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How to Negotiate Your First Deal
1. Negotiating your first
deal
By
David Bozward
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
2. Negotiating your first
deal
By
David Bozward
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
3. The Sales Process
action Follow-Up
Closing
desire Handling Objections
Demonstration
interest Presentation
attention Approach
Starts with Prospecting & Qualifying
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
4. What is it?
Negotiation is the of
reaching an by
resolving differences through
using back and forth
designed while
leaving the other side
and .
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
6. A Good Negotiator Is..
• Creative
• Versatile
• Motivated
• Has the ability
to walk away
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
7. Nonverbal behaviors
of the message in conversations
is conveyed by the spoken word
• The 65% is broken down:
of the meaning is derived from the
words spoken
from paralinguistic channels, that
is, tone of voice, loudness, and other
aspects of how things are said
from facial expressions
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
8. Bargaining
• When in
doubt, ask
questions!
• Open questions
• Reflective
questions
• Tactics
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
9. Preparation
• Know what your interests are and why
you value them
– What is the issue at hand
– What are the ”needs” vs. “wants”
– Know the strengths and weaknesses of
your position and self
– Self awareness, personality
characteristics, emotional intelligence
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
10. • See things from the other side’s point of
view- why they are negotiating?-
– Research the interest of the other side
– What are their needs (security, autonomy,
recognition)
• Be aware of the unpleasant
consequences for both sides if your
idea/proposal is not accepted
– If you succeed who else might be affected,
harmed, advanced?
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
11. Planning
• Brainstorm all alternatives that could
satisfy your needs
– Be creative and expand the pie
• Know who is supportive and who is
not/less
– Does this person has the authority to make
the decision?
– Are there any penalties for bluffing?
– Are there time limits associated with
negotiations?
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
12. • Imagine how it would feel to achieve
your goal
• Role play your opening with a trusted
colleague and rehearse the
problematic areas
– Be the devil’s advocate
• Plan ways to break it/Buy time
– “I need to think over what you just said so
can I have a couple of minutes?”
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
13. The meeting process
State the problem/issue
Identify real needs
Restate the problem
Present solutions
Decide on best solution
Reach Consensus
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
14. During
• Bring the list of your main points and a set of
questions
• Try not to interrupt; the more they reveal, the
more you’ll learn
– Re-state as impartially as you can “as I hear it…)
• Stay open to new information
• Take notes
• Focus on interests. Not people, not Gains
• Use objective criteria to make decisions and be
sure the other party does as well
• Redirect personal attacks onto the problem at
hand
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
15. During
• Listen actively and reflectively
– Listen also for what is not said
• Learn from what the other side says
– Stay open to new information
• Synthesize the information you hear and use it
in you
• Be prepared to walk away if an agreement is
not reached.
• Write a email if contract or agreement is
required.
– (e.g., “If I don’t hear by x, will assume that it
stands”)
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
16. Common Errors
• Assuming shared values
• Assuming similar communication preferences
– Big picture thinking or detailed analyses?
– Stories or facts?
– Time to process or get decisions over with?
• Expect reciprocity
• Avoiding conflict
• Trying to prove how smart or “right” you are
by talking
• Not listening carefully
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
17. Summary Worksheet
You Them
What are the parties Interests?
What is the issue at hand?
What are the wants/ needs?
What are the business strengths?
What are the business weaknesses?
What are the personal strengths?
What are the personal weaknesses?
What are the consequences?
What creative options available?
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
18. Thank You
David Bozward
T: @eMotivator W: http://david.bozward.com E: david@bozward.com
Editor's Notes
Issue at hand = e.g. Worldwide Distribution of your SoftwareYou Needs: They Wants:Your self is the weakest
State the problem/issue.Identify real needs (interests)onboth sides.Restate the problem/issue(I thinkthe real issue is…).Present possible solutions.Decide on the best solution.Reach consensus.