smart sessions powerful negotiation techniques +44 (0) 1926 859 060 making the client happy for you...
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SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
making the client happy for you to get what you want
Powerful Negotiation Techniques
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
style
fast paced overview hints and tips slides on-line short exercises discussions
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
topics
How to prepare for negotiation
Building our power
How to structure the negotiations
How to deal with objections
Close and agree
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Preparation for Negotiation
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
preparation
Aims
ObjectivesContext
Arguments
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
aims
target the other sides’ UNDERLYING INTERESTS
POSITION
WHAT they
want
INTEREST
WHY they
want it
logical emotional
Aims
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
objectives
ideal
realistic
fallback
Objectives
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
context & argument
what is the past? what is the future? who are the key
players? what else are they
negotiating?
Context
what are the main benefits I am offering?
what are the unexpected extras I am offering?
how am I reducing the risk to enable an easy decision?
Arguments
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Build our Power
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
power
what is my carrot? what incentives can I give? what is unique about what I am offering? what free extras can I offer? what are the spin off benefits? How does my option increase their choice and control?
what is my stick? what will they lose if they don’t use me? what will the effect be on them of a delay? how much do they need the people / skill-
set I am offering? will they feel left behind? what do other people in their organisation
want?
don’t overtly threaten with the stick, subtle reference is sufficient
eg “I want to see you forging ahead of your competitors”is much better than “You will be left behind if you don’t buy”.
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
power: unique selling points (USPs)
be clear about why what you offer is unique (functionality, price, quality?)
use facts not opinion to show why your offer is unique
don’t tell: listen for what they want then link your uniqueness to that desire
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Structuring the Negotiation
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
don’t jump in feet first
• hold back at the beginning from saying what you really want to say
• your objective in the negotiation is to get permission to say what you really want to say
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
method: R.P.D. use rapport building techniques discuss their issues seriously mentally note their hot buttons build on common areas
agree aims agree timescales agree agenda agree procedure for disagreement agree who agree what is not to be covered agree further information to be obtained
keep a balance, if they ask for information then ask for some in return
if they ask for a concession, give if they also give a concession
start at a high level then work down into detail
be prepared to say if you don’t know the answer
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
phases of negotiations
Opening Signals Package Bargain Close
Power: Maximum Power, Minimum Usage
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Deal with Objections
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
difficult negotiations never accept a NO, test it as a signal accept their refusals, then simply re-word your request link topics, ask how one affects another don’t argue or defend probe on the underlying issues keep stating that you are willing to work out an agreement change location, people, subject try incentives know your walk away point and call the bluff backtrack and review push for what you can agree on
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
pressure techniques
Technique Example Response (be calm and LOGICAL)
competition“I can get a better deal” Give me chance to explain, then
if you can get a better deal I advise you to take it.
knowledge“You don’t know about this industry do you?”
What level of knowledge specifically are you looking for?
risk-taking“I’ll take a risk if you do X for me”
I don’t like risk.
commitment“I’ve done all this for you, surely you can do X for me”
Thank you.
name dropping“Your boss made believe something else”
Then we should include him/her in the conversation.
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
awkward peopleIf People You Then
go quiet on you, refuse to discuss
ask questions. if they refuse to answer, ask them WHEN and HOW an answer will be available
make demands for an agreement on isolated issues
listen, slow down, state that you want to achieve their demands and that to do that you need to ask some questions first
are over friendly and complimentary
smile, be friendly, and return to the business agenda
unpredictable, changing the subject or changing mood
say you are unsure of how to proceed because you are getting different signals
deliberately delay you and spin out the process
outline the cost of delay or the cost of getting extra information and compare to benefits
impatient and want a quick decision, put you under deadline pressure
say you can give them a quick decision which will partly solve the problem but you’d rather give them a decision that will fully solve the problem
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Close and Agree
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
closing
Summarise Outline agreed actions Discuss possible problems and
work out what to do to avoid them Make the next step yours and
make it early
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
further tips1. trade offs (if I ... will you ...)
2. uncover real reasons underneath (why why)
3. smile even when you say No
4. take your time
5. be prepared to walk away
6. get agreement in principle
7. give free concessions
8. listen for BASIS of argument and use it back
9. collect all requirements before arguing or replying
10. avoid arguing, agree in principle and move on
11. make the other side work on problem12. after asking a question probe deeper13. ask for something more than once14. with an aggressive call the bluff early15. say you will not achieve everything &
ask them to prioritise16. ask for things you know they will refuse
then ask for something you really want17. ask for something right at the end of the
conversation18. disclose more information to get the
moral high ground19. be bold, aim as high as you can20. be happy with compromise, let them feel
they have made you move
SMART Sessions
Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060
Building Ongoing Business Relationships
Thank You
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