Negotiation Workshop with Bob Gibson
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Slides from the Negotiation Workshop with Bob Gibson at the Bay Area Consultants Network (BACN) meeting on April 25th, 2014
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Negotiation Workshop with Bob Gibson
- 1. Negotiating with Existing Clients Presented to: BACN April 25, 2014
- 2. THE ESSENTIAL ! Business Skill! Negotiation Is! Pg2
- 3. What Makes the difference? Mindset! ! Negotiation Skills! ! Commitment Pg2
- 4. The truth about business and negotiating..... “If you’re in consulting, ! you don’t have a choice as to ! whether you negotiate; ! Your only choice is whether you do it well - or poorly.” ! ~ Bob Gibson Pg2
- 5. What’s In Your Negotiation Tool Box? ! Hammers/brutal: Demands, threats, ultimatums, yelling, intimidation, tricks, betrayal ! ! When to use: When the relationship does not matter. When all else fails. ! ! Results: Sometimes work, but always harmful/destroy relationships
- 6. What’s In Your Negotiation Tool Box? — Working tools: Gambits: nibbles, swap-outs, little guy/big guy, good guy/ bad guy, sidesteps, done deal, silence, flinching, putting things in writing, etc., etc., etc. ! — When to use: In most negotiation situations. These are the tools of the trade – used in business negotiations worldwide ! — Results: If used well by a skillful negotiator, these can produce good results.
- 7. What’s In Your Negotiation Tool Box? — Sophisticated Polishing tools - Positioning, mirroring, relationship building, creativity, redefining the problem, recognizing “Moments of truth”, establishing trust, SUCCESS Formula, listening, questioning, reading other people. ! — When to use: Whenever possible, but especially when the relationship is important ! — Results: Very good results with solid long- lasting relationships.
- 13. The Gunfighter Model of Negotiation
- 14. The Problem Solving Model! of Negotiation
- 15. The Problem Solving Model! of Negotiation
- 16. Negotiating is Ongoing It is not an event; it’s a process Pg3
- 17. Moments of Truth/Turning Points Pg3
- 18. — Good negotiators realize they’re in a Moment of Truth in the moment - as it happens. ! — Average negotiators realize it after the deal is over… ! — Poor negotiators never realize it happened at all. Moments of Truth Pg3
- 19. “There are always two negotiations taking place simultaneously - ! the obvious, conventional one on top of the table, ! concerning issues: money, deadlines, deliverables.! ! But another negotiation - a subtle, complex negotiation - goes on under the surface and isn’t about issues at all. ! ! It’s about Who You Are and! Who They Are.”! ! Bob Gibson People are Different!
- 20. The common perception among many is that people are set in their ways and impervious to persuasion or influence." ! ! Nothing could be further from the truth and the skilled negotiator knows this.! " ! The fact is that people are easily influenced, persuaded, and manipulated in our society. Drivers Pg4
- 21. Being right Fame Being important Impatience Looking good Making a difference Power/Control Competition Being liked Excellence Fairness Avoiding work Drivers -
- 22. ! ! You can take this to the bank .... ! Drivers Dictate Strategy!
- 23. !And every need is a lever for people toAnd every need is a lever for people to “work” you. • If you have a need to be liked, or to look good, a savvy client can use that need to “work” you. • If you have a need to be safe and not make mistakes, they can use that need to manipulate you. • If you have a need to be fair, that trait can be used to “work” you. Every Driver is a Need!
- 24. ! ! !USE BUSINESS TO DO BUSINESS! • Whenever you use a business meeting (selling situation) to satisfy emotional needs, you give the other party an advantage! ! • Because NEEDINESS MAKES YOU VULNERABLE. Don’t Use Business to Feel Good About Yourself!
