SMART Sessions Powerful Negotiation Techniques +44 (0) 1926 859 060 making the client happy for you to get what you want Powerful Negotiation

SMART Sessions

Powerful Negotiation Techniqueswww.goodfoot.co.uk+44 (0) 1926 859 060

making the client happy for you to get what you want

Powerful Negotiation Techniques

SMART Sessions


style

fast paced overview hints and tips slides on-line short exercises discussions

SMART Sessions


topics

How to prepare for negotiation

Building our power

How to structure the negotiations

How to deal with objections

Close and agree

SMART Sessions


Preparation for Negotiation

SMART Sessions


preparation

Aims

ObjectivesContext

Arguments

SMART Sessions


aims

target the other sides’ UNDERLYING INTERESTS

POSITION

WHAT they

want

INTEREST

WHY they

want it

logical emotional

Aims

SMART Sessions


objectives

ideal

realistic

fallback

Objectives

SMART Sessions


context & argument

what is the past? what is the future? who are the key

players? what else are they

negotiating?

Context

what are the main benefits I am offering?

what are the unexpected extras I am offering?

how am I reducing the risk to enable an easy decision?

Arguments

SMART Sessions


Build our Power

SMART Sessions


power

what is my carrot? what incentives can I give? what is unique about what I am offering? what free extras can I offer? what are the spin off benefits? How does my option increase their choice and control?

what is my stick? what will they lose if they don’t use me? what will the effect be on them of a delay? how much do they need the people / skill-

set I am offering? will they feel left behind? what do other people in their organisation

want?

don’t overtly threaten with the stick, subtle reference is sufficient

eg “I want to see you forging ahead of your competitors”is much better than “You will be left behind if you don’t buy”.

SMART Sessions


power: unique selling points (USPs)

be clear about why what you offer is unique (functionality, price, quality?)

use facts not opinion to show why your offer is unique

don’t tell: listen for what they want then link your uniqueness to that desire

SMART Sessions


Structuring the Negotiation

SMART Sessions


don’t jump in feet first

• hold back at the beginning from saying what you really want to say

• your objective in the negotiation is to get permission to say what you really want to say

SMART Sessions


method: R.P.D. use rapport building techniques discuss their issues seriously mentally note their hot buttons build on common areas

agree aims agree timescales agree agenda agree procedure for disagreement agree who agree what is not to be covered agree further information to be obtained

keep a balance, if they ask for information then ask for some in return

if they ask for a concession, give if they also give a concession

start at a high level then work down into detail

be prepared to say if you don’t know the answer

SMART Sessions


phases of negotiations

Opening Signals Package Bargain Close

Power: Maximum Power, Minimum Usage

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Deal with Objections

SMART Sessions


difficult negotiations never accept a NO, test it as a signal accept their refusals, then simply re-word your request link topics, ask how one affects another don’t argue or defend probe on the underlying issues keep stating that you are willing to work out an agreement change location, people, subject try incentives know your walk away point and call the bluff backtrack and review push for what you can agree on

SMART Sessions


pressure techniques

Technique Example Response (be calm and LOGICAL)

competition“I can get a better deal” Give me chance to explain, then

if you can get a better deal I advise you to take it.

knowledge“You don’t know about this industry do you?”

What level of knowledge specifically are you looking for?

risk-taking“I’ll take a risk if you do X for me”

I don’t like risk.

commitment“I’ve done all this for you, surely you can do X for me”

Thank you.

name dropping“Your boss made believe something else”

Then we should include him/her in the conversation.

SMART Sessions


awkward peopleIf People You Then

go quiet on you, refuse to discuss

ask questions. if they refuse to answer, ask them WHEN and HOW an answer will be available

make demands for an agreement on isolated issues

listen, slow down, state that you want to achieve their demands and that to do that you need to ask some questions first

are over friendly and complimentary

smile, be friendly, and return to the business agenda

unpredictable, changing the subject or changing mood

say you are unsure of how to proceed because you are getting different signals

deliberately delay you and spin out the process

outline the cost of delay or the cost of getting extra information and compare to benefits

impatient and want a quick decision, put you under deadline pressure

say you can give them a quick decision which will partly solve the problem but you’d rather give them a decision that will fully solve the problem

SMART Sessions


Close and Agree

SMART Sessions


closing

Summarise Outline agreed actions Discuss possible problems and

work out what to do to avoid them Make the next step yours and

make it early

SMART Sessions


further tips1. trade offs (if I ... will you ...)

2. uncover real reasons underneath (why why)

3. smile even when you say No

4. take your time

5. be prepared to walk away

6. get agreement in principle

7. give free concessions

8. listen for BASIS of argument and use it back

9. collect all requirements before arguing or replying

10. avoid arguing, agree in principle and move on

11. make the other side work on problem12. after asking a question probe deeper13. ask for something more than once14. with an aggressive call the bluff early15. say you will not achieve everything &

ask them to prioritise16. ask for things you know they will refuse

then ask for something you really want17. ask for something right at the end of the

conversation18. disclose more information to get the

moral high ground19. be bold, aim as high as you can20. be happy with compromise, let them feel

they have made you move

SMART Sessions


Building Ongoing Business Relationships

Thank You

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SMART Sessions Powerful Negotiation Techniques +44 (0) 1926 859 060 making the client happy for you to get what you want Powerful Negotiation