Negotiating and influencing
Introductions
 Introduction group
Name, role, place and what
attracted you to this workshop?
.........Talking to database suppliers
publishers, trying to get the best
price for packages, deal with
managers and staff...
Negotiating, influencing
or selling?
Negotiating
Selling
Influencing
By the end of this workshop …….
Thought about two important
elements of negotiating, influencing
and selling
Benefits and...
Negotiating, influencing or selling – what
do they have in common?
Prepare:
Know what you want
Know the other
Building R...
Social Styles - Tests
 Why?
 Many examples
 push and pull
 assertive/responsive
 introverted/extraverted
 people/tas...
Social Styles - Tests
>>> Labels
>>> Star signs
4 SOCIAL STYLES – MERRIL AND REID
(1999)
4 SOCIAL STYLES – MERRIL AND REID
(1999)
LESS
ASSERTIVE
- ASKING
MORE
ASSERTIVE -
TELLING
ACHIEVEMENT/TASK/LESS RESPONSIVE...
4 SOCIAL STYLES – THE DRIVER
Strong willed
Independent
Practical
Decisive and
Efficient
but also a bit
Tough
Severe
Pushy
4 SOCIAL STYLES – THE ANALYTICAL
Industrious
persistent
serious
orderly
but also a bit
critical
indecisive
and
moralistic
4 SOCIAL STYLES – THE AMIABLE
Supportive
Respectful
Agreeable
Dependable
But also a bit
Unsure
Conforming
Dependant
4 SOCIAL STYLES – THE EXPRESSIVE
Ambitious
Stimulating
Enthusiastic
Dramatic
But also a bit
Excitable
Undisciplined
and
re...
Test your style - handout
1)
Take the test.... (handout)
2)
Discuss in pairs ... How does this
sound ? Where do you see
yo...
Your style and flexing your style in
negotiations
How can knowing your own and the
other’s style help in negotiations?
In ...
During
Building rapport
Listen
Ask, be curious
Flex your style
Listen for benefits, W-I-I-F-M
Benefits and Features
Feature
 A feature is any characteristic of a
product or service that remains the
same, whether the...
Benefits and Features
Benefit
 Benefits are the favourable results that
the buyer receives from the
service/product becau...
Benefits and Features
People, buy, sell, are
convinced, persuaded
becauseyou help them solve a
problem, save time, save
mo...
Benefits and Features
Exercise
After
 Record
 Ensure parties are satisfied – really /
check commitment
Summary
 Prepare- know what you
want, know the other
 Listen, as, tune in into their needs
and the W-I-I-F-M what’s in i...
Thank you and GOODLUCK!
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Inge Aben: Influencing and Negotiating

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Slides from workshop at ARLIS UK & Ireland Conference held in Bristol, July 2013

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  • .
  • DiscussWhat is it in their view?What do they have in common?Influencingthe power to affect other people or eventsto act on the mind; to sway; to bias; to induceIt also records that being influential is:authoritative, compelling, controlling, convincing, dominant, forceful, guiding, inspiring, persuasive, powerful, pressurising, manipulative, motivationalSellingNegotiatingWhat do they have in common?Negotiating
  • Tell what has helped me to get my head around having to sell my own services – be more entrepreneurial or negotiate with .....
  • Know what you want minimum and maximum scenario/essentials and desirables/ exchanges freebiesKnow what you have to offer:team of capable staff with specialist knowledgePersonal knowledge or expertiseA reputation for making things happenKnown for having vision or embracing changeA large network of people who matterA reputation for speed of responseA departmental budgetControl of systems or technologiesKnown for generating a learning environmentSeen as highly motivatingAdmired for being supportiveA reputation for pro-activityA dynamic personalityPossessing relevant lengthy experienceHaving strong ethics/integrityAbility to build highly effective teamsRecognised as very approachable
  • MBTI PSIBehavioural, cognitive, affective and interpersonalMIROTell stories........
  • MBTI DISCMIROTell stories........
  • .
  • .
  • Examples24/7 access to supportAccess to .....x number of journals
  • Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsI will be ableto help my students betterWe could develop a distance and blended learning package if ....Convince funders....Why is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
  • I will be ableto help my students betterWe could develop a distance and blended learning package if ....Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsWhy is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
  • I will be ableto help my students betterWe could develop a distance and blended learning package if ....Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsWhy is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
  • .
  • Inge Aben: Influencing and Negotiating

