Negotiating for Success The Three B s

Transcription

1 Negotiating for Success The Three B s

2 Before anything, please Turn off the voice inside your head

3 The Secrets 3 Bs The Basics + Some Tactics The Buying Game The Bargaining (The Loop)

4 The Basics Try

5 The Basics Try Plan

6 The Basics Try Plan Raise the Bar!

7 The Basics Raise the Bar! What if? Your business lists a boat as a capital asset The bank is telling you Sell it now, tomorrow we will take the boat and give you only $175,000 - nothing more. You paid $260,000 You have listed the boat at $230,000 You have had only one offer and it collapsed at $215,000 What is the least you would accept?

8 The Basics and the Buyer s sheet reads as follows You have just moved back to the lake You are the Executive Vice President of a $1B firm You have promised your spouse by next month This boat is the only one in good repair This boat is listed at $230,000 You have $240,000 $255,000 is the most you will spend, if using credit

9 The Basics Expectation Impacts Outcome

10 The Basics Some take away tactics Time

11 The Basics Some take away tactics Time Timing

12 The Basics Some take away tactics Time Timing Competition

13 The Basics Some take away tactics Time Timing Competition Setting your own specifications

14 The Basics Some take away tactics Time Timing Competition Setting your own specifications 3 rd parties

15 The Basics Some take away tactics Time Timing Competition Setting your own specifications 3 rd parties Nibble

16 The Basics Some take away tactics Time Timing Competition Setting your own specifications 3 rd parties Nibble Levels of Authority

17 The Basics Some take away tactics Time Timing Competition Setting your own specifications 3 rd parties Nibble Levels of Authority Walk

18 The Buying Game From the Sellers Perspective: Figure out if you re selected. Yes there are many clues!

19 The Buying Game RESEARCH CONFIRMS THAT If you differentiate yourself to add value, causing the sourcing decision to become more complex, the clues to whether of not you ve been selected become more evident.

20 The Buying Game Selected Contender Rabbit delivery

21 The Buying Game Selected Contender Rabbit delivery trade and promo

22 The Buying Game Selected Contender Rabbit delivery trade and promo buy back

23 The Buying Game Selected Contender Rabbit delivery trade and promo buy back set up

24 The Buying Game Selected Contender Rabbit delivery trade and promo buy back set up install

25 The Buying Game Selected Contender Rabbit delivery trade and promo buy back set up install pay terms

26 The Buying Game Selected Contender Rabbit delivery trade and promo buy back set up install pay terms

27 The Buying Game Selected Contender Rabbit STUFF delivery trade and promo buy back set up install pay terms

28 The Buying Game Selected Contender Rabbit STUFF STUFF delivery trade and promo buy back set up install pay terms

29 The Buying Game So how can I increase the complexity of the decision making process in order to help me figure out if I ve been selected?

30 The Buying Game Provide more choices for the customer with end-to-end offerings and value added services.

31 The Buying Game Provide more choices for the customer with end-to-end offerings and value added services. This leads to more customer and end-user decision makers being involved.

32 The Buying Game Provide more choices for the customer with end-to-end offerings and value added services. This leads to more customer and enduser decision makers being involved. This leads to more time invested in the sourcing decision making process.

33 The Buying Game Two Girls One Orange

34 The Buying Game SO IF YOU ARE A SELLER Learn the clues that you re selected

35 The Bargaining (The Loop) Never Give Without Getting

36 The Bargaining (The Loop) Never Give Without Getting When Saying Yes, Follow With If

37 The Bargaining (The Loop) Never Give Without Getting When Saying Yes, Follow With If When Saying No, Create The Loop

38 YIELD SHIELD Low Value Willing to give Willing to let go Not important The boss says OK High Value Can NOT give Must have Can NOT let go Boss says Never

39 YIELD SHIELD No, I can t do that 1

40 YIELD SHIELD No, I can t do that 1 But I will do this 2

41 YIELD SHIELD No, I can t do that 1 But I will do this 2 if you do this 3

42 YIELD SHIELD No, I can t do that 1 But I will do this 2 if you do this 3 Yes, I can do that 1

43 YIELD SHIELD No, I can t do that 1 But I will do this 2 if you do this 3 Yes, I can do that 1 if you do this 2

44 The Bargaining (The Loop) Never Give Without Getting

45 Negotiating For Success Expectation Impacts Outcome Take Risks!

46 Negotiating For Success Expectation Impacts Outcome Thank you! Questions? Presented by: Bill Garcia