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(Illustration 1, Illustration 2, Illustration 3, Illustration 4, Personnal…

- - - - Florent Tavernier
  - - - Introduction to Negotiation Anxiety
        
        Not feeling legitimate when negotiating.
        
        Personal experience in Indonesia where bargaining is common.
      - Overcoming the Fear of Confrontation
        
        Initial discomfort with bargaining.
        
        Fear of taking money needed for livelihood.
      - Techniques for Effective Negotiation
        
        Gather information to build a relationship.
        
        Maintain a positive and relaxed demeanor.
        
        Introduce yourself with your name to humanize the interaction.
      - Own Your Process
        
        Present your own arguments against your position.
        
        Establish honesty and transparency.
      - Tactical Empathy
        
        Understand the other person's perspective emotionally.
        
        Emotional aspect of negotiation.
      - Mirroring Technique
        
        Repeat what the other person says for influence.
        
        Demonstrates active listening and connection.
      - Calibrated Questions
        
        Open-ended questions to make the other person elaborate.
        
        Resolve problems together for mutual benefit.
      - Ackerman's System for Price Negotiation
        
        Gradual concessions in small increments.
        
        Systematic approach to finding a mutually acceptable price.
      - The Power of Silence and Pauses
        
        Allow the other person time to express emotions.
        
        Create an atmosphere of calm and trust.
      - Conclusion and Personal Experience
        
        Reflection on negotiating with booksellers on the Seine.
        
        Implementing learned negotiation techniques.
        
        Importance of practical experience in learning negotiation.
- - - - Introduction:
        
        Crazy-making phone calls scenario
        
        Role-playing a sales call
      - Communication Strategies:
        
        Emphasis on following a script
        
        Importance of sticking to the agenda
        
        Use of persuasive language
      - Handling Objections:
        
        Addressing objections and concerns
        
        Providing information about the product
        
        Offering solutions to potential issues
      - Sales Techniques:
        
        Creating a sense of urgency
        
        Highlighting the benefits of the product
        
        Building rapport with the prospect
      - Role of Numbers:
        
        Emphasizing the importance of call quantity
        
        Linking numbers to success and improvement
      - Closing the Deal:
        
        Setting up appointments for detailed presentations
        
        Seeking commitment from the prospect
        
        Demonstrating persistence in the call
- - - - KSAT 12
  - - - Setting:
        
        Police hostage negotiation training
        
        Emphasis on stress-testing negotiation skills
      - Scenario Development:
        
        Creating personality profiles for diverse situations
        
        Simulating volatile and challenging scenarios
      - Training Goals:
        
        Educational and learning experience
        
        Importance of practicing skills under stress
      - Role of Participants:
        
        Criminal justice students participating
        
        Focus on de-escalation and crisis management
      - Risk Assessment:
        
        Evaluating potential risks in negotiations
        
        Stress on the importance of saving lives and preventing injuries
      - Application of Skills:
        
        Practicing negotiation techniques in real-life scenarios
        
        Adapting to various personality types and situations
      - Impact of Training:
        
        Enhancing participants' abilities to think on their feet
        
        Improving crisis management and de-escalation skills
- - - - Introduced "Temporary Forevers" business.
      - Sought £90,000 investment for a 7% equity stake, valuing the business at £1.3 million.
      - Dragons raised questions about sales and pricing.
    - - Touker Suleyman expressed skepticism.
      - Peter Jones made a bullish offer: £90,000 for a 35% equity stake.
    - - Discussions on valuation, sales, and equity.
      - Concerns about the entrepreneur's willingness to give up equity.
    - - Peter Jones offered to reduce equity to 25% after recouping the investment.
    - - Entrepreneur countered with a 20% equity stake after the investment was repaid.
      - Peter Jones briefly withdrew offer.
      - Entrepreneur offered 25% equity initially, reducing to 20% post-recoupment.
    - - Peter Jones accepted the counteroffer.
      - Deal: £90,000 investment for a 25% equity stake, reducing to 20% after recouping.
  - - - Dragon's Den features five venture capitalists willing to invest their own money in exchange for equity.
- - - - Tried a different guide.
      - Despite the guide's prior success, the test was unsuccessful.
      - Learning point: Sometimes, external factors impact outcomes.
    - - Previously relied on family for negotiation.
      - Now approach negotiations independently.
      - Avoid showing neediness, inquire about the price, and assess value.
      - Use phone to research prices before making decisions.
    - - Attempted bulk negotiation for dresses.
      - Seller declined the discount.
      - Learning point: Not all sellers are open to bulk discounts.
    - - Shifted from simple price inquiries to detailed product discussions.
      - Inquired about product details to gather negotiation points.
      - Emphasized building a connection before discussing the price.
      - Utilized researched information to negotiate effectively.
    - - Inquired about the product to gather details.
      - Planned conversation to gather negotiation points.
      - Built a connection before discussing the price.
      - Successfully negotiated a price after establishing rapport.