the art of leadership - women's council of realtors · 2019-05-20 · “the art of leadership...
TRANSCRIPT
Women’s Council of REALTORS®
THE ART OF LEADERSHIP
PERSUASION&
NEGOTIATION
Women’s Council of REALTORS®
#LeadersMadeHere
Women’s Council of REALTORS®
Women’s Council of REALTORS®
The Leader in Leadership Conflict
Persuasion
Negotiation
Women’s Council of REALTORS®
Women’s Council of REALTORS®
Leadership Skills
PERSUASION
INFLUENCE
NEGOTIATION
Women’s Council of REALTORS®
The Difference Between Persuasion & Influence
Persuasion Convincing Someone To Do What You Want Them To Do.
Influence Influence Happens Because of Your Ability To Inspire Others.
Action
Who You Are
Women’s Council of REALTORS®
“ Have Influence Will Persuade”…
They Are RelatedBut
If I Influence People It Makes Me More Persuasive
The More Persuasive I Am It Allows Me to Build Influence
Women’s Council of REALTORS®
QUESTION
Can You Negotiate WithoutUsing the Skill of Persuasion ?
ORCan You Be Persuasive Without Negotiating ?
Women’s Council of REALTORS®
The Persuasion Process
Assessing The Preferences Needs Of Individual Or Group Ask About Preferences or Requirements Before Presenting Solution
Establish Rapport With Individual or GroupThis Is A Never Ending Process
Clearly Articulate The Benefits Of Accepting Proposed Course of Action
Focusing On The Benefits Of The Proposal – The “Value Added Proposition
Women’s Council of REALTORS®
The Persuasion Process
Actively Listening To The Concerns & Uncover Any Objections.
Objections Will Be Easier To Overcome If You Make Effort To Listen & Respect Others Concerns About A New Project or Venture
Construct Scenarios To Overcome Any ObjectionsMost Challenging Stage Of Persuasive Process Predict To Be Able To Present Counterpoints
Women’s Council of REALTORS®
The Persuasion Process
Demonstrate Transparency In The ProcessIt Is Your Willingness To Recognize Valid Objections To The Plan
Modify The Plan/Proposal As Needed To Find Common Ground
Know Ahead Of Time Which Parts Are Flexible
Women’s Council of REALTORS®
The Persuasion Process
Conduct Follow-upFollow-up Builds Rapport, Track Success Of The Agreed Venture
& Determine Any Lingering Doubts
Clarification Of The Process Explain The Anticipated Consequences Of An Agreement Is Crucial
Women’s Council of REALTORS®
Persuasive SpeechThe Persuasion Process
This Is The Type Of Speech That Is Delivered With A Purpose
Communication Is To Accomplish A Specific Goal To Ensure Acceptance Of The Point Of View
To Bring About A Change In OthersTo Reach Subconscious Level
To Prompt The Listener To TAKE ACTION
Women’s Council of REALTORS®
The Persuasion Process
3 Forms Of Rhetoric To Influence People
Credibility The Speaker Exude An Aura Of Knowledge
Emotional Appeal Used To Persuade Through Compassion Need or Fear
Logical Appeal To Provide Evidence Or Reasons To Support The Appeal
Women’s Council of REALTORS®
The Persuasion Process
Other Factors
Body LanguageTone & Inflection of Voice
Confidence LevelsKnowledge
Women’s Council of REALTORS®
Women’s Council of REALTORS®
8 Steps To Persuasion
Identify The Problem
Identify Consequence Of The Problem
Identify The Chosen Solution
Identify Consequence Of The Solution
Check For Confirmation
Ensure Solution is Beneficial
Reserve Judgement
Never Correct Your Target
Women’s Council of REALTORS®
To Reach An Agreement That Will Result In Mutual Benefits.
Each Party Tries To Come To An Agreement That Will Serve
Its Own Interest.
The Purpose of Negotiating
Women’s Council of REALTORS®
Negotiation
Negotiating Successfully is a process where two
or more parties with different needs & goals discuss an issue to find
mutually acceptable solution.
Women’s Council of REALTORS®
The Five Steps of The Negotiation Process
1. Preparation & Planning2. Definition of Ground Rules3. Clarification & Justification4. Bargaining & Problem Solving5. Closure & Implementation
NEGOTIATION PROCESS
Women’s Council of REALTORS®
NEGOTIATION PROCESS
80% Of Your Communication Could Be Described As A Form Of
Negotiation
As A LEADER
MINDSET OF A NEGOTIATOR
Women’s Council of REALTORS®
NEGOTIATION PROCESS
Negotiation Is An ART … A Skill
WITHOUT This Skill Most Leaders WILL NOT Be Able To Make Sensible Decisions
WILL NOT Be Able to INSPIRE MOTIVATE & ENGAGE Their Team Which Is The GOAL
Women’s Council of REALTORS®
NEGOTIATION PROCESS
REALITY CHECK
It is NOT Easy To Make People LIKE You
All You Have To Do Is Make Them TRUST You First
Women’s Council of REALTORS®
NEGOTIATION PROCESS
To Master The Art of Negotiation You Must Be
GOOD AT INFLUENCING PEOPLE
SWAY PERCEPTION
MAINTAIN POSITIVE RELATIONSHIPS
MAINTAIN POSITIVE OUTCOMES
Women’s Council of REALTORS®
Women’s Council of REALTORS®
THANK YOUDeborah T. Gilmore
REALTOR®404-406-7622
[email protected]@bellsouth.net#LeadersMadeHere
“The Art of Leadership Persuasion & Negotiation”
Women’s Council of REALTORS® “The Art of Leadership Persuasion & Negotiation”
This Presentation is the Official Property of the Women’s Council of REALTORS®. It is not to be altered or presented without the permission of the Women’s Council of REALTORS®. Women’s
Council of REALTORS® reserves the right to assign a Presenter or Instructor to teach or
present the contents of this presentation to a group. It can be use by those in a Leadership position as a Study Guide in preparation for
their leadership position.
May 2019