1. The Art of Negotiation Quantum Leadership Group

2. THE ART!!!! What you’re doing and and Who you’re being

3. If you think you’re beaten, you are; If you dare not, you don’t; If you’d like to win, but think you can’t It’s almost certain you won’t; For life’s battles don’t always go to the faster or stronger man, Sooner or later, the man who wins is the man who thinks he can! Napoleon Hill

4. 4 P’s of Personality Power Personality Process Personality Peaceful Personality Party Personality

5. POWER PERSONALITY Direct Direct Outgoing Outgoing Power dresser Power dresser Throne for Chair Throne for Chair Analytical though gregarious Analytical though gregarious Certificates displayed in full view Certificates displayed in full view Little tolerance for incompetence Little tolerance for incompetence Shares little emotion at work Shares little emotion at work Works long hours and enjoys the recognition they achieve from their efforts Works long hours and enjoys the recognition they achieve from their efforts Not always the best team player, they like to lead Not always the best team player, they like to lead

6. PROCESS PERSONALITY Direct Direct Reserved and conservative Reserved and conservative Analytical nature Analytical nature Doesn’t find authority easy Doesn’t find authority easy Surrounded by texts and reference books Surrounded by texts and reference books Often workaholics and don’t seek recognition for their efforts Often workaholics and don’t seek recognition for their efforts Show very little expression or emotion in the workplace Show very little expression or emotion in the workplace Incredible attention to details, sometimes miss the bigger picture due to focus on process rather than outcome Incredible attention to details, sometimes miss the bigger picture due to focus on process rather than outcome Dress in plain, plaid clothing that doesn’t make them stand out in a crowd Dress in plain, plaid clothing that doesn’t make them stand out in a crowd

7. PEACEFUL PERSONALITY Reserved approach Reserved approach Dresses smart casual in plain unobtrusive colours, blacks, greys etc. Dresses smart casual in plain unobtrusive colours, blacks, greys etc. Only close to one or two people in the office Only close to one or two people in the office Plays cards close to their chest and no one really knows how they feel Plays cards close to their chest and no one really knows how they feel Non confrontational approach Non confrontational approach Surrounded by folders and files to give them a sense of safety and protection from the big bad Power Personalities Surrounded by folders and files to give them a sense of safety and protection from the big bad Power Personalities Often in gatekeeper roles – very diligent in ensuring safety and security before any action is taken Often in gatekeeper roles – very diligent in ensuring safety and security before any action is taken Desk gives them away with Garfield dolls, pictures of everything they like, friends and family – They like to make their work space feel like home where they are safe and secure Desk gives them away with Garfield dolls, pictures of everything they like, friends and family – They like to make their work space feel like home where they are safe and secure Don’t like change much and prefer the security of stability in their role, tasks and people Don’t like change much and prefer the security of stability in their role, tasks and people

8. PARTY PERSONALITY High energy, vibrant and LOUD! High energy, vibrant and LOUD! Dress in colourful clothing so the world knows they are here Dress in colourful clothing so the world knows they are here They know everyone and their relationships are based on their emotions They know everyone and their relationships are based on their emotions Life of the party and everyone’s confidant Life of the party and everyone’s confidant Their desk holds pictures of kids, family and pets Their desk holds pictures of kids, family and pets They are less concerned with status and more concerned with relationships in the office They are less concerned with status and more concerned with relationships in the office Usually have a good grasp on the bigger picture while attention to detail suffers Usually have a good grasp on the bigger picture while attention to detail suffers Happy in leadership roles thought they prefer to be buddy rather than boss Happy in leadership roles thought they prefer to be buddy rather than boss Loves to chat and sometimes TOO much for the Power and Process Personalities Loves to chat and sometimes TOO much for the Power and Process Personalities Assumes the Counselling role in the business Assumes the Counselling role in the business

9. RAPPORT 7% Words 7% Words 38% Tone 38% Tone 55% Physiology 55% Physiology Like attracts Like = Familiarity Rapport = Relationship Relationship = Negotiation Negotiation = Win/Win Result

10. AGREEMENT FRAME I Agree and……………. I Agree and……………. I Accept and……………. I Accept and……………. I respect and………. I respect and……….