Nsa 09 Natl Conf Presentation Backup

1,143 views
1,100 views

Published on

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

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,143
On SlideShare
0
From Embeds
0
Number of Embeds
13
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Nsa 09 Natl Conf Presentation Backup

  1. 1. Negotiating in Tough Economic Times: Strategies and Techniques to Get More Gigs and Higher Fees Presented By …Greg Williams – The Master Negotiator<br />
  2. 2. Ways To Increase, Improve, and Enhance Your Negotiation Skills <br />Psychology Behind The Fear to Negotiate<br />Negotiation Preparation<br />Negotiation Tactics and Strategies <br />Reading Body Language<br />The Role of Emotions in Negotiations<br />Closing the Negotiation<br />2<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  3. 3. Psychology Behind The Fear to Negotiate<br />Fear of being perceived as cheap<br />Fear of being outmaneuvered<br />3<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  4. 4. Being Outmaneuvered<br />4<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  5. 5. Psychology Behind The Fear To Negotiate<br />Lack of preparation to negotiate<br />Lack of negotiation and/or communication skills<br />Embarrassment <br />5<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  6. 6. 6<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />Psychology Behind Fearing Negotiations<br />
  7. 7. Negotiation Preparation<br />Someone’s perception is their reality<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />7<br />Know The Other Negotiator’s Mindset<br />
  8. 8. Negotiation Preparation<br />Know the other negotiator’s …<br />Source of Motivation<br />Needs<br />Wants<br /> Alternate Plans<br /> Consider Distractions<br />8<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  9. 9. Negotiation Preparation<br />9<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  10. 10. NegotiationTactics and Strategies<br />The correct tactic and strategy allows you to enhance your negotiation position.<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />10<br />
  11. 11. NegotiationTactics and Strategies<br />Feign meekness <br />Use questions to answer questions<br />Creating/breaking rapport<br />The value of the ‘take away’<br />Anger<br />Salami tactic<br />Risk Reversal<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />11<br />
  12. 12. NegotiationTactics and Strategies<br />Changing negotiators<br />Red Herrings<br />Time <br />Written word for power and legitimacy<br />Using anger and fear<br />Playing dumb to be smart <br />12<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />
  13. 13. Reading Body Language<br />Are things really what they appear to be?<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />13<br />
  14. 14. How to Read Body Language<br />Observe following gestures …<br />Face to face<br />Watch the feet<br />open/closed<br />evaluation<br />boredom<br />Agreement<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />14<br />
  15. 15. How to Read Body Language<br /><ul><li>Lies/Deceit
  16. 16. Establish baseline
  17. 17. Confirm & Enhance baseline
  18. 18. Compare action to baseline</li></ul>Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />15<br />
  19. 19. How to Read Body LanguageEstablish Baseline<br />16<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  20. 20. How to Read Body LanguageConfirm & Enhance Baseline<br />17<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  21. 21. How to Read Body LanguageCompare Action to Baseline - Deceit<br />18<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  22. 22. The Role Emotions Play in Negotiations<br />The Good<br />The Bad <br />The Ugly<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />19<br />
  23. 23. The Role Emotions Play in Negotiations<br />Emotions can be …<br />Contrived to alter course of negotiation<br />Provoke anger<br />Solicit support for a position<br />Change pace of negotiation<br />Disguise point of contention<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />20<br />
  24. 24. The Role Emotions Play in Negotiations<br />Defending against emotions …<br />Recognize the emotion and …<br />Identify why the emotion was introduced<br />Determine if it’s ‘real’<br />Assess viability of ploy<br />Determine how to address it<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />21<br />
  25. 25. Sometimes ‘Quit’ Happens<br />22<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  26. 26. Closing The Negotiation <br />At end of negotiations …<br />Confirm agreement/understanding of deal<br />Discuss next steps<br />Watch your state of mind<br />Be mindful of communications<br />Greg Williams - The Master Negotiator www.TheMasterNegotiator.com<br />23<br />
  27. 27. Good Luck With All of Your Negotiations !!!<br />24<br />Greg Williams - The Master Negotiator – www.TheMasterNegotiator.com<br />
  28. 28. Negotiating in Tough Economic Times: Strategies and Techniques to Get More <br />Gigs and Higher Fees Presented By …Greg Williams – The Master Negotiator<br />“Remember, you’re<br />always negotiating!”<br /> www.TheMasterNegotiator.com<br />Greg@TheMasterNegotiator.com<br />

×