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Business Growth Conference 2017 - Alan Smith presentation

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Alan Smith, Managing Director of Scotwork's presentation on 'Starting from behind: How negotiation competence affects your bottom line'.

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Business Growth Conference 2017 - Alan Smith presentation

  1. 1. Starting from behind. Negotiation capability report findings
  2. 2. 2Slide / Client call
  3. 3. 3Slide / Meet the client
  4. 4. 4Slide / Conflict
  5. 5. 5Slide / The dilemma- hold the line….
  6. 6. 6Slide / ….or give in! ….had to keep the client sweet.
  7. 7. 7Slide / Third way!
  8. 8. Negotiation is the process by which parties in conflict adjust their positions, by trading issues of lesser importance in exchange for issues of greater importance, because the agreement must be implemented by all parties. DEFINITION
  9. 9. Your Ideal Your Limit Their IdealTheir Limit This area of overlap represents the Bargaining Arena Here the power balance is equalised The negotiating continuum
  10. 10. Your Ideal Their demand Your Limit ? The “Reality” Profits
  11. 11. ? ..but negotiations involve multiple issues
  12. 12. 8-STEP PROCESS 8 step process
  13. 13. 13Slide / Four things we discovered about you! 1. You are underprepared 2. Understanding of trading 3. Don’t like conflict 4. See negotiating as damaging
  14. 14. 14Slide / Four things we discovered about you! 1. You are underprepared 2. Understanding of trading 3. Don’t like conflict 4. See negotiating as damaging
  15. 15. 15Slide / Prepare TIME 41% 12% FALLBACK 27% ALONE
  16. 16. 16Slide / Must achieve / avoid Date Saturday Location Le Manoir Time 7. 30 Quantity Table for 2 Le Manoir Not later than 9.00 Wish List Limo Chef to greet us in person Free cocktail Celebrity table Dish named after my wife Free wine Brandy & cigars Free overnight accommodation Tips included Invite for a free return visit Issue Intend
  17. 17. 17Slide / Issue Intend Date Saturday Location Le Manoir Time 7. 30 Quantity Table for 2 Le Manoir Not later than 9.00 Wish List Limo Chef to greet us in person Free cocktail Celebrity table Dish named after my wife Free wine Brandy & cigars Free overnight accommodation Tips included Invite for a free return visit     Must achieve / avoid
  18. 18. 18Slide / Must achieve / avoid Date Saturday Location Le Manoir Time 7. 30 Quantity Table for 2 Le Manoir Not later than 9.00 Wish List Limo Chef to greet us in person Free cocktail Celebrity table Dish named after my wife Free wine Brandy & cigars Free overnight accommodation Tips included Invite for a free return visit Issue Intend 8:30
  19. 19. 19Slide / Four things we discovered about you! 1. You are underprepared 2. Understanding of trading 3. Don’t like conflict 4. See negotiating as damaging
  20. 20. 20Slide / Trade VALUE 22% 54% STICK 6% EFFECTIVE
  21. 21. COST VALUE X X X X X X X
  22. 22. 22Slide / Four things we discovered about you! 1. You are underprepared 2. Understanding of trading 3. Don’t like conflict 4. See negotiating as damaging
  23. 23. 23Slide / Conflict GOOD WILL 89% 56% OUTRAGE 85% RELATION SHIP
  24. 24. 25Slide / Four things we discovered about you! 1. You are underprepared 2. Understanding of trading 3. Don’t like conflict 4. See negotiating as damaging
  25. 25. 26Slide / Damaging BUS VALUE 10% 20% LTR 59% CONCEDE
  26. 26. Conclusions Conflict inevitable Process necessary Mind set change Skills coaching “We don’t always get what we deserve, we get what we negotiate”

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