Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. People have been killed for this. But there is another way.

In 1997, Bill Ury and I had to read each other’s books in preparation for working together for KPMG. A week before our introductory lunch meeting in Santa Fe, I read his book Getting To Yes (where BATNA – Best Alternative to a Negotiated Agreement – originated), marked the areas I disagreed with in red, and sent the marked book back to Bill. There was a lot of red: his book teaches how to get what you want (potentially win-lose) rather than how everyone can walk away satisfied (win-win). After comparing our models and a very interesting discussion about the different outcomes between a win-win and a win-lose negotiation, he agreed with me and we worked with KPMG using a win-win model.

BELIEFS

Win-lose is an incongruity. Using benchmarks for ethics and integrity, if one person loses, everyone loses – hence there is only win-win or lose-lose. Yet in the typical negotiation process it’s hard to find a win when the ‘things’ being bartered are not ‘things’ at all but representations of unconscious, subjective beliefs and personal values (termed Criterial Equivalents in NLP) without either negotiation partner fully understanding the underlying values these items represent to the other: a house in the country might represent a lifetime goal to one person, and just a place to live to another; a $1,000,000 settlement might illustrate payback for a lost, hard-won reputation to one person, and extortion to another. When much younger, I spent a fortune on a 14K gold waist chain, believing that this decadent indulgence defined me as ‘making it.’ Seriously.

It’s possible to take the negotiation beyond the ‘things’ being bartered, away from the personal and chunk up to find mutually shared values agreeable to both – and then find ‘things’ that represent them. So it might be initially hard to agree who should get ‘the house’, but it might be possible to agree that it’s important everyone needs a safe place to live.

FOCUS ON SHARED VALUES FIRST

Try this:

1. enter the negotiation with a list of somewhat generic high-level values that are of foundational importance, such as Being Safe; Fair Compensation;
2. share lists and see where there is agreement. Where there is no agreement, continue chunking up higher until a set of mutually comfortable criteria are found. A chunk up from Fair Compensation might be ‘Compensation that Values Employees’
3. list several possible equivalents that match each agreeable criterion. So once Compensation that Values Employees is agreed upon during a salary negotiation, each partner should offer several different ways it could be achieved, such as a higher salary, or extra holidays, or increased paid training days, or a highly sought-after office, or higher royalties;
4. continue working backward – from agreement with high-level, foundational criteria, down to the details and choices that might fulfill that goal, with all parties in agreement.

Discussions over high level values are often more generic, and far less likely to set off tempers than arguments over ‘things’: if nothing else, it’s easier for negotiation partners to listen to each other without getting defensive. And once values are attended to and people feel heard they become more flexible in the ‘things’ they are willing to barter: once Compensation that Values Employees is agreed to, it’s possible to creatively design several choices for an employee to feel fairly valued without an employer stretching a tight budget.

Think about negotiations as a way to enhance relationships rather than a compromise situation or a way for someone to win. There is nothing to be won when someone loses.

If you are working in a company, you may be asked for giving a professional presentation. You may have to give a presentation for your clients, coworkers, or even for your customers. If you find difficulty to speak in front of people, there are several ways that you can learn to create a successful presentation in your workplace. So, just check out the following tips and get the best result your presentation.

As the first step, you need to make an effective preparation for your presentation. You need to gather figures, various types of facts, and the other types of information. You have to do it quickly after you are being assigned as the presenter of presentation.

After you have gathered all the information that you need to prepare for your presentation, the next step that you need to do is to organize your data into a neat outline. It is because the organization can be the key of success for your presentation.

For the third step, after you have organized and gathered the information, you can use Power Point to display the material you are going to present. The interactive computer slide technology becomes a big hit among professionals the business sector today.

The fourth step is to write your script of the things that you want to present with each slide. It is important for you to practice your script over and over again. This can help you to come across in more professional tone with the audience.

The fifth step that you need to do in creating a successful presentation in the workplace is to think about some questions that may appear from your audience. Then, you can make some lists about the answers in which you memorize. It can help you to get your presentation runs more smoothly.

The sixth step is to catch the attention from the audience when you are speaking in the professional environment. It is known that there is thirty seconds rule for all professional public speaking engagements. It is believed that if you fail for capturing your audience’s attention within the first thirty seconds, you will be likely to lose their attention for the rest of your presentation. In this case, you have to develop rapport with the listening audience.

Lastly, if you want to make sure about the success of your presentation in the professional environment, you need to make your point as quickly as possible. You also have to make sure that you are periodically reviewing these information sessions throughout the professional presentation.