it bad to bring your ego into negotiations?

A

because you don’t actually reach an agreement and forget that effective negotiation is about providing both parties with satisfaction

41
Q

how can you help/remind people not to bring their egos into negotiation?

A

focus on the cash

42
Q

what’s a tip for using currencies?

A

always speak in your own currency because its easier for you and it will throw them off

but its very helpful to do the calculations in your prep ahead of time of what that looks like in their currency too

43
Q

why is it bad to split the difference?

A

there’s no room for fairness in a negotiation. you leave a lot on the table this way

44
Q

what’s the crescendo effect?

A

as time moves on pressure increases and it causes people to shift their behavior

45
Q

how can you use the crescendo effect to your advantage?

A

if you know that people behave differently under a time crunch and will feel maximum pressure just before the end, then use this pressure to your advantage and wait. control the clock.

46
Q

what is selling how far you’ve moved?

A

a tactic that simply wastes time. buyers speak in % and sellers speak in numbers, but are you reaching any kind of agreement? no, you’re justifying

47
Q
A

Gap Academy Induction - TCSN (2 decks)

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