Nsa 09 Natl Conf Presentation Backup

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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 …

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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  • 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
  • 15. How to Read Body Language
    • Lies/Deceit
    • 16. Establish baseline
    • 17. Confirm & Enhance baseline
    • 18. Compare action to baseline
    Greg 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