Negotiating with Existing
Clients
Presented to:
BACN
April 25, 2014
THE ESSENTIAL
!
Business Skill!
Negotiation Is!
Pg2
What Makes the difference?
Mindset!
!
Negotiation Skills!
!
Commitment
Pg2
The truth about business and negotiating.....
“If you’re in consulting, !
you don’t have a choice as to !
whether you nego...
What’s In Your Negotiation Tool Box?
! Hammers/brutal: Demands,
threats, ultimatums, yelling,
intimidation, tricks, betray...
What’s In Your Negotiation Tool Box?
— Working tools: Gambits: nibbles,
swap-outs, little guy/big guy, good guy/
bad guy,...
What’s In Your Negotiation Tool Box?
— Sophisticated Polishing tools - Positioning,
mirroring, relationship building, cre...
Subservient Mentality
Other Party!!
!
You
Subservient Mentality!
Parent/Child
Pg2
Subservient Mentality!
Teacher/Student
Subservient Mentality!
You Client
The Gunfighter Model
The Gunfighter Model of Negotiation
The Problem Solving Model!
of Negotiation
The Problem Solving Model!
of Negotiation
Negotiating is Ongoing
It is not an event;
it’s a process
Pg3
Moments of Truth/Turning Points
Pg3
— Good negotiators realize they’re in a
Moment of Truth in the moment - as it
happens.
!
— Average negotiators realize i...
“There are always two negotiations taking place simultaneously - !
the obvious, conventional one on top of the table, !
co...
The common perception among many is that people are set in
their ways and impervious to persuasion or influence." !
!
Nothi...
Being right Fame
Being important Impatience
Looking good Making a difference
Power/Control Competition
Being liked Excelle...
!
!
You can take this to the bank ....
!
Drivers Dictate Strategy!
!And every need is a lever for people toAnd every need is a lever for people to
“work” you.
• If you have a need to be lik...
!
!
!USE BUSINESS TO DO BUSINESS!
• Whenever you use a business meeting
(selling situation) to satisfy emotional needs,
yo...
Information is!
Everything!
Pg6
• Where are they in their life? !
• What decisions would a person have to make to be
there?!
• What drivers would lead som...
A = B
$
A > B
$ + Value
SS $ + VALUE!
Commodity
Trusted Advisor
Interesting
Compelling!!!
The Positioning Pyramid
Pg7
Interesting vs. Compelling
The difference between “interesting” and “compelling”
is the same difference as between
a “conv...
Positioning
Is the Redefining of the Perception of VALUE
Pg7
A = B
A > B
SS
The Positioning Pyramid for Consultants
Pg7
What are you? How are you perceived?!
!
Speaker? Informs/Entert...
A = B
A > B
SS
The Positioning Pyramid
Pg7
!
!
• How many people do what you do?!
•What’s the perceived value of your skil...
Ask for this
Be Elated with this
Target/reasonable - (what you’d like to have)
Less than hoped, but acceptable
Walk-away p...
Gambits
Pg9
Pg10
Nibbling
The Gambit: Nibbling
Common Nibbles for BACN Consultants
• Fees
• SEO work
• Branding
• Engagement marketing
• Social Medi...
The Cave-in!
Typical Response to
a Nibble
Q.Why do people nibble you?!
A. Because they can!
Pg10
•The Gambit: Swap
Out
!
“That may be possible ,,, if
we could make that
happen, what are the
chances of ,,,,,,?
The Swap-o...
The Gambit: Swap Out
!
“I might be able to do that,,,
If I could get that done,
would you be willing
to ,,,,,,?
The Swap-o...
The Gambit: Swap Out
Here’s the rule:
Go into every negotiation
with at least 6 swap-outs
in your hip pocket!
This is Wher...
Little Guy/Big Guy
I would love to, but!
Pg14
“Let me see what I can do for you”
Pg15
Good Guy/Bad Guy
Pg16
Side Step
Gambit: Side-Step
Flinching!!!
Here’s the rule: If they’re flinchers, and you give them a number (it doesn’t
matter how good or how bad it i...
Pg18
Silence
Q.Why do people squeeze you?!
A. Because they can!
Pg19
The Squeeze
Remember!. You might
forget, but your notes
Won’t!
Robert Frost said, “Good fences make good neighbors.”!
!
Putting agreem...
1. Don’t be Desperate - Be a Professional
2. Remove Harmful Emotions
3. Always Maintain Perspective
4. Never be without Op...
Situation doesn’t determine outcome - Outcome is determined by
Mindset, Negotiation Skill, and Commitment.
This is the ene...
What It Takes To Succeed in
1. Insight into How It Works

