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Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
Ed Brodow: Negotiating for success
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Ed Brodow: Negotiating for success

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Negotiating for success

Negotiating for success

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  • 1. NEGOTIATING FOR SUCCESS Ed Brodow Copyright © 2007 Ed Brodow Seminars. All Rights Reserved. SALES MANAGEMENT FORUM
  • 2. NEGOTIATING FOR SUCCESS Ed Brodow Copyright © 2007 Ed Brodow Seminars. All Rights Reserved. SALES MANAGEMENT FORUM
  • 3. Learning Points
    • Listening
    • Managing Buyer Expectations
    • Concessions: Reluctantly
    • Dealing with Buyer Tactics
    • Defending Your Price
    • Finding a Win-Win Solution
  • 4. Definition of Negotiation: The process of overcoming obstacles in order to reach agreement.
  • 5. Listening
    • The 70/30 Rule
    • Open-Ended Questions
  • 6. Be a Detective
  • 7. Managing Expectations
    • Everything you say has influence
    • Challenge customer’s assumptions
    • Ask for more than you want
    • Differentiate Yourself
    • No is a Good Answer
  • 8. How to Say NO
    • Limited Authority
    • Legitimacy
    • Confidence
  • 9. Managing Expectations
    • Everything you say has influence
    • Challenge customer’s assumptions
    • Ask for more than you want
    • Differentiate Yourself
    • No is a good answer
    • Willingness to walk away
  • 10. Making Concessions
    • Make them work for concessions
    • Ask for more than you want
    • Small concessions
    • Don’t make the first move
    • Don’t accept the first offer
    • Minor concessions
  • 11. Buyer Tactics
    • Flinch
    • Sob Story
    • Squeeze
    • Nibble
    • Straw Demand
  • 12. Defending Your Price
    • Resell Value
  • 13. Consultative Selling
    • Focus on Solving Customer’s Problems
  • 14. Consultative Selling
    • Value - not Price
  • 15. Defending Your Price
    • Resell Value
    • Good Reasons
    • Legitimacy
    • Let Them Complain
    • Flinch
  • 16. Defending Your Price
    • Peripheral Concessions
    • Ask for Something in Return
  • 17. When All Else Fails Plead Weakness
  • 18. What Am I?
  • 19. Missing Link?
  • 20. Differences
    • Chimps
    • Hot-tempered
    • Violent
    • Kill Each Other
    • Bonobos
    • Sensitive
    • Sexual
    • Peaceful
  • 21. Bonobo Evolution
  • 22. After a Hard Day at the Office
  • 23. Yoga Class
  • 24. Two Bonobos Negotiating
  • 25. The Three Rules for Win-Win Negotiating
    • Treat the buyer like a partner
    • Develop trust by listening
    • Explore options for mutual satisfaction
  • 26. Rule #1: Treat Them like a Partner
    • Don’t Accept Their Hostility
    • Try to Understand Them
    • Solve Their Problem
  • 27. Rule #2: Develop Trust By Listening
    • 70/30 Rule
    • Ask Questions to Clarify
    • Acknowledge Their Position
    • Woo – Show That You Care
  • 28. Rule #3: Explore Options for Mutual Satisfaction
    • Brainstorm Outcomes
    • Find Agreement
    • Expand the Pie
  • 29. The Three Rules for Win-Win Negotiating
    • Be a Partner
    • Develop Trust By Listening
    • Explore Options for Mutual Satisfaction
  • 30.
    • Are you a CHIMP?
    • or
    • Are you a BONOBO?

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