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Send initial negotiation

mr. thank you thank you does colleague last night said to me John what's up this hardball stuff and I guess maybe two or three of you here you've already guessed what i mean by hardball negotiation but maybe some of you don't know this because my dutch framed thought that it had something to do with human anatomy some of the more masculine attributes of human anatomy it's got nothing at all to do with that okay so please feel free if you're not getting money for your value for your money you're free to leave what we're going to talk about and what we're going to talk about for the next 15 minutes is tough negotiation this is what I think looking at Phillip here I'm thinking is what the Americans call hardball negotiation tough negotiation okay we all know what that is you've all a one-time one another maybe more times than you would like to admit at that moment you get that phone call the guys on the phone you said hey I want to talk I want somebody give a speech about blah blah blah and you happen to be the expert on blah blah blah and you think wow wow good good then comes the crunch line yeah well we've got a limited budget ah oh and because there's a special this that and the other and the pricey indicates with such panache it's about a fraction of what you're expecting this is hardball negotiation does this ring a bell with you guys okay let's have a quick straw evaluation here how many of you have lived through this just put your hands up okay I'd do it twice because it happens to be very often no no no I don't know why something's going wrong okay so now you know what the situation is the purpose of this presentation is to give you three tricks of the trade three tools that you can use with hopefully max for maximum effect to lower your stress levels increase your effectiveness in negotiation particularly in difficult circumstances let's go back cut your negotiation on the price okay and you think about this price doesn't look too good what do you feel what do you feel insulted yeah anything else disappoint you harvest slightest thing you can say anything else I know in LA you don't get this thing all right pissed off yeah that's right that's more British I like that and more French or so so you get all these kind of negative Feeney's coming up generated within you the adrenaline starts surging you're feeling bad why because your reptilian part on the brain apero big one but you know most have got a normal sized reptilian brain takes over a meter your reptilian brain is the thing that is the right in the middle at the back that's the thing that kicks in when you're in danger you know when we meet a tiger or something like that now Hubble negotiation can be difficult but it's not meeting a tiger okay but you get the same reaction so the trick is to trick the reptilian brain to calm down and kicking the limbic brain which you heard about a few minutes ago and then there afterwards the analytical brain the cortex and this other tricks so how do you do this okay first thing keep cool that's easier keep cool take it easy be British secondly raise a question any goddamn question just raise a question think if you time to think more time to drag out that vital information will give you more power it will also introduce your brain into the analytical side of things and will get you into hopefully lateral thinking now you're all experts on lateral thinking now we had a one presentation this morning on lateral thinking there were many mentions of lateral thinking yesterday lateral thinking is the name of Gabe sure sure the thought about it before dead right so who knows what lateral thinking huh yes can we put it another way how about thinking differently thinking imaginatively yeah lovely beautiful but you would raise these questions with yourself initial negotiating with somebody else okay so you think about this okay I'd like to call this thinking holographically I designed this for my French colleagues here because they so that's just for the French not for the Brits or anybody else just for future naoko James you as well let me just recap three key points Keep Calm raise questions any questions get into lateral thinking James can you do this I want to show you a quick film clip now from the fifth element I want you to bear these three elements in mind I want you to see this film extract this can last one minute 30 seconds and I want you to remember to check these three points just check them out and will run through it afterwards John why are things going wrong we need to find a leader he'll fight about the leader destruction are posted to stop Natalie research on to the district will send somebody to the door yet negotiate okay if you just think about this film you saw the three elements you could even see the beads of sweat on his forehead Bruce Willis well he must have come from Kentucky I guess her filly his beads of sweat were there and he was keeping calm which I tried to do okay and secondly he raised the questions how many so on the left four on the right whatever and then comes the lateral thinking what was the lateral thinking for you come on we need to find the leader okay well that's a good question let me just steal it yeah okay David let me just straighten out your ideas a little bit unnatural thinking lateral thinking let's put it this way to you just imagine you've got six people and you've got a basket of six eggs each person has to take one egg okay with me now how do you fix it so that there's a one egg left in the basket make a wad of it that's a good French to loosen ya there are six x sorry 66 and there are six people lateral thinking you said thinking out of the box remember think creatively sorry docket oh yes that's it yeah that's a way but some let's be a bit a little bit more sorry to be a little bit more inventive okay oh I suppose you but that's a good Yorkshire solution okay well time is running short and the solution is this the last person takes the egg leaves the egg in the basket as they go away that's called lateral thinking in other words using your imagination to find a good solution for the problem you're faced with in the negotiation it's probably the most difficult thing to do that's why you need professional help three tools keep calm raise questions think laterally get the good solution and as Nike would say just do it and if I dad jayna would add to this she'd say and she'd sing I'm sorry I can't sing it but if I did the house would fall down she dad where you stand now there's nothing else you can do just do it thank you