1. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 making the client happy for you to get what you want Powerful Negotiation Techniques

2. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 style  fast paced overview  hints and tips  slides on-line  short exercises  discussions

3. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 topics  How to prepare for negotiation  Building our power  How to structure the negotiations  How to deal with objections  Close and agree

4. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Preparation for Negotiation

5. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 preparation Aims Objectives Context Arguments

6. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 aims  target the other sides’ UNDERLYING INTERESTS logical emotional Aims

7. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 objectives Objectives

8. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 context & argument  what is the past?  what is the future?  who are the key players?  what else are they negotiating? Context  what are the main benefits I am offering?  what are the unexpected extras I am offering?  how am I reducing the risk to enable an easy decision? Arguments

9. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Build our Power

10. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 power  what is my carrot?  what incentives can I give?  what is unique about what I am offering?  what free extras can I offer?  what are the spin off benefits?  How does my option increase their choice and control?  what is my stick?  what will they lose if they don’t use me?  what will the effect be on them of a delay?  how much do they need the people / skill- set I am offering?  will they feel left behind?  what do other people in their organisation want? don’t overtly threaten with the stick, subtle reference is sufficient eg “I want to see you forging ahead of your competitors” is much better than “You will be left behind if you don’t buy”.

11. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 power: unique selling points (USPs)  be clear about why what you offer is unique (functionality, price, quality?)  use facts not opinion to show why your offer is unique  don’t tell: listen for what they want then link your uniqueness to that desire

12. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Structuring the Negotiation

13. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 don’t jump in feet first hold back at the beginning from saying what you really want to say your objective in the negotiation is to get permission to say what you really want to say

14. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 method: R.P.D.  use rapport building techniques  discuss their issues seriously  mentally note their hot buttons  build on common areas  agree aims  agree timescales  agree agenda  agree procedure for disagreement  agree who  agree what is not to be covered  agree further information to be obtained  keep a balance, if they ask for information then ask for some in return  if they ask for a concession, give if they also give a concession  start at a high level then work down into detail  be prepared to say if you don’t know the answer

15. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 phases of negotiations  Opening  Signals  Package  Bargain  Close Power: Maximum Power, Minimum Usage

16. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Deal with Objections

17. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 difficult negotiations  never accept a NO, test it as a signal  accept their refusals, then simply re-word your request  link topics, ask how one affects another  don’t argue or defend  probe on the underlying issues  keep stating that you are willing to work out an agreement  change location, people, subject  try incentives  know your walk away point and call the bluff  backtrack and review  push for what you can agree on

18. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 pressure techniques TechniqueExampleResponse (be calm and LOGICAL) competition “I can get a better deal”Give me chance to explain, then if you can get a better deal I advise you to take it. knowledge “You don’t know about this industry do you?” What level of knowledge specifically are you looking for? risk-taking “I’ll take a risk if you do X for me” I don’t like risk. commitment “I’ve done all this for you, surely you can do X for me” Thank you. name dropping “Your boss made believe something else” Then we should include him/her in the conversation.

19. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 awkward people If PeopleYou Then go quiet on you, refuse to discuss ask questions. if they refuse to answer, ask them WHEN and HOW an answer will be available make demands for an agreement on isolated issues listen, slow down, state that you want to achieve their demands and that to do that you need to ask some questions first are over friendly and complimentary smile, be friendly, and return to the business agenda unpredictable, changing the subject or changing mood say you are unsure of how to proceed because you are getting different signals deliberately delay you and spin out the process outline the cost of delay or the cost of getting extra information and compare to benefits impatient and want a quick decision, put you under deadline pressure say you can give them a quick decision which will partly solve the problem but you’d rather give them a decision that will fully solve the problem

20. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Close and Agree

21. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 closing  Summarise  Outline agreed actions  Discuss possible problems and work out what to do to avoid them  Make the next step yours and make it early

22. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 further tips 1.trade offs (if I... will you...) 2.uncover real reasons underneath (why why) 3.smile even when you say No 4.take your time 5.be prepared to walk away 6.get agreement in principle 7.give free concessions 8.listen for BASIS of argument and use it back 9.collect all requirements before arguing or replying 10.avoid arguing, agree in principle and move on 11.make the other side work on problem 12.after asking a question probe deeper 13.ask for something more than once 14.with an aggressive call the bluff early 15.say you will not achieve everything & ask them to prioritise 16.ask for things you know they will refuse then ask for something you really want 17.ask for something right at the end of the conversation 18.disclose more information to get the moral high ground 19.be bold, aim as high as you can 20.be happy with compromise, let them feel they have made you move

23. SMART Sessions Powerful Negotiation Techniques www.goodfoot.co.uk +44 (0) 1926 859 060 Building Ongoing Business Relationships Thank You www.goodfoot.co.uk/downloads/prodrive.aspx