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Negotiating to Win @ShaneGibson

Negotiating To Win

Presented by

Shane Gibson


Selling

“Is about creating an environment where an act of faith can take

place.”


Your goal

“To leave the other person feeling like they have have won.”


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?


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


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


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.


Set Your Terms

• Location?

• Timing?

• Mediums?

• Who’s attending?

• How?

• Mediators or 3rd parties?





Position Interests

There are almost always multiple positions to satisfy a set of interests


Power: Is the ability to take action

The more options the more power


Center Yourself

“What ever direction your enemy is coming from help them on their

way.”

– Fred Shadian


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


Build a positive 3rd Space

• Personal Appearance

• Non-verbal cues and body language

• Physical settings


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


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”


Build an ultimate outcome

• VAKOG

• Contrast it with your BATNA

• Say in their words

• Say it in the context of their interests


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


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


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


Lets Connect!

@ShaneGibson

http://closingbigger.net

http://slideshare.net/shanegibson

Langara.bc.ca/sales