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Negotiating to Win @ShaneGibson
Negotiating To Win
Presented by
Shane Gibson
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Negotiating to Win @ShaneGibson
Selling
“Is about creating an environment where an act of faith can take
place.”
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Negotiating to Win @ShaneGibson
Your goal
“To leave the other person feeling like they have have won.”
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Negotiating to Win @ShaneGibson
How often do you negotiate with clients/customers?
a) Less than 10% of the time?
b) 10% to 25% of the time?
c) 26% to 50% of the time?
d) 51% to 80% of the time?
e) More than 80% of the time?
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Negotiating to Win @ShaneGibson
Negotiations
• Is present any time there is an exchange or agreement
• Like closing in sales, it is a process not an event
• It could be described as a cycle with no definite beginning or end (at times)
• One of the highest paying skills one has in their tool kit
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Negotiating to Win @ShaneGibson
8 Key Ingredients of Principle Based Negotiations
• Prepare• Set your terms• Focus on interests• Center Yourself• Build a positive 3rd space• Have a questioning process• Listen• Build an ultimate outcome
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Negotiating to Win @ShaneGibson
Preparation
• Identify what you will accept• Know your BATNA (Getting to YES)• Research – multiple sources and people• Brainstorm possible objections and know
the answer• Create a list of concessions that can be
"given" during the negotiation to use as bargaining tools.
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Negotiating to Win @ShaneGibson
Set Your Terms
• Location?
• Timing?
• Mediums?
• Who’s attending?
• How?
• Mediators or 3rd parties?
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Negotiating to Win @ShaneGibson
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Negotiating to Win @ShaneGibson
Position Interests
There are almost always multiple positions to satisfy a set of interests
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Negotiating to Win @ShaneGibson
Power: Is the ability to take action
The more options the more power
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Negotiating to Win @ShaneGibson
Center Yourself
“What ever direction your enemy is coming from help them on their
way.”
– Fred Shadian
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Negotiating to Win @ShaneGibson
The 3rd Space
• Is almost like a living organism
• The unique space created between people
• Contrast and compliment of a variety of personal and situational factors
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Negotiating to Win @ShaneGibson
Build a positive 3rd Space
• Personal Appearance
• Non-verbal cues and body language
• Physical settings
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Negotiating to Win @ShaneGibson
Have a questioning process
• Varied question types– Open– Closed– Directing
• Start general and easy
• Don’t leave the hard stuff until last
• Build into a succession of agreements
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Negotiating to Win @ShaneGibson
Listen
• Be a 70/30 listener
• Observe body language– Breathing, eye movements, how they are
leaning, changes in tone etc.
“It’s hard to listen our way out of a deal”
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Negotiating to Win @ShaneGibson
Build an ultimate outcome
• VAKOG
• Contrast it with your BATNA
• Say in their words
• Say it in the context of their interests
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Negotiating to Win @ShaneGibson
Tips
• Goodwill only lasts for about 3 minutes
• Focus on what they value and use it to influence them
• Find out what scares them earlier on
• Give bad news on Monday and good news on Friday
• Push when they pull, pull when they push
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Negotiating to Win @ShaneGibson
Tricks
• Exact number
• Minimum concession• Personal attacks• Craziness• Thin air facts
• Authority switch
• I can get it (better)• Stone wall
• Environment
• Poor me or I’m hurt• Time thief• Explore and question• Discounts on a promise
• Our policy
• Flinching
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Negotiating to Win @ShaneGibson
Summary
• We are negotiating all the time
• Focus on interests
• Have a BATNA
• This is a process not an event
• It’s all about awareness and preparation
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Negotiating to Win @ShaneGibson
Lets Connect!
@ShaneGibson
http://closingbigger.net
http://slideshare.net/shanegibson
Langara.bc.ca/sales