How to Negotiate a Successful, Profitable Close. Workshop Objectives 1. Establish personal credibility and increase individual comfort level during negotiations.

How to Negotiate a How to Negotiate a Successful, Successful,

Profitable CloseProfitable Close

How to Negotiate a How to Negotiate a Successful, Successful,

Profitable CloseProfitable Close

Workshop ObjectivesWorkshop Objectives

1. Establish personal credibility and increase individual comfort level during negotiations

2. Increase communication skills, including listening skills to discover the true needs of negotiation situations

3. Resolve conflict that arises during negotiation in a manner that maintains the relationship between concerned parties

4. Plan and use powerful negotiation tactics to achieve win-win outcomes for everyone

1-Current Negotiation Situation1-Current Negotiation Situation

1. Identify roles and responsibilities

2. Communication filters

3. Demonstrate effective questioning and listening

IntroductionsIntroductions

Name and position Why your position is important to

organization Why your position is important to you Types of negotiations Challenges Results desired from the training

How Are You as a Negotiator?

How Are You as a Negotiator?

Self-Assessment

NegotiationNegotiation

A successful negotiator is… Barriers to successful negotiation Examples of past or current

negotiations

Comfort ZoneComfort Zone

CZCZ

Events and Emotions

Fearful

Fearful

Ferocious

Ferocious

Confident

Confident

Reactive

Responsive

Proactive

2-Negotiations Triangle2-Negotiations Triangle

1. Develop strong relationships for negotiations

2. Increase personal credibility

3. Discover the power of need in negotiations

Negotiations TriangleNegotiations Triangle

NeedRelationship

Credibility

RelationshipsRelationships

“Begin in a Friendly Way”

1. Don’t criticize, condemn, or complain

2. Become genuinely interested

3. Use the person’s name

4. Make the other person feel important

5. Give the other person a fine reputation

Relationship Action PlanRelationship Action Plan

Situation to improve relationship Why it is important I will start … I will stop … I will measure progress by …

CredibilityCredibility

Talk in terms of the other person’s interests

Show respect for their opinions If you are wrong, admit it

“Arouse in the other person an eager want”

Credibility Action PlanCredibility Action Plan

Situation to improve credibility Why it is important I will start … I will stop … I will measure progress by …

NeedNeed

Be a good listener Let the other person do the talking Make the other person happy Get the other person saying “yes, yes”

“Let the other person feel that the ideais his or hers”

Need Action PlanNeed Action Plan

Situation to determine needs Why it is important I will start … I will stop … I will measure progress by …

3-Communication and Listening3-Communication and Listening

1. Develop strong relationships for negotiations

2. Increase personal credibility

3. Discover the power of need innegotiations

Communication BarriersCommunication Barriers

Age Agendas

Perceptions

Education

ExperiencesCulture

How We CommunicateHow We Communicate

What we doWhat we do

How we say itHow we say it

What we sayWhat we say

How we look

Communication ModelCommunication Model

MessageMessage

FeedbackFeedback

RelationshipRelationship

Filter

Filter

Filter

Filter

ReceiverReceiverSenderSender

Questioning ModelQuestioning Model

As-is

Should Be

Barriers

Payout

4-Conflict Resolution4-Conflict Resolution

1. Identify types of individuals

2. Resolve conflict during negotiations

3. Recognize and deal with a variety of behaviors

Dale Carnegie Behavior Gauge

Hos

tile

Res

ista

ntD

isco

nten

tA

mbi

vale

ntFa

vora

ble

Sup

port

ive

Ent

husi

astic

Conflict ResolutionConflict Resolution

Begin with praise and honest appreciation

Call attention to mistakes indirectly Use encouragement Ask questions

“Show respect for the other person’s opinion”

Responding in a Positive WayResponding in a Positive Way

Resolving Conflicts

Respectthe customer

Listento the

customer

Appreciatethe customer’s

situation

ShowSympathy

Use the customer’sName

Try toHelp

Remember it isNot Personal

Resolving Conflict-Put It to WorkResolving Conflict-Put It to Work

Conflict Management Action PlanConflict Management Action Plan

Situation to manage conflict Why it is important I will start … I will stop … I will measure progress by …

5-Negotiation Tactics5-Negotiation Tactics

1. Team negotiation skills

2. Practice an effective negotiation model

3. Primary negotiation skills and options

Case Study: Andronia vs. GylandCase Study: Andronia vs. Gyland

Successful Negotiations

Qualita

tive

Qualita

tiveQuantitative

Quantitative

Low

Gain

Low

Gain Negat

ive

Exper

ienc

e

Negat

ive

Exper

ienc

e

Positive ExperiencePositive ExperienceHigh GainHigh Gain

Primary Negotiation Skills

Positioning—putting a positive “spin” on the situation

Offering—proposing possible solutions Compromising—giving and taking

to achieve a solution that benefits both parties

Relationship PrinciplesRelationship Principles

Begin in a friendly way Listen attentively Let the other person save face See things from their point of view Avoid arguments Ask open questions Be genuinely interested Show respect for their opinions

Negotiation GuidelinesNegotiation Guidelines

Negotiation OptionsNegotiation Options

Persuade You go first Throw-ins Authority Time pressure

Silence Contract Delay/Inactivity Walk Away Ultimatum

Negotiation Tactics-When They:Negotiation Tactics-When They:

Display exaggerated reaction

Refer to higher authority

Split the difference

Withdraw the offer

Minimize the issue

Act pressed for time

Done deal

6-Plan for Successful Negotiations6-Plan for Successful Negotiations

1. Recognize buying and warningsignals

2. Negotiation styles

3. Negotiation process and planningsheet

4. Practice a case study

Buying and Warning SignalsBuying and Warning Signals

Buying Signals

Warning Signals

Higher Level of ListeningHigher Level of Listening

Styles of NegotiationStyles of Negotiation

Quick

Deliberate

Negotiation ProcessNegotiation Process

1. Investigation2. Presentation3. Bargaining4. Agreement

Remember to:Remember to:

Be enthusiastic Use human relations Use logic vs. emotions Be aware of body language Be persuasive, not manipulative Don’t let emotions get in the way

Negotiation Planning SheetNegotiation Planning Sheet

4.

3.

2.

1.

Minimum Acceptable

ExpectedBestRecurring Issues

Negotiation Action PlanNegotiation Action Plan

Significant aspects from the training One action I will take By when Result I expect My coach

How to Negotiate a How to Negotiate a Successful, Successful,

Profitable CloseProfitable Close

How to Negotiate a How to Negotiate a Successful, Successful,

Profitable CloseProfitable Close