1.
Sales
Negotiations

2.
You have 2$ on the table to share. You have
5 Minutes to negotiate your share with your
partner. There is a prize for the best deal.

3.
Seller lays cards on the table
Buyer lays cards on the table
Compare notes - Agreement
Seller prices high
Buyer offers low
Battle - Agreement
Competitive Negotiation
Co-operative Negotiation

4.
Ignores the human need to win.
Can be misunderstood as weakness
Leaves the negotiator open and
may lose the advantage.
Co-operative Negotiation

5.
Will often lead to conflict.
Will occasionally lead to brinkmanship.
Results depend on the strength of the negotiator,
not the merits of the issues.
Not likely to achieve Win-Win.
Will often result in Lose-Lose.
You are never certain if you achieved the results
you could have achieved.
Competitive Negotiation

6.
Abu Dhabi
Zero Sum Game

7.
The Camel Story
William Ury
17 Camels
3 Brothers split the Camels
Half to one, One Third to another and a
Ninth to the Third

8.
Buyers
Vs:
Sellers

9.
Who wins in a negotiation?
Where does the power come from?
Is there an alternative to Positional
Bargaining?
How do I get the opponent to listen to my
point of view?
How do I make sure we both get more
than we bargained for?
5 Basic Questions

10.
Speak First - Loudest - Longest
or
Speak Last - Softest - Shortest
How do I get them to
Listen to me?

11.
Prepare
Listen intently
Prompt the speaker
Their point of view
Empathize
Confirm
Assertive Listening

12.
Benefits = 4, Price = 4, Value = 1
Benefits = 6, Price = 4, Value = 1.5
Benefits = 8, Price = 5, Value = 1.6
Selling at your Higher price
Value
Benefits
Price
=

13.
Delivery
Price
Quality
Relationship

14.
Price
Quality
Relationship
Delivery

15.
Price
Quality
Relationship
Delivery

16.
Price
Quality
Relationship
Delivery

17.
Delivery
Price
Quality
Relationship

18.
Delivery
Price
Quality
Relationship

19.
What is the buyer
looking for?

20.
What is the seller
looking for?
A Good Selling Price
A Large Order
Regular Payments
Referrals
Bulk Deliveries
Testimonial letters
Early Orders

21.
To get more out of the negotiation,
bring more to the table
How can both sides get more
from the negotiation?

22.
Sales
Negotiations