How The Game Is Played
2. Wanting to Play
3. Understanding Power...
Bob Gibson!
The Negotiating Experts!
415-380-0910!
bgibson@negotiationresources.com
Thank You!
Bob Gibson!
Negotiation Res...
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Negotiation Workshop with Bob Gibson

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Slides from the Negotiation Workshop with Bob Gibson at the Bay Area Consultants Network (BACN) meeting on April 25th, 2014

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Negotiation Workshop with Bob Gibson

  1. 1. Negotiating with Existing Clients Presented to: BACN April 25, 2014
  2. 2. THE ESSENTIAL ! Business Skill! Negotiation Is! Pg2
  3. 3. What Makes the difference? Mindset! ! Negotiation Skills! ! Commitment Pg2
  4. 4. The truth about business and negotiating..... “If you’re in consulting, ! you don’t have a choice as to ! whether you negotiate; ! Your only choice is whether you do it well - or poorly.” ! ~ Bob Gibson Pg2
  5. 5. What’s In Your Negotiation Tool Box? ! Hammers/brutal: Demands, threats, ultimatums, yelling, intimidation, tricks, betrayal ! ! When to use: When the relationship does not matter. When all else fails. ! ! Results: Sometimes work, but always harmful/destroy relationships
  6. 6. What’s In Your Negotiation Tool Box? — Working tools: Gambits: nibbles, swap-outs, little guy/big guy, good guy/ bad guy, sidesteps, done deal, silence, flinching, putting things in writing, etc., etc., etc. ! — When to use: In most negotiation situations. These are the tools of the trade – used in business negotiations worldwide ! — Results: If used well by a skillful negotiator, these can produce good results.
  7. 7. What’s In Your Negotiation Tool Box? — Sophisticated Polishing tools - Positioning, mirroring, relationship building, creativity, redefining the problem, recognizing “Moments of truth”, establishing trust, SUCCESS Formula, listening, questioning, reading other people. ! — When to use: Whenever possible, but especially when the relationship is important ! — Results: Very good results with solid long- lasting relationships.
  8. 8. Subservient Mentality Other Party!! ! You
  9. 9. Subservient Mentality! Parent/Child Pg2
  10. 10. Subservient Mentality! Teacher/Student
  11. 11. Subservient Mentality! You Client
  12. 12. The Gunfighter Model
  13. 13. The Gunfighter Model of Negotiation
  14. 14. The Problem Solving Model! of Negotiation
  15. 15. The Problem Solving Model! of Negotiation
  16. 16. Negotiating is Ongoing It is not an event; it’s a process Pg3
  17. 17. Moments of Truth/Turning Points Pg3
  18. 18. — Good negotiators realize they’re in a Moment of Truth in the moment - as it happens. ! — Average negotiators realize it after the deal is over… ! — Poor negotiators never realize it happened at all. Moments of Truth Pg3
  19. 19. “There are always two negotiations taking place simultaneously - ! the obvious, conventional one on top of the table, ! concerning issues: money, deadlines, deliverables.! ! But another negotiation - a subtle, complex negotiation - goes on under the surface and isn’t about issues at all. ! ! It’s about Who You Are and! Who They Are.”! ! Bob Gibson People are Different!
  20. 20. The common perception among many is that people are set in their ways and impervious to persuasion or influence." ! ! Nothing could be further from the truth and the skilled negotiator knows this.! " ! The fact is that people are easily influenced, persuaded, and manipulated in our society. Drivers Pg4
  21. 21. Being right Fame Being important Impatience Looking good Making a difference Power/Control Competition Being liked Excellence Fairness Avoiding work Drivers -
  22. 22. ! ! You can take this to the bank .... ! Drivers Dictate Strategy!
  23. 23. !And every need is a lever for people toAnd every need is a lever for people to “work” you. • If you have a need to be liked, or to look good, a savvy client can use that need to “work” you. • If you have a need to be safe and not make mistakes, they can use that need to manipulate you. • If you have a need to be fair, that trait can be used to “work” you. Every Driver is a Need!
