1. How to Negotiate a Successful, Profitable Close

2. Workshop Objectives 1. Establish personal credibility and increase individual comfort level during negotiations 2. Increase communication skills, including listening skills to discover the true needs of negotiation situations 3. Resolve conflict that arises during negotiation in a manner that maintains the relationship between concerned parties 4. Plan and use powerful negotiation tactics to achieve win-win outcomes for everyone

3. 1-Current Negotiation Situation 1. Identify roles and responsibilities 2. Communication filters 3. Demonstrate effective questioning and listening

4. Introductions  Name and position  Why your position is important to organization  Why your position is important to you  Types of negotiations  Challenges  Results desired from the training

5. How Are You as a Negotiator? Self-Assessment

6. Negotiation  A successful negotiator is…  Barriers to successful negotiation  Examples of past or current negotiations

7. Comfort Zone CZ

8. Events and Emotions Fearful Ferocious Confident Reactive Responsive Proactive

9. 2-Negotiations Triangle 1. Develop strong relationships for negotiations 2. Increase personal credibility 3. Discover the power of need in negotiations

10. Negotiations Triangle Need Relationship Credibility

11. Relationships “ Begin in a Friendly Way ” 1. Don’t criticize, condemn, or complain 2. Become genuinely interested 3. Use the person’s name 4. Make the other person feel important 5. Give the other person a fine reputation

12. Relationship Action Plan  Situation to improve relationship  Why it is important  I will start …  I will stop …  I will measure progress by …

13. Credibility  Talk in terms of the other person ’ s interests  Show respect for their opinions  If you are wrong, admit it “ Arouse in the other person an eager want ”

14. Credibility Action Plan  Situation to improve credibility  Why it is important  I will start …  I will stop …  I will measure progress by …

15. Need  Be a good listener  Let the other person do the talking  Make the other person happy  Get the other person saying “yes, yes” “ Let the other person feel that the idea is his or hers ”

16. Need Action Plan  Situation to determine needs  Why it is important  I will start …  I will stop …  I will measure progress by …

17. 3-Communication and Listening 1. Develop strong relationships for negotiations 2. Increase personal credibility 3. Discover the power of need in negotiations

18. Communication Barriers Age Agendas Perceptions EducationExperiences Culture

19. How We Communicate What we do How we say it What we say How we look

20. Communication Model Message Feedback Relationship Filter Receiver Sender

21. Questioning Model As-is Should Be Barriers Payout

22. 4-Conflict Resolution 1. Identify types of individuals 2. Resolve conflict during negotiations 3. Recognize and deal with a variety of behaviors

23. Dale Carnegie Behavior Gauge Hostile Resistant Discontent Ambivalent Favorable Supportive Enthusiastic

24. Conflict Resolution  Begin with praise and honest appreciation  Call attention to mistakes indirectly  Use encouragement  Ask questions “Show respect for the other person’s opinion”

25. Responding in a Positive Way

26. Resolving Conflicts Respect the customer Listen to the customer Appreciate the customer’s situation Show Sympathy Use the customer’s Name Try to Help Remember it is Not Personal

27. Resolving Conflict-Put It to Work

28. Conflict Management Action Plan  Situation to manage conflict  Why it is important  I will start …  I will stop …  I will measure progress by …

29. 5-Negotiation Tactics 1. Team negotiation skills 2. Practice an effective negotiation model 3. Primary negotiation skills and options

30. Case Study: Andronia vs. Gyland

31. Successful Negotiations Qualitative Quantitative Low Gain Negative Experience Positive Experience High Gain

32. Primary Negotiation Skills  Positioning—putting a positive “spin” on the situation  Offering—proposing possible solutions  Compromising—giving and taking to achieve a solution that benefits both parties

33. Relationship Principles  Begin in a friendly way  Listen attentively  Let the other person save face  See things from their point of view  Avoid arguments  Ask open questions  Be genuinely interested  Show respect for their opinions

34. Negotiation Guidelines

35. Negotiation Options  Persuade  You go first  Throw-ins  Authority  Time pressure  Silence  Contract  Delay/Inactivity  Walk Away  Ultimatum

36. Negotiation Tactics-When They:  Display exaggerated reaction  Refer to higher authority  Split the difference  Withdraw the offer  Minimize the issue  Act pressed for time  Done deal

37. 6-Plan for Successful Negotiations 1. Recognize buying and warning signals 2. Negotiation styles 3. Negotiation process and planning sheet 4. Practice a case study

38. Buying and Warning Signals Buying Signals Warning Signals

39. Higher Level of Listening

40. Styles of Negotiation Quick Deliberate

41. Negotiation Process 1. Investigation 2. Presentation 3. Bargaining 4. Agreement

42. Remember to:  Be enthusiastic  Use human relations  Use logic vs. emotions  Be aware of body language  Be persuasive, not manipulative  Don’t let emotions get in the way

43. Negotiation Planning Sheet 4. 3. 2. 1. Minimum Acceptable ExpectedBestRecurring Issues

44. Negotiation Action Plan  Significant aspects from the training  One action I will take  By when  Result I expect  My coach

45. How to Negotiate a Successful, Profitable Close