Z4. Taking Control

by andy | Sep 3, 2017

Module Content

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Sections Status

1

Negotiation Context

Negotiation Context Video

Negotiation Context – 0 – Title Slide

Negotiation Context – 1 – Take Control of What?

Negotiation Context – 2 – Example: Product Problem

Negotiation Context – 3 – Example: Information Problem

Negotiation Context – 4 – SUBROUTINE Use Model

Negotiation Context – 5 – Tool & Methods in The Big Picture

Negotiation Context – 6 – Negotiation Enigmas

Negotiation Context – 7 – Taking Control – Good News!

Negotiation Context – 8 – Key Points

2

The TABLE Tool

The TABLE Tool Video

The TABLE Tool – 0 – Title Slide

The TABLE Tool – 1 – Two Golden B2B Negotiation Rules

The TABLE Tool – 2 – MAP for Negotiation Preparation

The TABLE Tool – 3 – Top Level

The TABLE Tool – 4 – Exchanges Table

The TABLE Tool – 5 – Example

The TABLE Tool – 6 – Top Level II

The TABLE Tool – 7 – Fall Lines

The TABLE TOOL – 8 – Top Level III

The TABLE Tool – 9 – Key Points

3

Constraints, Power and Manipulation

Constraints, Power and Manipulation Video

Constraints, Power and Manipulation – 0 – Title Slide

Constraints, Power and Manipulation – 1 – Constraints

Constraints, Power and Manipulation – 2 – For Power Issues

Constraints, Power and Manipulation – 3 – Manipulation

Constraints, Power and Manipulation – 4 – Manipulation: how is it done?

Constraints, Power and Manipulation – 5 – Example Blindspot: Anchors

Constraints, Power and Manipulation – 6 – Manipulation Using Anchors

Constraints, Power and Manipulation – 7 – Example Blindspot: Statistics

Constraints, Power and Manipulation – 8 – Example Blindspot : Availability

Constraints, Power and Manipulation – 9 – Other Exploitable Weaknesses

Constraints, Power and Manipulation – 10 – Metacommunication

Constraints, Power and Manipulation – 11 – Key Points

4

Evals – Classifying and Filtering

Evaluations: Classifying and Filtering Video

Evaluations: Classifying and Filtering – 0 – Title Slide

Evaluations: Classifying and Filtering – 1 – Types

Evaluations: Classifying and Filtering – 2 – Type 1: Demonstration of Need

Evaluations: Classifying and Filtering – 3 – Type 2: Proof of Promise

Evaluations: Classifying and Filtering – 4 – All we have to do …

Evaluations: Classifying and Filtering – 5 – Prospect’s Motivation?

Evaluations: Classifying and Filtering – 6 – Consult your stakeholders

Evaluations: Classifying and Filtering – 7 – What Will it Take to Win?

Evaluations: Classifying and Filtering – 8 – Key Points

5

Evals – Scoping and Planning

Evaluations: Scoping and Planning Video

Evaluations: Scoping and Planning – 0 – Title Slide

Evaluations: Scoping and Planning – 1 – Overview

Evaluations: Scoping and Planning – 2 – Criteria

Evaluations: Scoping and Planning – 3 – Cost

Evaluations: Scoping and Planning – 4 – Plan

Evaluations: Scoping and Planning – 5 – Top Level Process

Evaluations: Scoping and Planning – 6 – Top Level Process II

Evaluations: Scoping and Planning – 7 – Key Points

6

Evals – Execution and Winning Guidelines

Evaluations: Execution Video

Evaluations: Execution – 0 – Title Slide

Evaluations: Execution – 1 – Getting started – the Kickoff

Evaluations: Execution – 2 – A Very Special Stakeholder

Evaluations: Execution – 3 – Common Evaluation Dangers

Evaluations: Execution – 4 – Benchmark Dangers

Evaluations: Execution – 5 – How it should feel

Evaluations: Execution – 6 – Key Points

ChecksStatus

1

Taking Control Check