1. The Art of Negotiation Presenters: Gabe Jarnot – Northland Capital
Scott A. Wheeler, CLFP – Wheeler Business Consulting

2. Observations
Disparity between average and superior companies and professionals is widening.
Management and employees cannot just offer commodity products - they must provide customized solutions to succeed.
Being a “Player” in the market requires more, because vendors, end-users, employees expect more… Demand more.

3. There are aggressive negotiators There are influencing negotiators
Negotiation
Enters every part of of our daily lives: customers, managers, employees, spouses, and kids
There are aggressive negotiators
There are influencing negotiators
Our “true” selves come out when we negotiate

4. Should produce wise agreements that meet interests of the parties
Criteria
Should produce wise agreements that meet interests of the parties
Should be efficient
Should improve – not damage the relationship
Source: Getting to Yes

5. Knowledge is Negotiation Power
Moving Negotiations Forward
Commitments
Reciprocation :
The Give and Take of Negotiation
Questions

6. Knowledge is Negotiation Power
Client (Vendor or End-user)
Clients are demanding that we know more
Top producers are “PLAYERS” in their niches and have negotiation positioning power
Competition
It’s not enough to know your capabilities
You must know your competitor’s strengths and weaknesses
The product/process
Originators need to know the process intimately
Cross training is needed to negotiate
Commodity Corner
Individuals and organizations are being forced into the
commodity corner, because they lack knowledge

7. Knowing your Competition
There is no competitor that can do it all.
Top negotiators review competitor’s proposals to verify their client’s assumptions.
Top organizations meet regularly to discuss strategies that are working to defeat competition.
Competition is good – it makes us better negotiators and better service providers.
Farm Credit example. Our biggest competition - GSE (government sponsored enterprise) that offers rates in the 3’s today. People often ask us how do we compete? They are tough competition. But we have been able to identify and communicate clearly and very specifically to our sales staff, vendors and customers those areas they are not as strong and that’s where we focus. It’s extremely targeted.
Created By Wheeler Business Consulting 2016

8. Moving Negotiations Forward
Successful negotiators find common ground
They don’t bargain over hard positions – They negotiate solutions and steps toward end results
Sometimes the best step forward is to temporarily back away
Timelines are an important negotiation tool
Created By Wheeler Business Consulting 2016

9. Steps toward Commitment
Successful negotiators get commitments upfront (verbally and in writing).
Efficiencies is the name of the game. The best means of improving funding ratios is through negotiated commitments.
Commitments upfront are negotiated with confidence . Commitments separate average from superior production.

10. Too Often…
Originators and clients are talking past one another, instead of having a conversation.
Your competition already approved the deal with no additional information.
I need a lower rate !
I need a lower Rate
I already have a leasing company – what can you offer that they can not?
I need a deal, any deal , do you have a deal for me?
I am going to get several more quotes before we make a decision.

11. Reciprocation Negotiation is a two way street
Giving secondary considerations for primary gains is critical
Research and listening to determine
what is most important to the client
Win–Win comes from reciprocations

12. Recommended Reading Gabe’s recommendation:
Getting to Yes – Negotiating Agreements Without Giving In
By: Roger Fisher and William Ury
Scott’s recommendation:
Influence – Science and Practice
By: Robert Cialdini