  24. 24. ! ! !USE BUSINESS TO DO BUSINESS! • Whenever you use a business meeting (selling situation) to satisfy emotional needs, you give the other party an advantage! ! • Because NEEDINESS MAKES YOU VULNERABLE. Don’t Use Business to Feel Good About Yourself!
  25. 25. Information is! Everything! Pg6
  26. 26. • Where are they in their life? ! • What decisions would a person have to make to be there?! • What drivers would lead someone to make those decisions? Questions to Determine Drivers
  27. 27. A = B $ A > B $ + Value SS $ + VALUE! Commodity Trusted Advisor Interesting Compelling!!! The Positioning Pyramid Pg7
  28. 28. Interesting vs. Compelling The difference between “interesting” and “compelling” is the same difference as between a “conversation” and a “negotiation”. ! A conversation is “interesting”. A negotiation is “compelling”.
  29. 29. Positioning Is the Redefining of the Perception of VALUE Pg7
  30. 30. A = B A > B SS The Positioning Pyramid for Consultants Pg7 What are you? How are you perceived?! ! Speaker? Informs/Entertains! ! Trainer? Instills skills/transforms behavior! ! Consultant? improves a condition! ! Sprainer? Speaker who trains! ! Treaker? Trainer who speaks! ! !
  31. 31. A = B A > B SS The Positioning Pyramid Pg7 ! ! • How many people do what you do?! •What’s the perceived value of your skill?! (How much does it effect the “bottom line”)! •What level of an organization do you target?! ! Positioning in Consulting is a function of:
  32. 32. Ask for this Be Elated with this Target/reasonable - (what you’d like to have) Less than hoped, but acceptable Walk-away point One-Minute Negotiation Planner
  33. 33. Gambits Pg9
  34. 34. Pg10 Nibbling
  35. 35. The Gambit: Nibbling Common Nibbles for BACN Consultants • Fees • SEO work • Branding • Engagement marketing • Social Media work • Information • Altering Timelines • Wrap-up ! • Time • Just “one more meeting” • A cap on projects • Scope creep • Business planning ! Effective Negotiations
  36. 36. The Cave-in! Typical Response to a Nibble Q.Why do people nibble you?! A. Because they can! Pg10
  37. 37. •The Gambit: Swap Out ! “That may be possible ,,, if we could make that happen, what are the chances of ,,,,,,? The Swap-out This is Where You Get Your Mileage: Pg12
  38. 38. The Gambit: Swap Out ! “I might be able to do that,,, If I could get that done, would you be willing to ,,,,,,? The Swap-out This is Where You Get Your Mileage:
  39. 39. The Gambit: Swap Out Here’s the rule: Go into every negotiation with at least 6 swap-outs in your hip pocket! This is Where You Get Your Mileage: Effective Negotiations
  40. 40. Little Guy/Big Guy I would love to, but! Pg14
  41. 41. “Let me see what I can do for you” Pg15 Good Guy/Bad Guy
  42. 42. Pg16 Side Step
  43. 43. Gambit: Side-Step
  44. 44. Flinching!!! Here’s the rule: If they’re flinchers, and you give them a number (it doesn’t matter how good or how bad it is...) they’re going to flinch you! THEY’RE FLINCHERS!!! Pg17
  45. 45. Pg18 Silence
  46. 46. Q.Why do people squeeze you?! A. Because they can! Pg19 The Squeeze
  47. 47. Remember!. You might forget, but your notes Won’t! Robert Frost said, “Good fences make good neighbors.”! ! Putting agreements in writing forges solid business transactions. Pg20 Put Things in Writing
  48. 48. 1. Don’t be Desperate - Be a Professional 2. Remove Harmful Emotions 3. Always Maintain Perspective 4. Never be without Options - they give you power! 5. Never be an overeager buyer or seller. Lessons from My Dad
  49. 49. Situation doesn’t determine outcome - Outcome is determined by Mindset, Negotiation Skill, and Commitment. This is the enemy! Consultant /Client Drivers dictate strategy Positioning is everything Remember the difference between “Interesting” and “Compelling!” Go into every negotiation with 6 “swap-outs” in your hip pocket Here’s What I Want You to Remember
  50. 50. What It Takes To Succeed in 1. Insight into How It Works
 How The Game Is Played 2. Wanting to Play 3. Understanding Power/Position & it’s use. 4. Practice 5. Desire to Create Win/Win Solutions EGOTIATIONN S S T◆TREET SMAR
  51. 51. Bob Gibson! The Negotiating Experts! 415-380-0910! bgibson@negotiationresources.com Thank You! Bob Gibson! Negotiation Resources! 415-517-8150! bgibson@negotiationresources.com

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