Negotiating To Win

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Negotiating To Win
DERBYMANAGEMENT20 Park PlazaBoston, MA
02116617-266-9266www.derbymanagement.com
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Introduction

• Why is Winning Important ?
• ? More Respect
• ? More Money
• ? More Results
• ? More Successful Agreements
• ? More Control
• ? More Satisfaction

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Take the Power

• To get what you want, help the other side.
• Negotiation is a process, not an event
• Follow the Three Ps
• Prepare
• Probe
• Propose
• Listen to the other side
• Build relationships, not One Time Deals

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Just Six Things To Remember

• Preparing completely
• Setting limits and goals
• Keeping your emotional distance
• Listening
• Communicating clearly
• Closing

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1. Being Preparedyou

• Most importantly, this is about you !
• Total physical preparation
• Total emotional preparation
• You mustExpect To Win
• You must create your own vision

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1. Being Prepareddata

• Knowledge is Everything
• What are your best sources for businesses?
• What are your best sources for people?

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1. Being Prepareddata

• Call the company Annuals, 10Ks, interims
• Use research services Dialog, Lexis/Nexis
• Use the Internet Hoovers, WSJ Interactive, DB
• Talk to the competition
• Write everything down

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1. Being Preparedagenda

• The Agenda The Hidden Agenda
• Whats on the test?
• Always put it in writing
• Create the order carefully
• Be very careful about time

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1. Being Preparedlogistics

• Control the environment
• Home turf is always better
• Create seating with a purpose
• Make it easy to listen
• Control the attendees

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1. Being Preparedlast ideas

• Prepare yourself for battle
• Write everything down
• Be alert
• Dress for the negotiation
• Expect To Win

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1. Being Preparedlast ideas

• Who do they need to impress?
• What are their Ego Wants?
• Who are all of the competitors?
• What are your 3 primary benefits?

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2. Setting Limits Goals

• Set the limits first
• You have other choices
• Know your or else

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2. Setting Limits

• Set your Resistance Points
• Never change your limits
• Know when how to walk away

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2. Setting Goals

• Stretch Goals to Win
• Team participation is key
• Few, not many
• Specific, not general
• Challenging, yet attainable
• You cannot negotiate up!

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2. Setting Limits Goals

• Negotiation

• Limit

• Goal

• Offer

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3. Keeping Your Cool

• Create your Pause Buttons early
• Use the time to review the 5 other steps
• Do I need more data?
• Are my limits still viable?
• Am I listening?
• Was I clear? Was I direct?
• Do I know when to close?

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3. Keeping Your Cool

• Understand your Hot Buttons totally.
• Recognize your anger
• Use I, not You
• Express honest enthusiasm
• Be direct with positive assertiveness
• You dont always win

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3. Keeping in Control

• Deal directly with the Dominators
• Restrain the Ramblers
• Stop the Competing Conversers
• Address the Arguers

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4. Listening

• The 2nd most important tactic
• Listening is something that you do
• Restating
• Paraphrasing
• How do you know?

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4. Listening

• Clear away the clutter
• noise desk clutter
• no phone calls
• Count to 3
• Wake up
• Write it down

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4. Listening

• Ask Open-ended Questions
• Plan your questions in advance
• Ask with a purpose
• Follow general questions with specific
• Keep questions short and clear

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4. Listening

• Understand body language
• Know where to stand
• Understand touching
• Eye contact glasses
• Fidgeting the use of hands
• Be careful with all of this

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5. Communicating Clearly

• Tips for Being Clear...
• Set the climate
• Give the big picture first
• Be direct
• Describe the objectives tasks
• Invite questions
• Write it down

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5. Communicating Clearly

• Barriers to Clarity
• Fear of rejection
• Fear of hurting someone
• Fatigue, laziness interruptions

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5. Communicating Clearly

• When you need to say, No
• Acknowledge
• Advise

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5. Communicating Clearly

• Never Use
• Trust me
• Im going to be honest with you.
• Take it or leave it
• Youll never workagain
• any comments of gender, sex, or race

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6. Closing

• Win-Win Negotiating
• This is fine, but too often ideal.
• Your objectives and limits comes first.
• Push the Pause Button
• Use the time to carefully review your side
• Then use the time to review their side.

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6. Closing

• Understand the Blocks
• Tough personality types
• Constant changes in position
• Good cop, bad cop Invisible Partners
• Lets split the difference

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6. Closing

• Good deal or a bad deal?
• Does this further your long term goals?
• Does this fall within your goals limits
• Can you perform your side of the deal?
• Do you intend to meet your side?
• Can they perform their side of the deal?
• Do they intend to meet their side?

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6. Closing

• Tactics
• Going in high
• Time
• Bracketing Up
• Silence

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6. Closing

• Tactics
• Auctioning
• Limited authority
• The Tear Down
• Face Saving

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6. Closing

• Tactics
• Always rehearse
• Always leverage
• Always nibble

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6. Closing

• Tactics
• Change locations
• Change your seat
• Use The Power of Legitimacy
• Have it in writing
• Proof statements

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6. Closing

• The Walk Away
• They Walk Away
• Dont be afraid to pull them back
• Use the time to consider your limits
• Go over the 5 prior steps
• Dont stand on pride

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6. Closing

• The Walk Away
• You Walk Away
• Summarize final positions
• Explain square pegs and round holes
• Never blame
• Send a thank you letter
• Telegraph your next move

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6. Closing

• When to Close
• An acceptable deal is on the table
• The other side wants to close
• A real deadline is coming
• All of your goals are met
• You have better alternatives

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6. Closing

• When you are really ready, just ask!
• Deal with last minute objections
• With more questions
• Going back to the 6 steps

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The Key To Success
Expect To Win

• Derby Management20 Park PlazaBoston, MA
  02116617-266-9266jack_at_derbymanagement.com