Explanation of why negotiation is key to the success of your event, how negotiation should be looked upon as a positive and not something to dread- a good negotiator can change the face and budget impact of the event and it looks really good to leadership.
Got this definition from the online dictionary and thought it was insightful because it describes negotiation as a communication process…
These are all key points to a successful negotiation. You can go through them point by point and tell why they each affect the process and are all at their base good communication skills… so communication and negotiation are skills that people can learn.
This is a simple list of no nos in communication and negotiation… and you can talk about why each of these are deal breakers and detrimental to the trust that must be built in order to have a successful relationship.
Here I was going to talk about how it feels to be a customer when negotiating, to not be afraid and to think of it just like you would any other relationship- perhaps here you could walk through a time when you successfully negotiated something- my example was when I got the four seasons to negotiate with me on their prices, something I was told was unheard of in the past.
I was going to have lisa talk here about what a successful negotiation looks like from her end and give an example of a time that she felt really good and positive about a negotiation.
These are tips on how to deliver the not so positive news… words are powerful and sometimes, saying things like “unacceptable” and “not good” can turn both sides off instantly
This is for the economy we are facing right now… I want people to know there I nothing wrong with being on a tight budget and some of my best results have come when I was on limited budgets and had to be creative about solutions.
The Art of Negotiation
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What We Will Cover
• What Works
• What Doesn’t Work
• The Customer Experience
• The Vendor Experience
• Budgets and other Four Letter Words
• Tips and Tricks
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Why is Negotiation Important?
• Builds a Foundation
• Beneficial for All
• Sets Expectations
• Allows for Creativity
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What is Negotiation?
• "A negotiation is an interactive
communication process that may take
place whenever we want something
from someone else or another person
wants something from us.”
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• Being Fair
• Being Honest
• Giving Choices and Options
• Doing Preparation
• Be Willing to Walk Away
• Establish a Relationship
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What Doesn’t Work
• Unfair Demands/Expectations
• Raising Your Voice
• Coming Unprepared
• Not Listening
• Making everything Black and White
• Personalizing the deal
• Not being patient
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The Customer Experience
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The Vendor Experience
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Alternatives to “NO”
• “I don’t think this really works for me.”
• “Can I suggest another alternative?”
• “Maybe we can discuss this further.”
• “I like your proposal but there are some
points which I will need to clarify.”
• “Let me think about it, I will get back to you.”
• “I can’t do this but I can…”
• “I understand your situation but I can’t confirm
anything until …”
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• Be clear about your budget up front
• Be creative
• It’s not always about the money
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Books and Resources
• Bargaining for Advantage: Negotiation Strategies for Reasonable People, by G.
• Deal Power: 6 Foolproof Steps to Making Deals of Any Size by Marc Diener.
• Getting Past No: Negotiating Your Way From Confrontation to Cooperation, by
• Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher and
• Influence: The Psychology of Persuasion, by Robert B. Cialdini (Rev. Ed., 1993).
• Legal Negotiation in a Nutshell, by Larry L. Teply.
• Secrets of Power Negotiating: Inside Secrets from a Master Negotiator, by
• Smart Negotiating: How to Make Good Deals in the Real World, by James C.
• The Negotiation Tool Kit by Roger J. Volkema.
• The Power of Negotiating: Strategies for Success by Mike R. Stark.
• The Tao of Negotiation by Joel Edelman and Mary Beth Crain.
• The Total Negotiator by Stephen M. Pollan and Mark Levine.
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• THANK YOU!
• Lisa Pritchett
• Lynne M. Wester