- 26. • Where are they in their life? ! • What decisions would a person have to make to be there?! • What drivers would lead someone to make those decisions? Questions to Determine Drivers
- 27. A = B $ A > B $ + Value SS $ + VALUE! Commodity Trusted Advisor Interesting Compelling!!! The Positioning Pyramid Pg7
- 28. Interesting vs. Compelling The difference between “interesting” and “compelling” is the same difference as between a “conversation” and a “negotiation”. ! A conversation is “interesting”. A negotiation is “compelling”.
- 29. Positioning Is the Redefining of the Perception of VALUE Pg7
- 30. A = B A > B SS The Positioning Pyramid for Consultants Pg7 What are you? How are you perceived?! ! Speaker? Informs/Entertains! ! Trainer? Instills skills/transforms behavior! ! Consultant? improves a condition! ! Sprainer? Speaker who trains! ! Treaker? Trainer who speaks! ! !
- 31. A = B A > B SS The Positioning Pyramid Pg7 ! ! • How many people do what you do?! •What’s the perceived value of your skill?! (How much does it effect the “bottom line”)! •What level of an organization do you target?! ! Positioning in Consulting is a function of:
- 32. Ask for this Be Elated with this Target/reasonable - (what you’d like to have) Less than hoped, but acceptable Walk-away point One-Minute Negotiation Planner
- 33. Gambits Pg9
- 34. Pg10 Nibbling
- 35. The Gambit: Nibbling Common Nibbles for BACN Consultants • Fees • SEO work • Branding • Engagement marketing • Social Media work • Information • Altering Timelines • Wrap-up ! • Time • Just “one more meeting” • A cap on projects • Scope creep • Business planning ! Effective Negotiations
- 36. The Cave-in! Typical Response to a Nibble Q.Why do people nibble you?! A. Because they can! Pg10
- 37. •The Gambit: Swap Out ! “That may be possible ,,, if we could make that happen, what are the chances of ,,,,,,? The Swap-out This is Where You Get Your Mileage: Pg12
- 38. The Gambit: Swap Out ! “I might be able to do that,,, If I could get that done, would you be willing to ,,,,,,? The Swap-out This is Where You Get Your Mileage:
- 39. The Gambit: Swap Out Here’s the rule: Go into every negotiation with at least 6 swap-outs in your hip pocket! This is Where You Get Your Mileage: Effective Negotiations
- 40. Little Guy/Big Guy I would love to, but! Pg14
- 41. “Let me see what I can do for you” Pg15 Good Guy/Bad Guy
- 42. Pg16 Side Step
- 44. Flinching!!! Here’s the rule: If they’re flinchers, and you give them a number (it doesn’t matter how good or how bad it is...) they’re going to flinch you! THEY’RE FLINCHERS!!! Pg17
- 45. Pg18 Silence
- 46. Q.Why do people squeeze you?! A. Because they can! Pg19 The Squeeze
- 47. Remember!. You might forget, but your notes Won’t! Robert Frost said, “Good fences make good neighbors.”! ! Putting agreements in writing forges solid business transactions. Pg20 Put Things in Writing
- 48. 1. Don’t be Desperate - Be a Professional 2. Remove Harmful Emotions 3. Always Maintain Perspective 4. Never be without Options - they give you power! 5. Never be an overeager buyer or seller. Lessons from My Dad
- 49. Situation doesn’t determine outcome - Outcome is determined by Mindset, Negotiation Skill, and Commitment. This is the enemy! Consultant /Client Drivers dictate strategy Positioning is everything Remember the difference between “Interesting” and “Compelling!” Go into every negotiation with 6 “swap-outs” in your hip pocket Here’s What I Want You to Remember
- 50. What It Takes To Succeed in 1. Insight into How It Works How The Game Is Played 2. Wanting to Play 3. Understanding Power/Position & it’s use. 4. Practice 5. Desire to Create Win/Win Solutions EGOTIATIONN S S T◆TREET SMAR
- 51. Bob Gibson! The Negotiating Experts! 415-380-0910! bgibson@negotiationresources.com Thank You! Bob Gibson! Negotiation Resources! 415-517-8150! bgibson@negotiationresources.com