Negotiations skills are one of the highest paid skill sets in your business development toolkit. A person can literally earn an additional $2000, $10,000 or more for themselves or their company on a deal just by being a great negotiator. A lot of this happens in minutes not even hours. Shane Gibson has worked with key account managers, sales professionals, and entrepreneurs on four continents helping them to improve their sales, social selling and negotiations skills. In this fast paced keynote address you will learn: The impact of confidence on our ability to negotiate The 7 key components of an effective negotiations process Easy to use negotiations tips How to avoid and identify dirty tricks and manipulation How to get the business and keep a strong positive relationship with the client

1. Negotiating To Win
Presented by
Shane Gibson
Negotiating to Win @ShaneGibson

2. Selling
“Is about creating an environment
where an act of faith can take
place.”
Negotiating to Win @ShaneGibson

3. Your goal
“To leave the other person feeling
like they have have won.”
Negotiating to Win @ShaneGibson

4. How often do you negotiate with
clients/customers?
a) Less than 10% of the time?
b) 10% to 25% of the time?
c) 26% to 50% of the time?
d) 51% to 80% of the time?
e) More than 80% of the time?
Negotiating to Win @ShaneGibson

5. Negotiations
• Is present any time there is an exchange
or agreement
• Like closing in sales, it is a process not an
event
• It could be described as a cycle with no
definite beginning or end (at times)
• One of the highest paying skills one has in
their tool kit
Negotiating to Win @ShaneGibson

6. 8 Key Ingredients of Principle
Based Negotiations
• Prepare
• Set your terms
• Focus on interests
• Center Yourself
• Build a positive 3rd space
• Have a questioning process
• Listen
• Build an ultimate outcome
Negotiating to Win @ShaneGibson

7. Preparation
• Identify what you will accept
• Know your BATNA (Getting to YES)
• Research – multiple sources and people
• Brainstorm possible objections and know
the answer
• Create a list of concessions that can be
"given" during the negotiation to use as
bargaining tools.
Negotiating to Win @ShaneGibson

8. Set Your Terms
• Location?
• Timing?
• Mediums?
• Who’s attending?
• How?
• Mediators or 3rd parties?
Negotiating to Win @ShaneGibson

9. Negotiating to Win @ShaneGibson

10. Negotiating to Win @ShaneGibson

11. Negotiating to Win @ShaneGibson

12. There are almost always multiple
positions to satisfy a set of interests
Position Interests
Negotiating to Win @ShaneGibson

13. Power: Is the ability to take action
The more options the more power
Negotiating to Win @ShaneGibson

14. Center Yourself
“What ever direction your enemy is
coming from help them on their
way.”
– Fred Shadian
Negotiating to Win @ShaneGibson

15. The 3rd Space
• Is almost like a living organism
• The unique space created between
people
• Contrast and compliment of a variety of
personal and situational factors
Negotiating to Win @ShaneGibson

16. Build a positive 3rd Space
• Personal Appearance
• Non-verbal cues and body language
• Physical settings
Negotiating to Win @ShaneGibson

17. Have a questioning process
• Varied question types
– Open
– Closed
– Directing
• Start general and easy
• Don’t leave the hard stuff until last
• Build into a succession of agreements
Negotiating to Win @ShaneGibson

18. Listen
• Be a 70/30 listener
• Observe body language
– Breathing, eye movements, how they are
leaning, changes in tone etc.
“It’s hard to listen our way out of
a deal”
Negotiating to Win @ShaneGibson

19. Build an ultimate outcome
• VAKOG
• Contrast it with your BATNA
• Say in their words
• Say it in the context of their interests
Negotiating to Win @ShaneGibson

20. Tips
• Goodwill only lasts for about 3 minutes
• Focus on what they value and use it to
influence them
• Find out what scares them earlier on
• Give bad news on Monday and good news
on Friday
• Push when they pull, pull when they push
Negotiating to Win @ShaneGibson

21. Tricks
• Exact number
• Minimum concession
• Personal attacks
• Craziness
• Thin air facts
• Authority switch
• I can get it (better)
• Stone wall
• Environment
• Poor me or I’m hurt
• Time thief
• Explore and question
• Discounts on a promise
• Our policy
• Flinching
Negotiating to Win @ShaneGibson

22. Summary
• We are negotiating all the time
• Focus on interests
• Have a BATNA
• This is a process not an event
• It’s all about awareness and preparation
Negotiating to Win @ShaneGibson

23. Lets Connect!
@ShaneGibson
http://closingbigger.net
http://slideshare.net/shanegibson
Langara.bc.ca/sales
Negotiating to Win @ShaneGibson