Seal the Deal by Negotiating a Win Offer and respond with confidence. Heighten the speed and skill with which you build win-win agreements.

Seal the Deal by Negotiating a Win Win-Win Negotiations Main Ideas Power Negotiations Critical Elements of Negotiating Negotiating and Personality Type Styles Tactics and Counter tactics of Negotiating 2

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Underlying Facts About Negotiating – You are negotiating all of the time 3

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Underlying Facts About Negotiating – Anything you want is owned or controlled by someone else 4

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Underlying Facts About Negotiating – Predictable responses to strategic maneuvers and gambits 5

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Underlying Facts About Negotiating – Three critical factors to every negotiation 6

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Underlying Facts About Negotiating – Different personality styles must be accounted for in negotiating 7

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Simple Rules of Win-Win Negotiating – Include all of the issues 8

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Simple Rules of Win-Win Negotiating – Get to know the other person 9

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Simple Rules of Win-Win Negotiating – Never assume that money is the bottom line 10

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Three Stages of Every Negotiation: Establish negotiation criteria 11

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Three Stages of Every Negotiation: 2.Gather information about the other side 12

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Three Stages of Every Negotiation: 3.Reach for the compromise and find the win-win situation 13

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Requirements of a good negotiator: Know that negotiation requires interaction 14

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Requirements of a good negotiator: Desire to acquire negotiating skills 15

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Requirements of a good negotiator: Understand principles and gambits 16

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Requirements of a good negotiator: Practice 17

Seal the Deal by Negotiating a Win Power Negotiations – An Art Form Requirements of a good negotiator: Desire to create win-win outcomes 18

Seal the Deal by Negotiating a Win Critical Elements of Negotiating Power Information Time 19

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It 1st critical element = Power Possibly the most important element In any negotiation: – One is controlling (has power) – One is being controlled (no power) Eight types of power 20

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power Legitimate Power Reward Power Punishment Power Reverent Power 21 Charismatic Power Expertise Power Situation Power Information Power

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power Legitimate Power 22

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 2.Reward Power 23

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 3.Punishment Power 24

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 4.Reverent Power 25

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 5.Charismatic Power 26

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 6.Expertise Power 27

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 7.Situation Power 28

Seal the Deal by Negotiating a Win Power: Understanding It and Gaining It Eight Types of Power 8.Information Power 29

Seal the Deal by Negotiating a Win Managing Information 2nd critical element = Information More information = more power Gathering information: – Ask open-ended questions – Keep repeating a question – Question other people – Bring in an expert – Carefully select the negotiation location – Shop around 30

Seal the Deal by Negotiating a Win Managing Time 3rd critical element = Time Flexibility and concessions come with pressure and time – Higher pressure = worse outcome in negotiations – 80 percent of concessions occur in the last 20 percent of negotiation time 31

Seal the Deal by Negotiating a Win Negotiating and Personality Types/Styles To be a successful negotiator: Understand personality types/styles Adapt negotiation tactics to personality types/styles 32

Seal the Deal by Negotiating a Win Negotiating and Personality – D I S C Negotiating types / styles based on personality: “D” – Pragmatic “I” – Extrovert “S” – Amiable “C” – Analytical 33

Seal the Deal by Negotiating a Win Pragmatic – “D” Street fighters Go for what they want Certain that there are “winners” and “losers” Want to be “winners” Fight hard and see little need for concessions Negotiation challenge: Hold a fixed position 34

Seal the Deal by Negotiating a Win Extrovert – “I” Enthusiastic, often overly so Lose sight that others are not as enthusiastic Negotiation challenge: – Often ignore feelings of others in a negotiation 35

Seal the Deal by Negotiating a Win Amiable – “S” Pacifiers Goal: make everyone happy, not necessarily win the negotiation Dread high pressure encounters Long for a solution, even if it doesn’t meet their requirements Negotiation challenge: easily swayed 36

Seal the Deal by Negotiating a Win Analytical – “C” An executive by nature Rigid in negotiation Reluctant to be flexible Precise on the details Concerned with underlying principle of any issue Negotiation challenge: Inflexibility 37

Seal the Deal by Negotiating a Win Tactics and Counter Tactics What are the tactics and counter tactics of negotiating? – There are many, we will review the tactics and how to counter them next. Why are they important for me to understand? – Know when to use them and how to respond when they are being used on you. 38

Seal the Deal by Negotiating a Win Tactics and Counter Tactics Will I use all of these? Probably not. Use what is appropriate based on the situation and the personality type of the other players. 39

Seal the Deal by Negotiating a Win Tactics and Counter Tactics Nibbling Hot Potato Higher Authority Set-aside Gambit Mediator Never Take the First Offer 40

Seal the Deal by Negotiating a Win Tactics and Counter Tactics Good Guy / Bad Guy Feel, Felt, Found Smart / Dumb Service Value Walk Away Flinching 41

Seal the Deal by Negotiating a Win Tactics and Counter Tactics Trade-off Principle Vise Technique Power of the Printed Word Withdraw Offer Principle Easy Acceptance Funny Money 42

Seal the Deal by Negotiating a Win Tactics and Counter Tactics Decoy Technique Red Herring Puppy Dog Close Reluctant Buyer Want-It-All Philosophy Splitting the Difference 43

Seal the Deal by Negotiating a Win Tactics – Nibbling 44

Seal the Deal by Negotiating a Win Tactics – Hot Potato 45

Seal the Deal by Negotiating a Win Tactics – Higher Authority 46

Seal the Deal by Negotiating a Win Tactics – Set Aside Gambit 47

Seal the Deal by Negotiating a Win Tactics – Mediator 48

Seal the Deal by Negotiating a Win Tactics – Never Take The First Offer 49

Seal the Deal by Negotiating a Win Tactics – Good Guy / Bad Guy 50

Seal the Deal by Negotiating a Win Tactics – Feel, Felt, Found 51

Seal the Deal by Negotiating a Win Tactics – Smart / Dumb 52

Seal the Deal by Negotiating a Win Tactics – Service Value 53

Seal the Deal by Negotiating a Win Tactics – Walk Away 54

Seal the Deal by Negotiating a Win Tactics – Flinching 55

Seal the Deal by Negotiating a Win Tactics – Trade off Principle 56

Seal the Deal by Negotiating a Win Tactics – Vise Technique 57

Seal the Deal by Negotiating a Win Tactics – Power of the Printed Word 58

Seal the Deal by Negotiating a Win Tactics – Withdraw Offer Principle 59

Seal the Deal by Negotiating a Win Tactics – Easy Acceptance 60

Seal the Deal by Negotiating a Win Tactics – Funny Money 61

Seal the Deal by Negotiating a Win Tactics – Decoy Technique 62

Seal the Deal by Negotiating a Win Tactics – Red Herring 63

Seal the Deal by Negotiating a Win Tactics – Puppy Dog Close 64

Seal the Deal by Negotiating a Win Tactics – Reluctant Buyer 65

Seal the Deal by Negotiating a Win Tactics – Want It All Philosophy 66

Seal the Deal by Negotiating a Win Tactics – Splitting the Difference 67

Seal the Deal by Negotiating a Win Remember Always maintain perspective when negotiating Don’t lose sight of key issues 68

Seal the Deal by Negotiating a Win Ideas into Action Study the personality styles / types During your next negotiation, track the tactics and counter tactics used Practice negotiating with a partner to learn what works best for you 69

Seal the Deal by Negotiating a Win Action Plan List at least ONE action you will take as a result of what you’ve learned. 1. _________________________________________ 2. _________________________________________ 3. ___________________________________________________________

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