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

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

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

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

The Negotiations Process

• Planning• Setting the Stage

• Tactics

• Follow Through

Before you start do you know your “Key 3”?

SuccessfulNegotiations

#1 Goals

#2 BATNA#3 Walk-Away

Price

Phase One: Negotiation Planning

The Negotiations Process

• Planning

• Setting the Stage• Tactics

• Follow Through

Effective Negotiations

“Setting the Stage” is:• Creating an environment that is productive• Knowing where the other side would be most

physically/emotionally comfortable?

Negotiating the Gender Gap

Why the Gender Gap?

• Biological Influence• Early Conditioning &

Expectations• Societal Norms

Gender Perceptions

Masculine Traits: • Contest/competition• Individual status• Confrontation • Independence

Feminine Traits:• Relationships to others• Community• Modesty• Harmony

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

Girl Witch

The Negotiations Process

• Planning

• Setting the Stage

• Tactics• Follow Through

Tactic # 1: Who Should Go First?Tactic# 2: How to Give ConcessionsTactic# 3: Dealing with TrustTactic# 4: Use of Multiple OffersTactic# 5: Be Aware Of These Gambits

Negotiation Tactics

Tactic # 1: Who Should Go First?

Negotiation Tactics

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

Tactic# 2: How to Give Concessions

Negotiation Tactics

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

Tactic# 3: Dealing with Trust

Negotiation Tactics

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

Tactic# 4: Use of Multiple Offers

Negotiation Tactics

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

Tactic# 5: Be Aware Of These Gambits

Negotiation Tactics

Effective Negotiations

Gambit Defined by Webster:

Something done or said in order to gain an advantage or to produce a desired result.

The Negotiations Process

• Planning

• Setting the Stage

• Tactics

• Follow Through

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!

Additional Information

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