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Ted Leonhardt's Negotiation Tips

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Ted Leonhardt has run design firms, bought them, and sold them. In his SVC workshop, he shares his secrets to win-win negotiation.

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Ted Leonhardt's Negotiation Tips

  1. 1. Experience reduces anxiety
  2. 2. Get as much as you can
  3. 3. Describe your position Successful negotiating Negotiation price range techniques Avoid insult The big moves at begining Splitting the difference Ask for more Do your home work Be helpful positive & open Ask questions Physical exercise Use silence
  4. 4. Exercise 2 Bracelet negotiation
  5. 5. If you don’t agree… Don’t negotiate under threats
  6. 6. If you You’re don’t atrocious agree… Don’t Don’t negotiate respond in under kind threats
  7. 7. If you You’re They’ll do don’t atrocious this project agree… for half Don’t Don’t negotiate respond in Call their under kind bluff threats
  8. 8. If you They’ll do We must You’re move to don’t atrocious this project agree… for half another room Don’t Don’t Be negotiate respond in Call their endlessly under kind bluff patient threats
  9. 9. If you They’ll do We must If you You’re move to don’t atrocious this project could just agree… for half another include… room Don’t Don’t Be Be clear negotiate respond in Call their endlessly on what’s under kind bluff patient included threats
  10. 10. If you They’ll do We must If you The GAG You’re move to don’t atrocious this project could just guide agree… for half another include… says… room Don’t Don’t Be Be clear negotiate respond in Call their endlessly on what’s Avoid under kind bluff patient included answering threats
  11. 11. If you They’ll do We must If you The GAG How You’re move to don’t atrocious this project could just guide could you agree… for half another include… says… do this.. room Don’t Don’t Be Be clear Affirm your negotiate respond in Call their endlessly on what’s Avoid goal of under kind bluff patient included answering fairness threats
  12. 12. CONFUSED NEGOTIATOR : “I just don’t understand why this should take six months”
  13. 13. INDECISIVE NEGOTIATOR CONFUSED : “I can’t NEGOTIATOR move ahead : “I just don’t until I have understand consensus” why this should take six months”
  14. 14. INDECISIVE AGRESSIVE NEGOTIATOR NEGOTIATOR: CONFUSED : “I can’t “the word is, NEGOTIATOR move ahead your firm has a : “I just don’t until I have bad reputation understand consensus” for …” why this should take six months”
  15. 15. INDECISIVE AGRESSIVE NEGOTIATOR NEGOTIATOR: CONFUSED : “I can’t “the word is, EMOTIONAL NEGOTIATOR move ahead your firm has a NEGOTIATOR: : “I just don’t until I have bad reputation “I can’t believe understand consensus” for …” that you would why this put me in this should take position six months”
  16. 16. Exercise 3 Book negotiation
  17. 17. Strategy
  18. 18. Presentation logic Why now Driving Analysis forces The show Feedback
  19. 19. Presentation logic Why now Gather the facts Driving Analysis forces The show Feedback
  20. 20. Presentation logic Why now Gather the facts Driving Analysis forces Your moment The show Feedback
  21. 21. Presentation logic Why now Gather the facts Driving Analysis forces Your moment The show Feedback Their moment
  22. 22. History Current situation Competitive mix Insights and perspective Strength/Weakness es Project Why now Defining factors Insights & recommendations Feedback
  23. 23. Exercise 4 Comcast AR pitch

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