MARKCORBINSEMINARS.

COM

Women in Business Seminars Series

The Art of Negotiation

MARKCORBINSEMINARS.COM

Facilitator: Mark Corbin

The Art of Negotiation

When you are involved in a dispute with someone else, it may be the only time doing nothing is better than doing something. Theres a practical reason for this: When you quarrel with others-even if you win the argument-you place a great deal of unnecessary stress upon yourself. You may find that the entire situation has resulted from a simple misunderstanding that can be quickly rectified. Even if problems are more serious, your positive behavior will go a long way toward helping resolve them. Napoleon Hill

If You Do Not Agree Do Not Argue

The Art of Negotiation

Table of Contents

1. Conflict Resolution 2. Win-Win Outcomes 3. Sales Negotiation

CONFLICT RESOLUTION

PREPARE FOR CONFLICT

Most unethical people prepare for negotiation by using war tactics i.e. Surprise, Ambush, Pretended Flight and Surrounding the Enemy. You have superior Power Tools in your Preparation Arsenal; Truth and Clear Communication.
5

LOW ROAD

WHAT NOT TO DO
Reacting Defensively: Reacting with counter attacks makes the speaker who raises the issue with you feel like a wall has been erected between you. Do not Assume: Assumptions prevent you from seeing peoples actions and prejudices you into thinking the worst about those actions. Scream and Shout: People dont respond well when you raise your voice. Yelling intimidates some, angers others and begets yelling in 6 return.

LOW ROAD WHAT NOT TO DO

Do Not Get Mad

When You Are Mad You Cannot Think.

When You Cannot Think You Cannot Provide Solutions.
7

TAKE THE HIGH ROAD

IT IS THE WAY TO GO

Stay Focused: Stay focused on the issues stay in control. Focus on the issues not opinion. Actively Listen: Stop, quite yourself and listen. The more you listen the more likely you are to diffuse the situation. Be Solution Oriented: Focus on creating solutions so that your end result will be an improvement or correction of an error.

SALES NEGOTIATION

HOW TO TALK MONEY

Sooner or later you are going to have to talk money. Avoid the following approaches: Non-Assertive Negotiator: You sound uncertain and as a result you decrease the value of what you have to offer. Assertive Negotiator: Appearing overbearing and arrogant you cause your prospect not to want to do business with you.
10

MONOPOLY IS A GAME

THIS IS BUSINESS
Monopoly is a Game This is Business: Treat negotiations as a collaborative effort. Dont play games.
You, You Got What I Need: Focus the discussion on meeting needs, not money. Thanks Friend: Conduct negotiations to build relationships. People by from people they like. Do Your Homework: Know your customers needs better than they do. Examine, data-mine, research every possible thing about your customer.

Providing Real Solutions to their Real Problems creates value added.

11

SALES SUCCESS TIPS

Success Tools that you can employ to make your negotiation flow smoother:
Floor and Ceiling: Know in advance what your profit margins are on the high(ceiling)end or low (floor) end. No Flinching, No Waffling: Practice in advance how to respond to your prospects counter offer. What do you think mirrors are for? Secrets Strong Enough for a Man: Be Confident, Be Sure, be the best you, know one else is better at it than you are!

12

WIN-WIN OUTCOMES

13

THE GOOD FOOT

MENTAL PREPARATION
Be Positive: Start your negotiations from a positive position. Introduce the reason why you are having the discussion i.e. Susan, let me tell you why I called. This method allows you to declare your intentions on the front-end. I See You: People have intentions and they have actions. Which can you see? Dont Cast Blame: State your positive intentions with words that clearly dictate your ownership in the conflict i.e. I, me, my or mine.

14

DOGS AND 401KS ROLLOVER

QUITTING WILL NOT MAKE IT GO AWAY

Acquiesce: If you are wrong then say you are wrong but dont give in just for the sake of avoiding a conflict. Charge It To My Head: You must be cognizant of your language at all times. Surely, you will make mistakes but, if you choose your language carefully you will make fewer mistakes.

The Only Lie: That gets told is the one I tell. Always tell the truth. It is the only Position of Strength.
15

COMMUNICATION A POWER TOOL

All communication is critical to enhance your understanding with friends or dishonest people utilize this Power Tool; Let me tell you what I heard you say. Then repeat back to your partner verbatim what you heard. This simple statement will allow you to remove all misunderstandings from your communication efforts. In most cases what you repeat back is not what was said to you. Great news that simple statement will allow you to remove all doubt and inconsistencies from critical communication. Once you repeat back what you heard then your contemporary has no grounds for not being clear about their intent or actions.
16

SUMMARY (1)
Conflict Resolution
1. Assumptions prevent you from seeing peoples actions and prejudices your thinking. 2. When You Are Mad You Can Not Think. 3. Active Listening Promotes Conversation.
17

SUMMARY (2)
Sales Negotiation 1. Assertive Negotiator is not how you win Friends and Influence People. 2. Focus the discussion on meeting needs, not money. 3. Know Your Floor and Your Ceiling.
18

SUMMARY (3)
Win-Win Outcomes 1. Start your negotiations from a positive position. 2. State your positive intentions with ownership words i.e. I, me, my or mine. 3. Always tell the truth.
19

MARK CORBIN - PRODUCTS

SEMINARS | PLANNING | STRATEGY

On-Site Training Webinars Seminars Business Plans Presentation Development

COACHING Coach Corbin (1 on 1) Business Enhancements Skills Leadership Interpersonal Skills

MARKCORBINSEMINARS.COM | 215-432-2259 | coachcorbin@verizon.net

SOURCES
The Holy Bible; Genesis 14:15, Joshua 8:27, 2 Samuel 5:23 Communicating Effectively for Dummies; Marty Brounstein, Author of Coaching and Mentoring for Dummies; Hungry Minds, Inc. Publishing; ISBN 0-7645-5319-4 Jack Hayfords Bible Handbook, Jack Hayford General Editor; Thomas Nelson Publishing; ISBN 0-840708359

21

We have come to the end of MARKCORBINSEMINARS.COM Women in Business Seminars Series

If you have enjoyed the ART of Negotiation I am quite sure you will enjoy next weeks edition of Unveiling Your Greatness -- Personal Branding In the meantime if you have any questions feel free to contact me at coachcorbin@verizon.net or 215-432-2259 and check out my website www.markcorbinseminars.coom

CONTACT
Website: markcorbinseminars.com Telephone: 215-432-2259 Email: coachcorbin@verizon.net
23