Masterclass "Preparing for Negotiations According to the Harvard School System" Held

The masterclass on "Preparing for Negotiations According to the Harvard School System" by Tatyana Knyazeva took place. The speaker:

• Manager at a Japanese corporation in London
• Mentor in the CMI Leadership and Management Institute program
• 4000+ negotiations with 30 countries
• Graduate of the Harvard Negotiation School
• Record of signing 28 deals in 5 days in Portugal
• Author of the Key2Success project

Tatyana Knyazeva shared with the participants the main negotiation styles:

• Competition
• Cooperation
• Compromise
• Avoidance
• Accommodation/Agreement

The speaker emphasized that for successful negotiations, it is important to always have "maximum" and "minimum" goals — this helps to stay focused and not show emotions. The goals should be realistic. Additionally, successful actions include:

1. Determine your negotiation style, which should be comfortable for you.
2. Work through objections, preparing three arguments for each.
3. Understand who your interlocutor is, learn about their hobbies and the situation in their company.
4. Conduct market analysis: identify your advantages and answer the questions "why you?", "why this product/service?", "why from you?". Write at least 20 specific achievements and quantify them.
5. Have a list of open-ended questions at hand.
6. Prepare the meeting agenda.
7. Stay informed about trends and new developments.
8. Have a backup plan (BATNA) to avoid negotiating from a position of need.
9. Determine the zone of possible agreement to understand what can be offered to reach an agreement.

To effectively convey your point of view during negotiations, Tatyana advised using the "7-38-55" rule. It divides the influence of various factors on the perception of information:

• 7% — your words: what you say
• 38% — intonation: how you say it
• 55% — nonverbal communication: body language and facial expressions

Applying this rule allows better control over your communications and makes them more persuasive.

During the masterclass, Tatyana Knyazeva also offered participants a practical exercise. She provided a case and divided the participants into breakout rooms where they could discuss negotiation tactics, applying the knowledge they had gained. Tatyana observed the process and provided guidance, helping participants develop the right strategies.