1. Sitting alongside senior
business leaders to help keep
them on the business flight
plan

2. Negotiating skills
How to Negotiate and keep
your profits

3. Me? Negotiate?
• I cant negotiate
• I do not have the confidence
• I do not have the skills
• They know more than I do
• How can I tell if they are lying

4. The negotiation is the end of the
journey, not the beginning

5. 3 P’s of negotiations
• Profit
• Purpose
• Preparation
An exchange of VALUE
Not an exchange of money

6. How are profits made?
Sales income
-
Costs
=
Profit

7. How to increase profit?
Increased sales income
-
Lower costs
=
Increased profit

8. Example
Sales income = £10,000
Costs = £8,000
Profit = £2,000

9. Example
Sales income = £10,000 + 10% = £11,000
Costs = £8,000 = £8,000
Profit = £2,000 = £3,000
% = 20% = 27%

10. Example
Sales income = £10,000 = £10,000
Costs = £8,000 -10% = £7,200
Profit = £2,000 = £2,800
% = 20% = 28%

11. Example
Sales income = £10,000 +10% = £11,000
Costs = £8,000 -10% = £7,200
Profit = £2,000 = £3,800
% = 20% = 35%

12. Example
Sales income = £10,000 -10% = £9,000
Costs = £8,000 + 10% = £8,800
Profit = £2,000 = £200
% = 20% = Zip!

13. Purpose
• What do you want to achieve?
• Get the business!
• Long term or short term deal
• Trophy client or introductory offer
• Training upsale
• Multi year support contract
• Referral client
• Value exchange – what can they give you
• Equity for discount

14. Preparation
Do the thinking in advance
The heavy lifting
Scenario plan to assess what
could happen

15. Negotiation
zone

16. Seller - Entry point
The Highest point at which
they will enter the
negotiation

17. Seller - Exit point
The Lowest point at which
they will exit the
negotiation

18. Buyer - Entry point
The Lowest point at which
they will enter the
negotiation

19. Buyer - Exit point
The Highest point at
which they will exit the
negotiation

20. Trading – swopping value
• Not haggling – commoditising on price
• What do you have that clients value?
• What do clients have that you value?
If you can do this for me,
then I will do this for you.
Need to understand the client’s pain

21. Thank you!
Robert Hook
07956 532963
robh@businesscopilot.co.uk