The Art of Negotiation Brad Dawson, LTV Dynamics.
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Transcript of The Art of Negotiation Brad Dawson, LTV Dynamics.
The Art of Negotiation
Brad Dawson, LTV Dynamics
Copyright Materials
This presentation is protected by US and International Copyright laws. Reproduction,
distribution, display and use of the presentation without written permission of
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”