    1. 1. Negotiating and influencing
    2. 2. Introductions  Introduction group Name, role, place and what attracted you to this workshop?
    3. 3. .........Talking to database suppliers publishers, trying to get the best price for packages, deal with managers and staff regarding agreements on tasks, developing partnerships, creating new collections....... What else? Share a few more examples... Negotiating, influencing and selling – when?
    4. 4. Negotiating, influencing or selling? Negotiating Selling Influencing
    5. 5. By the end of this workshop ……. Thought about two important elements of negotiating, influencing and selling Benefits and features Social styles
    6. 6. Negotiating, influencing or selling – what do they have in common? Prepare: Know what you want Know the other Building Rapport: Listening, asking, probing to find problems to solve, needs to meet>>>>>> WIIFM Benefits and features
    7. 7. Social Styles - Tests  Why?  Many examples  push and pull  assertive/responsive  introverted/extraverted  people/task focussed
    8. 8. Social Styles - Tests >>> Labels >>> Star signs
    9. 9. 4 SOCIAL STYLES – MERRIL AND REID (1999)
    10. 10. 4 SOCIAL STYLES – MERRIL AND REID (1999) LESS ASSERTIVE - ASKING MORE ASSERTIVE - TELLING ACHIEVEMENT/TASK/LESS RESPONSIVE ACCEPTANCE/PEOPLE/MORE RESPONSIVE
    11. 11. 4 SOCIAL STYLES – THE DRIVER Strong willed Independent Practical Decisive and Efficient but also a bit Tough Severe Pushy
    12. 12. 4 SOCIAL STYLES – THE ANALYTICAL Industrious persistent serious orderly but also a bit critical indecisive and moralistic
    13. 13. 4 SOCIAL STYLES – THE AMIABLE Supportive Respectful Agreeable Dependable But also a bit Unsure Conforming Dependant
    14. 14. 4 SOCIAL STYLES – THE EXPRESSIVE Ambitious Stimulating Enthusiastic Dramatic But also a bit Excitable Undisciplined and reacting
    15. 15. Test your style - handout 1) Take the test.... (handout) 2) Discuss in pairs ... How does this sound ? Where do you see yourself? Where do you see others? What do you need from others to be involved, convinced..? Love, facts, figures, time...? ( handout)
    16. 16. Your style and flexing your style in negotiations How can knowing your own and the other’s style help in negotiations? In groups with each the 4 styles ask each other the question – how can I convince you? What do you need? When and how do I approach you?
    17. 17. During Building rapport Listen Ask, be curious Flex your style Listen for benefits, W-I-I-F-M
    18. 18. Benefits and Features Feature  A feature is any characteristic of a product or service that remains the same, whether the customer, supplier, your colleague buys or not. These characteristics can include size, quality, payment terms, specialisation, technical details, factory location, product specifications (including size, weight or colour), or anything else to do with describing the details of your
    19. 19. Benefits and Features Benefit  Benefits are the favourable results that the buyer receives from the service/product because a particular advantage has the ability to satisfy a customer’s need/want. Benefits are statements which explicitly demonstrate how your service/product meets the needs of a customer. A benefit describes the specific value the advantage has for this particular customer, as defined by his/ her unique goals and priorities.
    20. 20. Benefits and Features People, buy, sell, are convinced, persuaded becauseyou help them solve a problem, save time, save money and make them feel good...... not because the car is red
    21. 21. Benefits and Features Exercise
    22. 22. After  Record  Ensure parties are satisfied – really / check commitment
    23. 23. Summary  Prepare- know what you want, know the other  Listen, as, tune in into their needs and the W-I-I-F-M what’s in it for me’  Flex your style
    24. 24. Thank you and GOODLUCK!
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