Embed Size (px)
Citation preview
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
PERFECTING YOUR PITCHHOW TO SUCCEED IN BUSINESS AND IN LIFE
BY FINDING WORDS THAT WORK
ULI Leadership Network
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
SHAPIRO NEGOTIATIONS INSTITUTE
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
How likely are you to write out and test your
thoughts before engaging in a negotiation or
difficult conversation?
POLL QUESTION
1. Always – It is part of my preparation.
2. Sometimes – It depends on the situation.
3. Never – I am comfortable speaking extemporaneously.
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Attempted to persuade a landowner to sell a property?
Tried to convince a recalcitrant contractor to change its mind?
Sought approvals from a local government or regulatory agency?
Needed help to salvage a failing development project?
Struggled to get better terms on a lease?
Tried to obtain additional financing for a new venture?
Countered a buyer’s proposal?
Attempted to convince a community to support a project?
HAVE YOU EVER...
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
WOW! Why did I say that?!
or
Why didn’t I say that?!
And then thought:
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Script before you engage
in a crucial conversation!
Why not wing it?
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“I was ready for
them… You
should’ve seen the
notes and ideas I
scratched out on my
pad before my
meeting with Jerry.”
STEVE MOSKOPast Chairman, Sony Pictures Television
Selling Seinfeld
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
”Scripting keeps me
focused … If the
conversation goes a
way I didn’t expect, it
keeps me on
message… it has
worked for me in
business and personal
life for a long time.”
R.C. BUFORDGeneral Manager & President of Sports Franchises
San Antonio Spurs
2014 NBA Executive of the Year
& Five-Time NBA Champion
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“Essential to delivering a
deal message with
confidence is scripting
and practicing in
advance.”
Dee McClure Managing Director, Walker and Dunlop, Inc.
Vice-Chair of ULI’s Multifamily Blue Product Council
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
UNIVERSITY PRESIDENT
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“… it will take $30
million…
ummm… at least
$25 million to do
the deal…”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Wow!
Why did I
say that?!?!
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“There is only one
way to get this
deal done – an
outright grant of
$30 million, or no
deal.”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“It’s what you learn after you
know it all that really counts.”
- Harry S. Truman
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
I like cooking my family
and my pets.
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Use commas.
Don’t be a cannibal.
I like cooking, my family,
and my pets.
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“WHY DID I SAY THAT?”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“WHY DID I SAY THAT?”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“THE GREAT COMMUNICATOR”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“THE GREAT COMMUNICATOR”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
“THE FUTURE GREAT COMMUNICATOR”
“Would you consider giving money…
Because kids are less likely to get hurt.”
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
DRAFT – Initially script all thoughts supporting your message,
without regard to whether you ultimately use all of them.
DEVIL’S ADVOCATE – All of us can improve how we do things
by having others review and provide input. “Two heads are
better than one.”
Who is your Abigail Adams?
DELIVER – You must become comfortable with your script to
make a confident delivery. Be open to being deal coached.
THE THREE D’s:
A systematic approach for effective presentations
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Negotiate a building contract where you fear the developer has leverage
Deal with an investor who is a bully
Respond to a buyer’s concern about your property
Reject a client’s request for a building permit
Persuade an executive to accept an experimental development project
Take property away from a tenant who failed to pay rent
Mend a relationship with a client whose property sale fell through
Speak with a financial institution about an increased loan
Negotiate an early termination of a lease
Orally defend a developer’s vision for a new community
SAMPLE DIFFICULT CONVERSATIONS
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Sales Challenges
Managerial Challenges
Problems Facing Employees
Media Engagements
Family Squabbles
Social Interactions
Consumer Desires
APPLICATION TO BUSINESS AND LIFE
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
QUESTIONS/ANSWERSFor more information:
1. Contact Kim Talbott: [email protected]
2. Visit our website: shapironegotiations.com
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
S E L L | N E G O T I A T E | I N F L U E N C E
I N S T A N T I M P A C T | S U S T A I N A B L E S K I L L S | M E A S U R A B L E R E S U L T S
Thank You!
SHAPIRO NEGOTIATIONS INSTITUTE
Full video from the ULI Washington Trends
Conference, The Power of Nice, can be found on
uli.org.
Leadership Resources Available for ULI Members
Visit bookstore.uli.org
Connect with the world of real estate at the 2016 ULI Fall
Meeting, to be held October 24-27 in Dallas, Texas.
Go behind-the-scenes and get to know fellow members
on small group tours of innovative projects throughout the
region, including Trinity Groves, a new ULI Case Study.
Build relationships face-to-face during interactive
sessions and special networking events.
To view the full schedule, see who’s attending, and
register for the 2016 Fall Meeting, visit fall.uli.org.
