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The Art of Negotiation
Brad Dawson, LTV Dynamics
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the speaker is prohibited.
Learning Objectives
In this session you will:
1.Learn the art of empathetic listening;2.Find out the power that comes from “doing nothing”;3.Uncover the fallacies of negotiating from the “single objective” perspective; and4.Realize that emotions are your worst enemy.
Are You An Effective Negotiator?
Current Condition
Most airforwarders learn negotiation through trial and
error
Current Condition
Negotiation is a basic component in every
aspect of your business
Current Condition
A good negotiation session ends “when the deal is done and both parties are a little disappointed”
#1 Anatomy of a Deal
What constitutes a good deal?
#1 Anatomy of a Deal
Inexperienced airforwarders fall victim to “get the deal at any price”
syndrome
#1 Anatomy of a Deal
What about the attributes of: time frame, delivery dates, quality control, ease of overcoming international
restrictions and, of course, pricing
#1 Anatomy of a Deal
Do you have a counter-proposal?
#2 Test Drive the Deal
Sometimes you just don’t know what constitutes a good deal
#2 Test Drive the Deal
You can ask other people or seek
guidance through AfA
#2 Test Drive the Deal
Another alternative is to test drive a deal
#2 Test Drive the Deal
Google it
#2 Test Drive the Deal
Test to gain knowledge
#2 Test Drive the Deal
Begin again – this time with sufficient information
#3 The Art of Listening
Sometimes negotiations just break down
#3 The Art of Listening
You can try the art of empathetic negotiation where you place yourself in the other party’s positions
#3 The Art of Listening
An effective ploy for employee compensation discussions
#3 The Art of Listening
Realize it is not always about money. The focus could be on
skill enhancement or career development
#3 The Art of Listening
Putting yourself in the other person’s shoes can sometimes help resolve an impasse
#4 The Art of Silence
Actions speak louder than words. Facial expressions, where
you sit and hand gestures all have an
impact
#4 The Art of Silence
Silence is a powerful bargaining tool
#4 The Art of Silence
Weak negotiators feel the need to fill the silence void
#4 The Art of Silence
And ….. In the process give up their
negotiating position
#5 The Art of Walking Away
Another tactic is to walk away –
effectively sending the message that
you are killing the deal
#5 The Art of Walking Away
An effective way to deal with contractors
#5 The Art of Walking Away
The power of action – not words – can
make all the difference
#6 No Decision is a Decision
Your negotiations may stall – stretching
out the time associated with a
decision
#6 No Decision is a Decision
Now might be a good time for “fear selling”
#6 No Decision is a Decision
Can you quantify the impact of the status quo?
#7 Emotion is the Enemy
Emotional people make instinctive and irrational
decisions
#7 Emotion is the Enemy
Move from adversarial to cooperative
state
#7 Emotion is the Enemy
Use a “cooling off” period to reflect and gather facts before making a commitment
Final Thought
Negotiation is an art form where two skilled strategists work to
find common group where both can claim victory
Upcoming Sessions
March 18th – “Effective Selling”
April 15th – “Cash is King”
May 20th – “A Purpose Driven Business”
