Hello Deepak, I’m Hemendra Tekchandani here from India, I really love the content you make here and it’s way to helpful to me as I am an entrepreneur who loves doing sales this content here is gold I am taking mental notes rather than paper notes which is a good thing for me Cause anything which is completely understood by me stays in my mind for rest of the things which are completely not understood at the first place needs to be referred quite a few times, please keep making videos like this, it helps me a lot
Thank you, Professor @Deepak Malhotra. Very interesting. For others: The Levers of Change: 1. CONDITIONS - Does the other side no longer have the same alternatives? Are we bringing something new to the table? What's new today? 2.SCOPE - Has the scope changed or can it be changed? Example: too few issues (more possibility of give and take). Too many issues (more manageable this time.) 3. The PROCESS (sequencing). Examples: more or less time? different people in the room? 4. The FRAME (psychological lens). Example: Are they seeing us as desperate, or stronger this time? In my current situation (what I thought was hopeless, given our past failure), I can see more hope now. The CONDITIONS have changed (client is on the verge of getting firm purchase orders.) PLUS those POs mean they have a new deadline for completing those orders. They HAVE to make a deal with us in order to make good on those orders. 2. SCOPE - OUR side is clearer about what we want (narrowing it down to one basic issue stops the cloudiness of what they're talking about. 3. PROCESS - I've been reluctant to discuss this over ZOOM this time, instead relying on messaging (not sure if this is good or bad.) I've not been aware of who all needs to sign off. I'll definitely fix that this time around. 4. The FRAME - We're definitely not as invested as we were, so it's likely we are coming across as dis-interested in a deal as we are actually feeling. I do think? we are both bringing value to the table and this deal would the right/ good deal for both sides. So I will continue to think on how we can optimize the 4 levers to change the outcome this time. Thanks again for this!
🎯 Key Takeaways for quick navigation: 00:00 🌐 *Approaching Failed Negotiations* - Introduction to the challenge of negotiating in situations where previous attempts have failed. - Highlighting the common scenario of entering negotiations with a history of mistrust, hostility, and antagonism. - Advising against merely changing tactics at the negotiation table and emphasizing the need for a broader perspective. 01:52 🔄 *Identifying Change Catalysts* - Discussing the importance of recognizing the need for change in four key dimensions: conditions, scope, process, and frame. - Conditions: Evaluating whether external factors, alternatives, or spoilers have changed. - Scope: Considering if the negotiation's focus needs to be broadened or narrowed. - Process: Analyzing if adjustments in sequencing, timing, or involved parties are necessary. - Frame: Examining the psychological lens through which the negotiation is perceived and changing it if needed. 04:41 🎯 *Leveraging Multiple Dimensions* - Emphasizing that success in failed negotiations depends not only on actions at the table but on strategicadjustments in conditions, scope, process, and frame. - Encouraging negotiators to weigh these dimensions effectively to increase the likelihood of success. - Acknowledging that while actions at the table matter, neglecting these broader negotiation levers can lead to missed opportunities for success. Made with HARPA AI
Hello Deepak, I’m Hemendra Tekchandani here from India, I really love the content you make here and it’s way to helpful to me as I am an entrepreneur who loves doing sales this content here is gold I am taking mental notes rather than paper notes which is a good thing for me Cause anything which is completely understood by me stays in my mind for rest of the things which are completely not understood at the first place needs to be referred quite a few times, please keep making videos like this, it helps me a lot
Thank you, Professor @Deepak Malhotra. Very interesting. For others: The Levers of Change: 1. CONDITIONS - Does the other side no longer have the same alternatives? Are we bringing something new to the table? What's new today? 2.SCOPE - Has the scope changed or can it be changed? Example: too few issues (more possibility of give and take). Too many issues (more manageable this time.) 3. The PROCESS (sequencing). Examples: more or less time? different people in the room? 4. The FRAME (psychological lens). Example: Are they seeing us as desperate, or stronger this time?
In my current situation (what I thought was hopeless, given our past failure), I can see more hope now. The CONDITIONS have changed (client is on the verge of getting firm purchase orders.) PLUS those POs mean they have a new deadline for completing those orders. They HAVE to make a deal with us in order to make good on those orders. 2. SCOPE - OUR side is clearer about what we want (narrowing it down to one basic issue stops the cloudiness of what they're talking about. 3. PROCESS - I've been reluctant to discuss this over ZOOM this time, instead relying on messaging (not sure if this is good or bad.) I've not been aware of who all needs to sign off. I'll definitely fix that this time around. 4. The FRAME - We're definitely not as invested as we were, so it's likely we are coming across as dis-interested in a deal as we are actually feeling.
I do think? we are both bringing value to the table and this deal would the right/ good deal for both sides. So I will continue to think on how we can optimize the 4 levers to change the outcome this time. Thanks again for this!
🎯 Key Takeaways for quick navigation:
00:00 🌐 *Approaching Failed Negotiations*
- Introduction to the challenge of negotiating in situations where previous attempts have failed.
- Highlighting the common scenario of entering negotiations with a history of mistrust, hostility, and antagonism.
- Advising against merely changing tactics at the negotiation table and emphasizing the need for a broader perspective.
01:52 🔄 *Identifying Change Catalysts*
- Discussing the importance of recognizing the need for change in four key dimensions: conditions, scope, process, and frame.
- Conditions: Evaluating whether external factors, alternatives, or spoilers have changed.
- Scope: Considering if the negotiation's focus needs to be broadened or narrowed.
- Process: Analyzing if adjustments in sequencing, timing, or involved parties are necessary.
- Frame: Examining the psychological lens through which the negotiation is perceived and changing it if needed.
04:41 🎯 *Leveraging Multiple Dimensions*
- Emphasizing that success in failed negotiations depends not only on actions at the table but on strategicadjustments in conditions, scope, process, and frame.
- Encouraging negotiators to weigh these dimensions effectively to increase the likelihood of success.
- Acknowledging that while actions at the table matter, neglecting these broader negotiation levers can lead to missed opportunities for success.
Made with HARPA AI
Sound volume is a bit low on this one. Excellent material as always
Sorry about that