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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
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Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By Greg Williams The Master Negotiator
Ways To Increase, Improve, and Enhance Your Negotiation Skills Psychology Behind The Fear to NegotiateNegotiation PreparationNegotiation Tactics and Strategies Reading Body LanguageThe Role of Emotions in NegotiationsClosing the Negotiation
2Greg Williams - The Master Negotiator www.TheMasterNegotiator.comPsychology Behind The Fear to NegotiateFear of being perceived as cheapFear of being outmaneuvered
3Greg Williams - The Master Negotiator www.TheMasterNegotiator.comBeing Outmaneuvered4Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
Psychology Behind The Fear To NegotiateLack of preparation to negotiateLack of negotiation and/or communication skillsEmbarrassment 5Greg Williams - The Master Negotiator www.TheMasterNegotiator.com6Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
Psychology Behind Fearing Negotiations6Negotiation Preparation
Someones perception is their reality
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
7Know The Other Negotiators Mindset7Negotiation PreparationKnow the other negotiators Source of MotivationNeedsWants Alternate Plans Consider Distractions
8Greg Williams - The Master Negotiator www.TheMasterNegotiator.comNegotiation Preparation9Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
NegotiationTactics and StrategiesThe correct tactic and strategy allows you to enhance your negotiation position.
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1010NegotiationTactics and StrategiesFeign meekness Use questions to answer questionsCreating/breaking rapportThe value of the take awayAngerSalami tacticRisk Reversal
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1111NegotiationTactics and StrategiesChanging negotiatorsRed Herrings Time Written word for power and legitimacyUsing anger and fearPlaying dumb to be smart 12Greg Williams - The Master Negotiator www.TheMasterNegotiator.comReading Body LanguageAre things really what they appear to be?
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1313How to Read Body Language
Observe following gestures Face to faceWatch the feetopen/closedevaluationboredomAgreement
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com1414How to Read Body Language
Lies/Deceit
Establish baseline Confirm & Enhance baseline Compare action to baseline
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com15
15How to Read Body LanguageEstablish Baseline16Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
How to Read Body LanguageConfirm & Enhance Baseline17Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
How to Read Body LanguageCompare Action to Baseline - Deceit18Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
The Role Emotions Play in NegotiationsThe Good
The Bad
The UglyGreg Williams - The Master Negotiator www.TheMasterNegotiator.com
19The Role Emotions Play in NegotiationsEmotions can be
Contrived to alter course of negotiationProvoke angerSolicit support for a positionChange pace of negotiationDisguise point of contention
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com20The Role Emotions Play in NegotiationsDefending against emotions
Recognize the emotion and Identify why the emotion was introducedDetermine if its realAssess viability of ployDetermine how to address it
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com21Sometimes Quit Happens
22Greg Williams - The Master Negotiator www.TheMasterNegotiator.comClosing The Negotiation At end of negotiations Confirm agreement/understanding of dealDiscuss next stepsWatch your state of mindBe mindful of communications
Greg Williams - The Master Negotiator www.TheMasterNegotiator.com2323
Good Luck With All of Your Negotiations !!!
24Greg Williams - The Master Negotiator www.TheMasterNegotiator.com
Remember, youre always negotiating!Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By Greg Williams The Master Negotiator
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