PWCI NetworkNEGOTIATING WITH ANYBODY……

AUGUST 2013

PWCI Guest speakers:

Nitasha Wilson-ShortWells Fargo Dealer Services

Kim BonnCEO, Bonn Enterprises

• What is negotiating

• How do we negotiate in our personal day to day life

• How to successfully negotiate

• Negotiate in the workplace

• Rules from Inc. & Entreprenuer.com

PWCI NetworkNegotiating with Anybody….

What is Negotiations…..

When you think of negotiating what comes to mind?

•Disputes or conflict

•Seen as an opportunity to win

Negotiating is an opportunity to interact with others who have a different view/opinion.

•Where to spend your holiday?

•Deciding what movie to see?

•Vacation Spots – Where do you go?

•Who is taking the kids to school?

•What furniture to buy for your home?

•What will be for dinner?

If you think about all of your day to day interactions with family, friends, and spouses you will recognize the many times you negotiate.

The question is, are you doing that in the workplace? Many people leave this skill behind and do not.

How do we negotiate in our personal lives

PWCI NetworkNegotiating with Anybody….

Spouse• Boss at work or boss at

home

• Motivation –

• Tools

• Guy Time

• Sports Time (sporting events, hunting, fishing, boating)

Children• Motivation

• Motivation

• Motivation and discipline -

• Toys

• Candy

• Video Time

• Play Dates (toddlers)

• Friend Time (teenagers)

Family• Motivation -

• Parental brownie points

• Position of power (I have, you have….)

• Family time (attendance, obligated length of time)

•Strategic Planning – Successful negotiations are rarely spontaneous•Take time to analyze the situation, gather data•Think through your strategies

•Be willing to consider a wide range of outcomes. • Be open- minded avoid being locked on one decision.

•Look for common ground. • Point out areas where you and the other person already agree.

•Address your key issues. • Pick 2-3 key issues which are most important. • Start with the most important item.

• If you are able to reach an agreement on the most important item, the others are likely to be easier to resolve.

What makes for a successful negotiation

•Avoid behaviors that the other person is likely to consider annoying. • being to aggressive • being intimidating • using sarcasm• negative body language• talking loud.

You should always convey an attitude of cooperation and openness.

At the core, great negotiations are a search for the truth with a view to the future

Continued…..

•Performance reviews (Mid year and End of Year)

•Salary negotiation

•Career Development/Projects Tasks, Positions

•Operational process changes

•Workload

•Responsibilities

•Schedule/Shift

•Work environment (equipment/Software)

Negotiating in the workplace

Entreprenuer.com

3 Golden Rules of Negotiation

•Always start the negotiations

•Always negotiate in writing

•Always stay cool

Rules of Negotiation

INC.com

5 Things you should NEVER Say while negotiating:

•“Between” – to indicate a range

•“I think we’re close” •“You throw out a number” – studies indicate the first to start can lose – although this can be debatable

•“I’m the final decision maker” – you always want to give yourself the opportunity to think about something for 24 hours – leave your ego out of it

•“%^$& You” – seriously. Never say that.

www.2knowthyself.com

•Never revel your cards or intentions

•Appear incompetent of even lame – don’t appear too educated before the negotiation. Let the people put down their defenses.

•Let them talk. During every negotiation, each person will have a set of cards to use. The person who uses all of his cards first is more likely to lose the negotiation because at some point he won’t find anything to say. She will win.

•Study everything well. Know more about the people. Know more about what you want.

•Act as if you have nothing to lose. The woman who has nothing to lose always wins.

5 Tips to Win any Negotiation

Today, you have learned skills to help negotiate with

anybody!

Go win!!

PWCI Guest speakers:

Nitasha Wilson-ShortWells Fargo Dealer Services

Kim BonnCEO, Bonn Enterprises