1. The Art of Negotiation Brad Dawson, LTV Dynamics

2. Copyright Materials This presentation is protected by US and International Copyright laws. Reproduction, distribution, display and use of the presentation without written permission of the speaker is prohibited.

3. Learning Objectives In this session you will: 1.Learn the art of empathetic listening; 2.Find out the power that comes from “doing nothing”; 3.Uncover the fallacies of negotiating from the “single objective” perspective; and 4.Realize that emotions are your worst enemy.

4. Are You An Effective Negotiator?

5. Current Condition Most airforwarders learn negotiation through trial and error

6. Current Condition Negotiation is a basic component in every aspect of your business

7. Current Condition A good negotiation session ends “when the deal is done and both parties are a little disappointed”

8. #1 Anatomy of a Deal What constitutes a good deal?

9. #1 Anatomy of a Deal Inexperienced airforwarders fall victim to “get the deal at any price” syndrome

10. #1 Anatomy of a Deal What about the attributes of: time frame, delivery dates, quality control, ease of overcoming international restrictions and, of course, pricing

11. #1 Anatomy of a Deal Do you have a counter-proposal?

12. #2 Test Drive the Deal Sometimes you just don’t know what constitutes a good deal

13. #2 Test Drive the Deal You can ask other people or seek guidance through AfA

14. #2 Test Drive the Deal Another alternative is to test drive a deal

15. #2 Test Drive the Deal Google it

16. #2 Test Drive the Deal Test to gain knowledge

17. #2 Test Drive the Deal Begin again – this time with sufficient information

18. #3 The Art of Listening Sometimes negotiations just break down

19. #3 The Art of Listening You can try the art of empathetic negotiation where you place yourself in the other party’s positions

20. #3 The Art of Listening An effective ploy for employee compensation discussions

21. #3 The Art of Listening Realize it is not always about money. The focus could be on skill enhancement or career development

22. #3 The Art of Listening Putting yourself in the other person’s shoes can sometimes help resolve an impasse

23. #4 The Art of Silence Actions speak louder than words. Facial expressions, where you sit and hand gestures all have an impact

24. #4 The Art of Silence Silence is a powerful bargaining tool

25. #4 The Art of Silence Weak negotiators feel the need to fill the silence void

26. #4 The Art of Silence And ….. In the process give up their negotiating position

27. #5 The Art of Walking Away Another tactic is to walk away – effectively sending the message that you are killing the deal

28. #5 The Art of Walking Away An effective way to deal with contractors

29. #5 The Art of Walking Away The power of action – not words – can make all the difference

30. #6 No Decision is a Decision Your negotiations may stall – stretching out the time associated with a decision

31. #6 No Decision is a Decision Now might be a good time for “fear selling”

32. #6 No Decision is a Decision Can you quantify the impact of the status quo?

33. #7 Emotion is the Enemy Emotional people make instinctive and irrational decisions

34. #7 Emotion is the Enemy Move from adversarial to cooperative state

35. #7 Emotion is the Enemy Use a “cooling off” period to reflect and gather facts before making a commitment

36. Final Thought Negotiation is an art form where two skilled strategists work to find common group where both can claim victory

37. Upcoming Sessions March 18 th – “Effective Selling” April 15 th – “Cash is King” May 20 th – “A Purpose Driven Business”

38. Thank You! Contact Information: Brad Dawson LTV Dynamics 703-753-2886 BLDawson@LTVdynamics.com