Negotiation Skills For Executives-Duane Sprague

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This presentation will teach you the core components of effective communications, negotiating skills and sales, and how the brain works to process your message.

Published in: Business, Education

Negotiation Skills For Executives-Duane Sprague

  1. 1. “ First Brain” Preconscious Instinctual Fight or Flight survival responses Emotional Center Cerebral Cortex Advanced, rational and intellectual thought. Memory, language, planning, decision making and creativity. External Stimuli: -Sight - Sound - Touch -Smell -Taste Brain Stem
  2. 2. Negotiating Skills for Executives
  3. 3. We must be believed in order to have impact. Believability and trust predominantly occurs in the “first brain”
  4. 4. 3 Components of a Spoken Message <ul><li>Verbal Element: the words spoken </li></ul><ul><li>Vocal Element: the way the words are spoken </li></ul><ul><li>Visual Element: the speaker — body language, facial expression, clothing, make-up, personal grooming, accessories </li></ul>
  5. 5. “ First Brain” Preconscious Instinctual Fight or Flight survival responses Emotional Center Cerebral Cortex Advanced, rational and intellectual thought. Memory, language, planning, decision making and creativity. External Stimuli: -Sight - Sound - Touch -Smell -Taste Brain Stem
  6. 6. The closer these 3 elements are in harmony with each other, the more believable the speaker and the message.
  7. 7. “ What you do speaks so loud I can’t hear what you say.” — Ralph Waldo Emerson
  8. 8. “ Perception is Reality” People will perceive you the way you present yourself: The way you look The way you talk The way you connect with them
  9. 9. Of all the sensory input the brain registers to size someone up, it’s the visual input that makes the greatest impact.
  10. 10. 2 x 4 Rule <ul><li>People will size you up in the first 2 seconds of meeting you, and decide whether they like you or not. </li></ul><ul><li>It will take 4 additional minutes to change their mind by 50%. </li></ul>
  11. 11. Dress for Success (Men) <ul><li>Dark blue or dark gray suit. </li></ul><ul><li>Buttoned jacket </li></ul><ul><li>White or blue shirt </li></ul><ul><li>Tie with red as primary color </li></ul><ul><li>Black shoes and belt </li></ul><ul><li>Well groomed </li></ul><ul><li>Light on the jewelry </li></ul>
  12. 12. Why Use Visual Aids <ul><li>Retention increases from 14 to 38 percent. </li></ul><ul><li>Speakers goals are reached 34 percent more often. </li></ul><ul><li>Group consensus occurs 21 percent more often. </li></ul><ul><li>Time required to convey a concept is reduced by 40 percent. </li></ul>
  13. 13. Rules of Negotiating <ul><li>The lower you start, the lower will be you final price. Ask for more than what you need. </li></ul><ul><li>The less time you are given, the less negotiating power you have. </li></ul>
  14. 14. Rules of Negotiating <ul><li>The more credible you are, the more believable is your price. </li></ul><ul><li>The more written documentation you have, the more believable is your price. </li></ul>
  15. 15. Rules of Negotiating <ul><li>The weaker your perceived position, the more of discount will be expected. </li></ul><ul><li>If you give a much requested concession, demand a bigger concession in return. </li></ul>
  16. 16. Rules of Negotiating <ul><li>Know their deadlines </li></ul><ul><li>Be aware of your options </li></ul><ul><li>Be aware of their options </li></ul><ul><li>Use all the time available to negotiate </li></ul>
  17. 17. Rules of Negotiating <ul><li>Be comfortable with stress and pressure. </li></ul><ul><li>Make small concessions, slowly. </li></ul><ul><li>Control your pattern of concessions. </li></ul><ul><li>Make non-price concessions whenever possible. </li></ul><ul><li>Never agree to “split the difference.” </li></ul>
  18. 18. Rules of Negotiating <ul><li>Negotiate at the end of the day. </li></ul><ul><li>“ I’m sorry, but I don’t have the authority.” </li></ul><ul><li>Don’t be afraid to walk away and negotiate another day. </li></ul>
  19. 19. <ul><li>“ Passion + single focus = great success!” </li></ul><ul><li>“ The person who is afraid to risk failure rarely has to worry about facing success.” </li></ul>“ Thank-You”
  20. 20. Duane “DJ” Sprague <ul><li>www.duanesprague.com </li></ul><ul><li>www.vortexplan.com </li></ul><ul><li>www.squidoo.com/duanesprague </li></ul>

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