negotiating to win at the vancouver board of trade
DESCRIPTION
Negotiations skills are one of the highest paid skill sets in your business development toolkit. A person can literally earn an additional $2000, $10,000 or more for themselves or their company on a deal just by being a great negotiator. A lot of this happens in minutes not even hours. Shane Gibson has worked with key account managers, sales professionals, and entrepreneurs on four continents helping them to improve their sales, social selling and negotiations skills. In this fast paced keynote address you will learn: The impact of confidence on our ability to negotiate The 7 key components of an effective negotiations process Easy to use negotiations tips How to avoid and identify dirty tricks and manipulation How to get the business and keep a strong positive relationship with the clientTRANSCRIPT
Negotiating to Win @ShaneGibson
Negotiating To Win
Presented by
Shane Gibson
Negotiating to Win @ShaneGibson
Selling
“Is about creating an environment where an act of faith can take
place.”
Negotiating to Win @ShaneGibson
Your goal
“To leave the other person feeling like they have have won.”
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?
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
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
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.
Negotiating to Win @ShaneGibson
Set Your Terms
• Location?
• Timing?
• Mediums?
• Who’s attending?
• How?
• Mediators or 3rd parties?
Negotiating to Win @ShaneGibson
Negotiating to Win @ShaneGibson
Negotiating to Win @ShaneGibson
Negotiating to Win @ShaneGibson
Position Interests
There are almost always multiple positions to satisfy a set of interests
Negotiating to Win @ShaneGibson
Power: Is the ability to take action
The more options the more power
Negotiating to Win @ShaneGibson
Center Yourself
“What ever direction your enemy is coming from help them on their
way.”
– Fred Shadian
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
Negotiating to Win @ShaneGibson
Build a positive 3rd Space
• Personal Appearance
• Non-verbal cues and body language
• Physical settings
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
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”
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
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
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
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
Negotiating to Win @ShaneGibson
Lets Connect!
@ShaneGibson
http://closingbigger.net
http://slideshare.net/shanegibson
Langara.bc.ca/sales