NEGOTIATING FOR SUCCESS Ed Brodow Copyright © 2007 Ed Brodow Seminars. All Rights Reserved. SALES MANAGEMENT FORUM
NEGOTIATING FOR SUCCESS Ed Brodow Copyright © 2007 Ed Brodow Seminars. All Rights Reserved. SALES MANAGEMENT FORUM
Learning Points <ul><li>Listening </li></ul><ul><li>Managing Buyer Expectations </li></ul><ul><li>Concessions: Reluctantly...
Definition of Negotiation: The process of overcoming obstacles in order to reach agreement.
Listening <ul><li>The 70/30 Rule </li></ul><ul><li>Open-Ended Questions </li></ul>
Be a Detective
Managing Expectations <ul><li>Everything you say has influence </li></ul><ul><li>Challenge customer’s assumptions </li></u...
How to Say NO <ul><li>Limited Authority </li></ul><ul><li>Legitimacy </li></ul><ul><li>Confidence </li></ul>
Managing Expectations <ul><li>Everything you say has influence </li></ul><ul><li>Challenge customer’s assumptions </li></u...
Making Concessions <ul><li>Make them work for concessions </li></ul><ul><li>Ask for more than you want </li></ul><ul><li>S...
Buyer Tactics <ul><li>Flinch </li></ul><ul><li>Sob Story </li></ul><ul><li>Squeeze </li></ul><ul><li>Nibble </li></ul><ul>...
Defending Your Price <ul><li>Resell Value </li></ul>
Consultative Selling <ul><li>Focus on Solving Customer’s Problems </li></ul>
Consultative Selling <ul><li>Value  - not Price </li></ul>
Defending Your Price <ul><li>Resell Value </li></ul><ul><li>Good Reasons </li></ul><ul><li>Legitimacy </li></ul><ul><li>Le...
Defending Your Price <ul><li>Peripheral Concessions </li></ul><ul><li>Ask for Something in Return </li></ul>
When All Else Fails Plead Weakness
What Am I?
Missing Link?
Differences <ul><li>Chimps </li></ul><ul><li>Hot-tempered </li></ul><ul><li>Violent </li></ul><ul><li>Kill Each Other </li...
Bonobo Evolution
After a Hard Day at the Office
Yoga Class
Two Bonobos Negotiating
The Three Rules for Win-Win Negotiating <ul><li>Treat the buyer like a partner </li></ul><ul><li>Develop trust by listenin...
Rule #1: Treat Them like a Partner <ul><li>Don’t Accept Their Hostility </li></ul><ul><li>Try to Understand Them </li></ul...
Rule #2: Develop Trust By Listening <ul><li>70/30 Rule </li></ul><ul><li>Ask Questions to Clarify </li></ul><ul><li>Acknow...
Rule #3: Explore Options   for Mutual Satisfaction <ul><li>Brainstorm Outcomes </li></ul><ul><li>Find Agreement </li></ul>...
The Three Rules for Win-Win Negotiating <ul><li>Be a Partner </li></ul><ul><li>Develop Trust By Listening </li></ul><ul><l...
<ul><li>Are you a CHIMP? </li></ul><ul><li>or </li></ul><ul><li>Are you a BONOBO? </li></ul>
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Ed Brodow: Negotiating for success

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Negotiating for success

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Ed Brodow: Negotiating for success

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

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