1. 2015 Every Building Conference & Expo | June 28-30, 2015

2. Today’s Take-Aways Phase One - Planning Goals and Objectives BATNA Reservation Price Know the Other Side Phase Two - Setting the Stage Your goal is to create a productive environment The importance of being comfortable Negotiating the gender gap

3. Today’s Take-Aways Phase Three - Tactics Using Effective Tactics Responding effectively Phase Four - Follow through The spirit of the deal Building, not burning, bridges

4. The Negotiations Process PlanningPlanning Setting the Stage Tactics Follow Through

5. Before you start do you know your “Key 3”? Successful Negotiations #1 Goals #2 BATNA #3 Walk-Away Price Phase One: Negotiation Planning

6. The Negotiations Process Planning Setting the StageSetting the Stage Tactics Follow Through

7. Effective Negotiations “Setting the Stage” is: Creating an environment that is productive Knowing w here the other side would be most physically/emotionally comfortable?

8. Negotiating the Gender Gap

9. Why the Gender Gap? Biological Influence Early Conditioning & Expectations Societal Norms

10. Gender Perceptions Masculine Traits: Contest/competition Individual status Confrontation Independence Feminine Traits: Relationships to others Community Modesty Harmony

11. Awareness of Gender Issues Issue Number One: The Backlash Fear Fear of being punished if being perceived as too “pushy” or “demanding.” Concerns about behaving contrary to deeply ingrained gender expectations GirlWitch

12. The Negotiations Process Planning Setting the Stage TacticsTactics Follow Through

13. Tactic # 1: Who Should Go First? Tactic# 2: How to Give Concessions Tactic# 3: Dealing with Trust Tactic# 4: Use of Multiple Offers Tactic# 5: Be Aware Of These Gambits Negotiation Tactics

14. Tactic # 1: Who Should Go First? Negotiation Tactics

15. Who Goes First? “Substantial psychological research suggests that, more often than not, negotiators who make first offers come out ahead…By making the first offer, you will anchor the negotiation in your favor.” Should You Make the First Offer, Harvard Negotiation Newsletter

16. Tactic# 2: How to Give Concessions Negotiation Tactics

17. Concessions Rules for effective concessions Give small concessions early on –Creates climate of reciprocity, but don’t continue to give to someone who cannot or will not return the favor Measure the point value of each concession –Keep a score of what you have given –Explain how valuable your concession is to the other side and how costly it is to you

18. Tactic# 3: Dealing with Trust Negotiation Tactics

19. Dealing with Liars What Can You Do: Ask same question in different ways Look out for responses that do not answer the questions you asked. Rephrase and go for yes or no answer Ask if all material facts have been disclosed and ask for back-up documentation Set a trap and ask questions that you already know the answer

20. Tactic# 4: Use of Multiple Offers Negotiation Tactics

21. Multiple Offers Have you considered multiple simultaneous offers? As much as possible, each should have equal value to you Each should have a different facet –Amount of up front cash –Financing offered –Options to purchase X in the future

22. Tactic# 5: Be Aware Of These Gambits Negotiation Tactics

23. Effective Negotiations Gambit Defined by Webster: Something done or said in order to gain an advantage or to produce a desired result.

24. The Negotiations Process Planning Setting the Stage Tactics Follow Through

25. Follow through: Enhancing the Relationship Would you want to do business with each other again? How do you know how the other side feels about the deal? Did you do a little something extra after everything was completed? Don’t do a victory dance!

26. Additional Information

27. A Final Thought... “In times of change, learners inherit the world - while the learned remain beautifully equipped to deal with a world that no longer exists.” Eric Hoffer