3. What Makes the difference?
Mindset!
!
Negotiation Skills!
!
Commitment
Pg2
4. The truth about business and negotiating.....
“If you’re in consulting, !
you don’t have a choice as to !
whether you negotiate; !
Your only choice is whether
you do it well - or poorly.” !
~ Bob Gibson
Pg2
5. What’s In Your Negotiation Tool Box?
! Hammers/brutal: Demands,
threats, ultimatums, yelling,
intimidation, tricks, betrayal
!
! When to use: When the
relationship does not matter.
When all else fails.
!
! Results: Sometimes work,
but always harmful/destroy
relationships
6. What’s In Your Negotiation Tool Box?
— Working tools: Gambits: nibbles,
swap-outs, little guy/big guy, good guy/
bad guy, sidesteps, done deal, silence,
flinching, putting things in writing, etc.,
etc., etc.
!
— When to use: In most negotiation
situations. These are the tools of the
trade – used in business negotiations
worldwide
!
— Results: If used well by a skillful
negotiator, these can produce good
results.
7. What’s In Your Negotiation Tool Box?
— Sophisticated Polishing tools - Positioning,
mirroring, relationship building, creativity,
redefining the problem, recognizing “Moments of
truth”, establishing trust, SUCCESS Formula,
listening, questioning, reading other people.
!
— When to use: Whenever possible, but
especially when the relationship is important
!
— Results: Very good results with solid long-
lasting relationships.
18. — Good negotiators realize they’re in a
Moment of Truth in the moment - as it
happens.
!
— Average negotiators realize it after the
deal is over…
!
— Poor negotiators never realize it
happened at all.
Moments of Truth
Pg3
19. “There are always two negotiations taking place simultaneously - !
the obvious, conventional one on top of the table, !
concerning issues: money, deadlines, deliverables.!
!
But another negotiation - a subtle, complex negotiation - goes on
under the surface and isn’t about issues at all. !
!
It’s about Who You Are and!
Who They Are.”!
!
Bob Gibson
People are Different!
20. The common perception among many is that people are set in
their ways and impervious to persuasion or influence." !
!
Nothing could be further from the truth and the skilled
negotiator knows this.! "
!
The fact is that people are easily influenced, persuaded, and
manipulated in our society.
Drivers
Pg4
21. Being right Fame
Being important Impatience
Looking good Making a difference
Power/Control Competition
Being liked Excellence
Fairness Avoiding work
Drivers -
22. !
!
You can take this to the bank ....
!
Drivers Dictate Strategy!
23. !And every need is a lever for people toAnd every need is a lever for people to
“work” you.
• If you have a need to be liked, or to look
good, a savvy client can use that need to
“work” you.
• If you have a need to be safe and not
make mistakes, they can use that need to
manipulate you.
• If you have a need to be fair, that trait can
be used to “work” you.
Every Driver is a Need!
24. !
!
!USE BUSINESS TO DO BUSINESS!
• Whenever you use a business meeting
(selling situation) to satisfy emotional needs,
you give the other party an advantage!
!
• Because NEEDINESS MAKES YOU
VULNERABLE.
Don’t Use Business to Feel Good About Yourself!
26. • Where are they in their life? !
• What decisions would a person have to make to be
there?!
• What drivers would lead someone to make those
decisions?
Questions to Determine Drivers
27. A = B
$
A > B
$ + Value
SS $ + VALUE!
Commodity
Trusted Advisor
Interesting
Compelling!!!
The Positioning Pyramid
Pg7
28. Interesting vs. Compelling
The difference between “interesting” and “compelling”
is the same difference as between
a “conversation” and a “negotiation”.
!
A conversation is “interesting”.
A negotiation is “compelling”.
30. A = B
A > B
SS
The Positioning Pyramid for Consultants
Pg7
What are you? How are you perceived?!
!
Speaker? Informs/Entertains!
!
Trainer? Instills skills/transforms behavior!
!
Consultant? improves a condition!
!
Sprainer? Speaker who trains!
!
Treaker? Trainer who speaks!
!
!
31. A = B
A > B
SS
The Positioning Pyramid
Pg7
!
!
• How many people do what you do?!
•What’s the perceived value of your skill?!
(How much does it effect the “bottom line”)!
•What level of an organization do you target?!
!
Positioning in Consulting is a function of:
32. Ask for this
Be Elated with this
Target/reasonable - (what you’d like to have)
Less than hoped, but acceptable
Walk-away point
One-Minute Negotiation Planner
35. The Gambit: Nibbling
Common Nibbles for BACN Consultants
• Fees
• SEO work
• Branding
• Engagement marketing
• Social Media work
• Information
• Altering Timelines
• Wrap-up
!
• Time
• Just “one more meeting”
• A cap on projects
• Scope creep
• Business planning
!
Effective Negotiations
37. •The Gambit: Swap
Out
!
“That may be possible ,,, if
we could make that
happen, what are the
chances of ,,,,,,?
The Swap-out
This is Where You Get Your Mileage:
Pg12
38. The Gambit: Swap Out
!
“I might be able to do that,,,
If I could get that done,
would you be willing
to ,,,,,,?
The Swap-out
This is Where You Get Your Mileage:
39. The Gambit: Swap Out
Here’s the rule:
Go into every negotiation
with at least 6 swap-outs
in your hip pocket!
This is Where You Get Your Mileage:
Effective Negotiations
44. Flinching!!!
Here’s the rule: If they’re flinchers, and you give them a number (it doesn’t
matter how good or how bad it is...) they’re going to flinch you!
THEY’RE FLINCHERS!!!
Pg17
46. Q.Why do people squeeze you?!
A. Because they can!
Pg19
The Squeeze
47. Remember!. You might
forget, but your notes
Won’t!
Robert Frost said, “Good fences make good neighbors.”!
!
Putting agreements in writing forges solid business
transactions.
Pg20
Put Things in Writing
48. 1. Don’t be Desperate - Be a Professional
2. Remove Harmful Emotions
3. Always Maintain Perspective
4. Never be without Options - they give you
power!
5. Never be an overeager buyer or seller.
Lessons from My Dad
49. Situation doesn’t determine outcome - Outcome is determined by
Mindset, Negotiation Skill, and Commitment.
This is the enemy! Consultant /Client
Drivers dictate strategy
Positioning is everything
Remember the difference between “Interesting” and “Compelling!”
Go into every negotiation with 6 “swap-outs” in your hip pocket
Here’s What I Want You to Remember
50. What It Takes To Succeed in
1. Insight into How It Works
How The Game Is Played
2. Wanting to Play
3. Understanding Power/Position & it’s
use.
4. Practice
5. Desire to Create Win/Win Solutions
EGOTIATIONN S
S T◆TREET SMAR
51. Bob Gibson!
The Negotiating Experts!
415-380-0910!
bgibson@negotiationresources.com
Thank You!
Bob Gibson!
Negotiation Resources!
415-517-8150!
bgibson@negotiationresources.com