Life is full of negotiations, and so is the Shark Tank. Entrepreneurs and small business owners present their products to the Sharks and have to negotiate a fair dollar amount in exchange for a stake in their company. The Sharks are seasoned entrepreneurs themselves who are well trained in negotiating to win. This presentation will help educate all those entrepreneurs and teach them the language and art of negotiating. This presentation is part of the Shark Tank Class series as seen on Blog Shark Tank (http://www.blogsharktank.com).

1. Blog Shark Tank presents:
Season 5
Issue 3
By: Jeff Hopkins
Owner at BlogSharkTank.com

2. Getting To Yes
Preparation
 The Four Crucial Steps
 Effective Communication
 Controlling Emotions
 Part Two Teaser

3. Almost everything discussed in
this presentation is elaborated on
in “Getting to Yes” by Roger
Fisher and William Ury.
I highly recommend buying this
inexpensive book and reading
through it before conducting any
serious negotiation.

4. Preparation is around 85% of any good negotiation.
Here’s how to prepare:
• Know your underlying interests and positions
• Form your plan and opening statement
• Be ready to listen to what the other party has to say
• Know your method for handing emotions
• Understand your strengths and weaknesses
• Create a method of reaching agreement
• Form a BATNA (Best Alternative To a Negotiated Agreement)
• Enter the negotiation as a problem solver

5. Separate the people from the problem
• Be soft on the people, hard on the problem
• Proceed independent of trust
Focus on interests, not positions
• Explore interests of each party
• Look past the positions or titles

6. Invent options for mutual gain
• Develop multiple options to choose from
• Don’t be narrow-minded
Use objective criteria to reach a decision
• Reach a result based on standards, not just will
• Yield to principle, not pressure

7. Speaking
• Speak clearly
• Speak to be understood
• Speak about yourself
• Don’t over-exaggerate
• Don’t speak to argue

8. Clarify
Reflect
Encourage
• To get additional or
more accurate
information
• To show that you
understand and care
• To get the other party
to open up and say
more
Restate /
Summarize
Explore
• To check accuracy and
confirm
• To examine the
situation and consider
options

9. Watching hand
gestures and
listening carefully to
tone are even more
important than the
words themselves.
Words, 10
%
Tone, 20%
Body
Language,
60%

10. Three ways to deal with emotions
during a negotiation:
1. Recognize and understand both parties’ emotions
2. Acknowledge emotions as being legitimate, but don’t
react to outbursts
3. If need to let out steam, take a quick recess in the
negotiation

11. Here are some points which will be addressed in the next presentation:
 Types of Conflict
 Positives of Conflict
Positional Bargaining
 Barriers to Effective Negotiation
 Dirty Negotiation Tricks
Influence and Power

12.  Negotiating Like a Shark, Part Two
 Choosing the Right Shark as a Partner

13. Follow us on Google Plus: Blog Shark Tank
Follow us on Twitter: @BlogSharkTank
Follow me on Twitter: @BusinessShark2