Nsa 09 Natl Conf Presentation Backup

Slide 1

Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By Greg Williams The Master Negotiator

Ways To Increase, Improve, and Enhance Your Negotiation Skills Psychology Behind The Fear to NegotiateNegotiation PreparationNegotiation Tactics and Strategies Reading Body LanguageThe Role of Emotions in NegotiationsClosing the Negotiation

2Greg Williams - The Master Negotiator www.TheMasterNegotiator.comPsychology Behind The Fear to NegotiateFear of being perceived as cheapFear of being outmaneuvered

3Greg Williams - The Master Negotiator www.TheMasterNegotiator.comBeing Outmaneuvered4Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

Psychology Behind The Fear To NegotiateLack of preparation to negotiateLack of negotiation and/or communication skillsEmbarrassment 5Greg Williams - The Master Negotiator www.TheMasterNegotiator.com6Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

Psychology Behind Fearing Negotiations6Negotiation Preparation

Someones perception is their reality

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

7Know The Other Negotiators Mindset7Negotiation PreparationKnow the other negotiators Source of MotivationNeedsWants Alternate Plans Consider Distractions

8Greg Williams - The Master Negotiator www.TheMasterNegotiator.comNegotiation Preparation9Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

NegotiationTactics and StrategiesThe correct tactic and strategy allows you to enhance your negotiation position.

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1010NegotiationTactics and StrategiesFeign meekness Use questions to answer questionsCreating/breaking rapportThe value of the take awayAngerSalami tacticRisk Reversal

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1111NegotiationTactics and StrategiesChanging negotiatorsRed Herrings Time Written word for power and legitimacyUsing anger and fearPlaying dumb to be smart 12Greg Williams - The Master Negotiator www.TheMasterNegotiator.comReading Body LanguageAre things really what they appear to be?

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1313How to Read Body Language

Observe following gestures Face to faceWatch the feetopen/closedevaluationboredomAgreement

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1414How to Read Body Language

Lies/Deceit

Establish baseline Confirm & Enhance baseline Compare action to baseline

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com15

15How to Read Body LanguageEstablish Baseline16Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

How to Read Body LanguageConfirm & Enhance Baseline17Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

How to Read Body LanguageCompare Action to Baseline - Deceit18Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

The Role Emotions Play in NegotiationsThe Good

The Bad

The UglyGreg Williams - The Master Negotiator www.TheMasterNegotiator.com

19The Role Emotions Play in NegotiationsEmotions can be

Contrived to alter course of negotiationProvoke angerSolicit support for a positionChange pace of negotiationDisguise point of contention

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com20The Role Emotions Play in NegotiationsDefending against emotions

Recognize the emotion and Identify why the emotion was introducedDetermine if its realAssess viability of ployDetermine how to address it

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com21Sometimes Quit Happens

22Greg Williams - The Master Negotiator www.TheMasterNegotiator.comClosing The Negotiation At end of negotiations Confirm agreement/understanding of dealDiscuss next stepsWatch your state of mindBe mindful of communications

Greg Williams - The Master Negotiator www.TheMasterNegotiator.com2323

Good Luck With All of Your Negotiations !!!

24Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

[email protected]

Remember, youre always negotiating!Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By Greg Williams The Master Negotiator

25