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CCM - Module Info Graphics
CCM - Module Info Graphics
NEGOTIATION RANGE
Zopa 1
Fair + BATNA
Reasonable
Best BATNA is
real and credible
Aspirational
Walk away
Claim
Discovery Open
Reflective question
Yes Reflective
1. Confirm your understanding
2. Allow to clarify
Discovery 3. Buy time
Open
Yes Reflective
Open
Discovery
the Psychological
Watch for
when the
communication clusters change
clusters
Atmosphere
Chemistry
Pheromones
Hormones
Facial Facial
• Expression • Expression
• Color • Color Touch
Touch • Handshake
• Handshake
• Gesture The •
•
Gesture
High five
WORDS
High five
MOOD
•
WORDS
OURS OTHER PARTY
Tone/Voice Tone/Voice
Ours and Ours and
Theirs Theirs
Posture
Posture • Stance
• Stance • Appearance
• Appearance
Eyes Eyes
• Eye contact • Eye contact
• Pupil • Pupil
OUR CHOICE OF
WORDS
BECOMES PARAMOUNT
MODE
of the negotiation a strategic decision.
The chosen mode will either help to construct or destruct the climate we want to create.
towards the
towards
Human
Avoidance Dimension
intelligent, intentional influencing. Bringing Behavioral Science into Business Outcomes
#THANK YOU!
Susie R. Maloney
Negotiation Strategist