This is the presentation delivered at the National Speakers Association 2009 National convention. It\'s titled, \'Negotiating in tough Economic times: Strategies and Techniques to Get More Gigs and Higher Fees\' presented by Greg Williams, The Master Negotiator

1. Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By …Greg Williams – The Master Negotiator

2. Ways To Increase, Improve, and Enhance Your Negotiation Skills Psychology Behind The Fear to Negotiate Negotiation Preparation Negotiation Tactics and Strategies Reading Body Language The Role of Emotions in Negotiations Closing the Negotiation 2 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

3. Psychology Behind The Fear to Negotiate Fear of being perceived as cheap Fear of being outmaneuvered 3 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

4. Being Outmaneuvered 4 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

5. Psychology Behind The Fear To Negotiate Lack of preparation to negotiate Lack of negotiation and/or communication skills Embarrassment 5 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

6. 6 Greg Williams - The Master Negotiator www.TheMasterNegotiator.com Psychology Behind Fearing Negotiations

7. Negotiation Preparation Someone’s perception is their reality Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 7 Know The Other Negotiator’s Mindset

8. Negotiation Preparation Know the other negotiator’s … Source of Motivation Needs Wants Alternate Plans Consider Distractions 8 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

9. Negotiation Preparation 9 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

10. NegotiationTactics and Strategies The correct tactic and strategy allows you to enhance your negotiation position. Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 10

11. NegotiationTactics and Strategies Feign meekness Use questions to answer questions Creating/breaking rapport The value of the ‘take away’ Anger Salami tactic Risk Reversal Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 11

12. NegotiationTactics and Strategies Changing negotiators Red Herrings Time Written word for power and legitimacy Using anger and fear Playing dumb to be smart 12 Greg Williams - The Master Negotiator www.TheMasterNegotiator.com

13. Reading Body Language Are things really what they appear to be? Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 13

14. How to Read Body Language Observe following gestures … Face to face Watch the feet open/closed evaluation boredom Agreement Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 14

16. Establish baseline

17. Confirm & Enhance baseline

18. Compare action to baselineGreg Williams - The Master Negotiator www.TheMasterNegotiator.com 15

19. How to Read Body LanguageEstablish Baseline 16 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

20. How to Read Body LanguageConfirm & Enhance Baseline 17 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

21. How to Read Body LanguageCompare Action to Baseline - Deceit 18 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

22. The Role Emotions Play in Negotiations The Good The Bad The Ugly Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 19

23. The Role Emotions Play in Negotiations Emotions can be … Contrived to alter course of negotiation Provoke anger Solicit support for a position Change pace of negotiation Disguise point of contention Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 20

24. The Role Emotions Play in Negotiations Defending against emotions … Recognize the emotion and … Identify why the emotion was introduced Determine if it’s ‘real’ Assess viability of ploy Determine how to address it Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 21

25. Sometimes ‘Quit’ Happens 22 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

26. Closing The Negotiation At end of negotiations … Confirm agreement/understanding of deal Discuss next steps Watch your state of mind Be mindful of communications Greg Williams - The Master Negotiator www.TheMasterNegotiator.com 23

27. Good Luck With All of Your Negotiations !!! 24 Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com

28. Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By …Greg Williams – The Master Negotiator “Remember, you’re always negotiating!” www.TheMasterNegotiator.com Greg@TheMasterNegotiator.com