keller williams famiuly reunion 2016kwselect.weebly.com/.../win-win_negotiations_schlueter.pdf ·...
TRANSCRIPT
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Win-Win Negotiations
Steve Schlueter
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Steve Schlueter
Round Rock, Texas
Operating Principal
KWU International Master Faculty
KW MAPS Coach
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FAMILY REUNION
2016
• Win-Win Negotiations
• Simple Process of Negotiating
• Tactics and Countertactics of Negotiating
Negotiation
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FAMILY REUNION
2016
Ne.go.ti.a.tion• Bargaining (give and take) process between
two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
Source: businessdictionary.com
Win-Win Negotiations
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FAMILY REUNION
2016
Negotiator’s Mindset:
“?” not “!”
Win-Win Negotiations
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FAMILY REUNION
2016
1. Get to know the other person
2. Establish negotiation criteria
3. Include all the issues
4. Be clear about the wins
5. Navigate to agreement
Simple Process of Negotiation
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FAMILY REUNION
2016
1. Get to Know the Other Person
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FAMILY REUNION
2016
Different personality
styles must be
accounted for in
negotiating.
Personality Styles
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FAMILY REUNION
2016
Based on personality:
“D” – Pragmatic
“I” – Extrovert
“S” – Amiable
“C” – Analytical
Negotiating Types / Styles
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FAMILY REUNION
2016
• Street fighters
• Go for what they want
• Certain that there are “winners”
and “losers”
• Want to be “winners”
• Fight hard and see little need for concessions
• Negotiation challenge: Hold a fixed position
Pragmatic – “D”
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FAMILY REUNION
2016
• Enthusiastic, often overly so
• Lose sight that others are not
as enthusiastic
• Negotiation challenge: Often
ignore feelings of others in
a negotiation
Extrovert – “I”
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FAMILY REUNION
2016
• Pacifiers
• Goal: Make everyone happy, not
necessarily win the negotiation
• Dread high pressure encounters
• Long for a solution, even if it doesn’t meet
their requirements
• Negotiation challenge: Easily swayed
Amiable – “S”
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FAMILY REUNION
2016
• An executive by nature
• Rigid in negotiation
• Reluctant to be flexible
• Precise on the details
• Concerned with underlying principle of any
issue
• Negotiation challenge: Inflexibility
Analytical – “C”
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FAMILY REUNION
2016
2. Establish Negotiation Criteria
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FAMILY REUNION
2016
3. Include All the Issues
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FAMILY REUNION
2016
that money is the bottom line!
Never Assume …
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FAMILY REUNION
2016
Three Critical Factors
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FAMILY REUNION
2016
Understand and gain power.
Possibly the most important element in any
negotiation:
• One is controlling (has power)
• One is being controlled (no power)
1st Critical Element: Power
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FAMILY REUNION
2016
1. Legitimate Power2. Reward Power3. Punishment Power4. Reverent Power5. Charismatic Power6. Expertise Power7. Situation Power8. Information Power
Eight Types of Power
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FAMILY REUNION
2016
Manage information.
• More information = more power• Gathering information:
• Ask open-ended questions• Keep repeating a question• Question other people• Bring in an expert• Carefully select the negotiation location• Shop around
2nd Critical Element: Information
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FAMILY REUNION
2016
Manage time.
• Flexibility and concessions come with pressure and time
• Higher pressure = worse outcome in negotiations
• 80 percent of concessions occur in the last 20 percent of negotiation time
3rd Critical Element: Time
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FAMILY REUNION
2016
Two Laws of Win-Win
Who defines “Win”?
4. Be Clear about the Wins
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FAMILY REUNION
2016
5. Navigate to Agreement
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FAMILY REUNION
2016
Predictable Responses
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Tactics and Countertactics
Strategies of Negotiation
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FAMILY REUNION
2016
1. Nibbling
2. Hot Potato
3. Higher Authority
4. Set-aside Gambit
5. Mediator
6. Never Take the First Offer
Tactics and Countertactics
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FAMILY REUNION
2016
7. Trade-off Principle8. Take-Away9. Throw-in10.Vise Technique11.Power of the Printed Word12.Withdraw Offer Principle13.Easy Acceptance14.Funny Money
Tactics and Countertactics
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FAMILY REUNION
2016
15.Good Guy/Bad Guy
16.Feel, Felt, Found
17.Smart/Dumb
18.Service Value (Menu)
19.Walk Away
20.Flinching
Tactics and Countertactics
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FAMILY REUNION
2016
21.Decoy Technique
22.Red Herring
23.Puppy Dog Close
24.Reluctant Buyer
25.Want-It-All Philosophy
26.Splitting the Difference
Tactics and Countertactics
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FAMILY REUNION
2016
• Consultation & Needs Analysis• Value, then Price• Anchor with a Menu• Practice the Flinch• Validate their Objection• Justify (don’t defend)• Use the Take-Away• Use the Throw-In• Know your Tolerances• Listen to Kenny Rogers
Negotiating Your Commission
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FAMILY REUNION
2016
“What’s the outcome I want out of this
negotiation? And what’s the best way to get
there?”
Ask Yourself
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FAMILY REUNION
2016
• Study the personality styles / types
• During your next negotiation, identify tactics
and counter tactics used
• Mastery = Practice
Takeaways
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