Inge Aben: Influencing and Negotiating

Negotiating and influencing

Introductions Introduction group Name, role, place and what attracted you to this workshop?

.........Talking to database suppliers publishers, trying to get the best price for packages, deal with managers and staff regarding agreements on tasks, developing partnerships, creating new collections....... What else? Share a few more examples... Negotiating, influencing and selling when?

Negotiating, influencing or selling? Negotiating Selling Influencing

By the end of this workshop . Thought about two important elements of negotiating, influencing and selling Benefits and features Social styles

Negotiating, influencing or selling what do they have in common? Prepare: Know what you want Know the other Building Rapport: Listening, asking, probing to find problems to solve, needs to meet>>>>>> WIIFM Benefits and features

Social Styles - Tests Why? Many examples push and pull assertive/responsive introverted/extraverted people/task focussed

Social Styles - Tests >>> Labels >>> Star signs

4 SOCIAL STYLES MERRIL AND REID (1999)

4 SOCIAL STYLES MERRIL AND REID (1999) LESS ASSERTIVE - ASKING MORE ASSERTIVE - TELLING ACHIEVEMENT/TASK/LESS RESPONSIVE ACCEPTANCE/PEOPLE/MORE RESPONSIVE

4 SOCIAL STYLES THE DRIVER Strong willed Independent Practical Decisive and Efficient but also a bit Tough Severe Pushy

4 SOCIAL STYLES THE ANALYTICAL Industrious persistent serious orderly but also a bit critical indecisive and moralistic

4 SOCIAL STYLES THE AMIABLE Supportive Respectful Agreeable Dependable But also a bit Unsure Conforming Dependant

4 SOCIAL STYLES THE EXPRESSIVE Ambitious Stimulating Enthusiastic Dramatic But also a bit Excitable Undisciplined and reacting

Test your style - handout 1) Take the test.... (handout) 2) Discuss in pairs ... How does this sound ? Where do you see yourself? Where do you see others? What do you need from others to be involved, convinced..? Love, facts, figures, time...? ( handout)

Your style and flexing your style in negotiations How can knowing your own and the others style help in negotiations? In groups with each the 4 styles ask each other the question how can I convince you? What do you need? When and how do I approach you?

During Building rapport Listen Ask, be curious Flex your style Listen for benefits, W-I-I-F-M

Benefits and Features Feature A feature is any characteristic of a product or service that remains the same, whether the customer, supplier, your colleague buys or not. These characteristics can include size, quality, payment terms, specialisation, technical details, factory location, product specifications (including size, weight or colour), or anything else to do with describing the details of your

Benefits and Features Benefit Benefits are the favourable results that the buyer receives from the service/product because a particular advantage has the ability to satisfy a customers need/want. Benefits are statements which explicitly demonstrate how your service/product meets the needs of a customer. A benefit describes the specific value the advantage has for this particular customer, as defined by his/ her unique goals and priorities.

Benefits and Features People, buy, sell, are convinced, persuaded becauseyou help them solve a problem, save time, save money and make them feel good...... not because the car is red

Benefits and Features Exercise

After Record Ensure parties are satisfied really / check commitment

Summary Prepare- know what you want, know the other Listen, as, tune in into their needs and the W-I-I-F-M whats in it for me Flex your style

Thank you and GOODLUCK!

Inge Aben: Influencing and Negotiating

Education

selling

benefits

negotiating

influencing

gt

style

customer

advantage