“ Winning Edge ” Negotiating Skills Workshop

1. Presents “Winning Edge” Negotiating Skills Workshop The Principles & Practices of Interpersonal Effectiveness

2. Most Common Negotiating Mistakes • Not realizing when negotiations Begin • Underestimating of ones Power • Giving concessions to Early, Often and Easily! • Not Preparing effectively, thus failing to understand the other party • Allowing the negotiations to become Adversarial • Failing to negotiate Internally first • Letting your EGO (emotions) get in the way

3. Most Common Negotiating Mistakes • A mind-set that it is Rigid, failing to listen & understand • Saying Yes to things that you have not previously thought through • Failing to call Time - Out, in the heat of the action • Not knowing when to Walk away • Failing to recognize when we are Not dealing with a win – win negotiator • Ineffective follow- through

4. Success Insight # 1 - Biology of Behavior 10 Things you must Know about Lower Brain • It operates on a sub - conscious level • It has only one purpose – to keep us safe • Always using 5 senses to scan environment looking for potential threats and dangers … Can’t tell the difference between some real and imagined • It is the well-spring of all human emotions (Seat of Values and Beliefs) • Wants immediate gratification … Does not anticipate consequences well … Thinks short-term

5. Success Insight # 1 - Biology of Behavior 10 Things you must Know about Lower Brain • Operational system is “association” always asks … “What does this mean” … Meaning is Positive or Negative • It is largely visually driven • It is a outcome based mechanism • Unlimited source of creativity • It is the seat of procedural memory or ones habit patterns

6. Negotiating – Best Practices • In any long-term relationship, your method of negotiating can only be based on the guiding principle - Win/ Win or noDeal! • Learn to “Sit on your own shoulder” • Separate person from issues … Be objective & Logical level … Be soft on people & hard on issues • Build in as many variables as possible …. Greater number of options … Avoids take-it-or-leave win-lose situation • Never say Yes to anything you have not previously thought-out … “I will get back to you quickly on that one.” • Whenever disagreement arises ask questions and listen • When emotions are running high call for a Time - Out

7. “Collaborative Problem Solving” Process • Define in terms of needs & interests, not Positions! Create Win-Win mode by discoveringneeds & interestsBehind their position … What’s truly important to them! • Seek first to Understand and demonstrate that you do • State concisely your needs, interests and restrictions • Repeat until both parties understand the other • Brainstorm possible alternative solutions … Best Practices • Sit side by side facing the problem • Employ a “No Criticism” rule • Record all ideas in full view

8. “Collaborative Problem Solving” Process • Evaluate the alternative solution against the needs & interests of both parties … Best Practices … • Group alternative solutions into broad categories • Star the most promising alternative solutions • Work on improving and / or combining alternative solutions • Make Decision – Only agree to solutions that both parties feel Good about! • Develop an “Action Plan” … WHO does WHAT by WHEN

9. Competitive Negotiations - Guidelines • We must learn to identify & defend against hard ball tactics • Guiding Principle - Win the best possible deal for self / us, without making the counterpart feel like they lost • Ask for more than you expect … Why?? • Higher opening position the better the outcome • You just might get what you ask for • Leaves room to haggle • Build in buffer by “bracketing” your offer in preparation to “split the difference” … • Always be reluctant seller and an unenthusiastic buyer!!! … Demonstrates “walk-away” power

10. Competitive Negotiations - Guidelines • If buyer request cost breakdowns; If selling try not to give • Making the first offer … • Try to get the other person to make first offer • If “Price Range” has not been set … Make first offer • Never say YES to first offer … to avoid “winners curse” • Never give without a GET! … Why • You just might get what you ask for • Elevates the value of the concession • STOPS further requests for further concessions • Don’t trust – “I’ll make it up to you later” • Tactfully test their estimates, statistics, averages and facts! … Encourage use of objective criteria

11. Competitive Negotiations - Guidelines • Shut up!! … Info is Power, less they know about the better! • Discover other persons “degree of authority” ASAP • If identify manipulative tactic – Nameit! … “You wouldn’t use • Making concessions – Best Practices … • Conserve your concessions - Make them SLOWLY • Make them with regret or pain • Ensure counterpart fully appreciates value of concession • Make small concessions • Don’tmake first concession • Do make last concession • Beware late in process

12. Competitive Negotiations - Guidelines • Don’t be fooled by “Funny money” • YIKES! … When other party requests a concession or favour - use the Wince or in extreme cases, the full-body Flinch! • Don’t overreact to threats and deadlines - … demonstrate “assertive pacifism”… Ask questions and Listen! • Take good Notes! Power goes to the person with the best documentation! … Low Trust – High Notes! • Learn to walk away and then walk back gracefully without losing face • Leverage Time Power … • Try to identify counter-parts true time line or real deadlines • Try not to disclose your own time line

13. Competitive Negotiations - Guidelines • Remember - “Silence is Golden” … Sais more than talking • Low trust - Get it in writing or …“Do I have your word on that?” • When using “higher authority” tactic be as vague as possible … Committee or board, try not to provide name • Never say no without wooing … “we would love to do business with you, however …” • When confronted with unacceptable offer …”I’m having a hard time seeing how this deal works for me … If you were in my position, how would you justify this deal?”