PWCI Network
NEGOTIATING WITH ANYBODY……
AUGUST 2013
PWCI Guest speakers:
Nitasha Wilson-Short
Wells Fargo Dealer Services
Kim Bonn
CEO, Bonn Enterprises
PWCI Network
Negotiating with Anybody….
•What is negotiating
•How do we negotiate in our personal day to day life
•How to successfully negotiate
•Negotiate in the workplace
•Rules from Inc. & Entreprenuer.com
What is Negotiations…..
When you think of negotiating what comes to mind?
•Disputes or conflict
•Seen as an opportunity to win
Negotiating is an opportunity to interact with others who have a
different view/opinion.
How do we negotiate in our personal lives
•Where to spend your
holiday?
•Who is taking the kids to
school?
•Deciding what movie to
see?
•What furniture to buy for
your home?
•Vacation Spots – Where
do you go?
•What will be for dinner?
If you think about all of your day to day interactions with family, friends, and spouses you will
recognize the many times you negotiate.
The question is, are you doing that in the workplace? Many people leave this skill behind and do
not.
PWCI Network
Negotiating with Anybody….
Spouse
•
•
Boss at work or boss at
home
Motivation –
•
Tools
•
Guy Time
•
Sports Time (sporting
events, hunting, fishing,
boating)
Children
Family
•
Motivation
•
Motivation
•
Parental brownie points
•
Motivation and discipline -
•
Position of power (I have,
you have….)
•
Family time (attendance,
obligated length of time)
•
Toys
•
Candy
•
Video Time
•
Play Dates (toddlers)
•
Friend Time (teenagers)
•
Motivation -
What makes for a successful negotiation
•Strategic Planning – Successful negotiations are rarely spontaneous
•
Take time to analyze the situation, gather data
•
Think through your strategies
•Be willing to consider a wide range of outcomes.
•Be open- minded avoid being locked on one decision.
•Look for common ground.
•Point out areas where you and the other person already agree.
•Address your key issues.
•Pick 2-3 key issues which are most important.
•Start with the most important item.
•If you are able to reach an agreement on the most important item, the others are likely
to be easier to resolve.
Continued…..
•Avoid behaviors that the other person is likely to consider annoying.
•being to aggressive
•being intimidating
•using sarcasm
•negative body language
• talking loud.
You should always convey an attitude of cooperation and
openness.
At the core, great negotiations are a search for the truth with a view to
the future
Negotiating in the workplace
•Performance reviews (Mid year and End of Year)
•Salary negotiation
•Career Development/Projects Tasks, Positions
•Operational process changes
•Workload
•Responsibilities
•Schedule/Shift
•Work environment (equipment/Software)
Rules of Negotiation
Entreprenuer.com
INC.com
3 Golden Rules of Negotiation
5 Things you should NEVER Say while negotiating:
•Always start the negotiations
•“Between” – to indicate a range
•Always negotiate in writing
•“I think we’re close”
•Always stay cool
•“You throw out a number” – studies indicate the first to start can
lose – although this can be debatable
•“I’m the final decision maker” – you always want to give yourself
the opportunity to think about something for 24 hours – leave your
ego out of it
•“%^$& You” – seriously. Never say that.
5 Tips to Win any Negotiation
www.2knowthyself.com
•Never revel your cards or intentions
•Appear incompetent of even lame – don’t appear too educated before the
negotiation. Let the people put down their defenses.
•Let them talk. During every negotiation, each person will have a set of cards to use. The
person who uses all of his cards first is more likely to lose the negotiation because at some
point he won’t find anything to say. She will win.
•Study everything well. Know more about the people. Know more about what you want.
•Act as if you have nothing to lose. The woman who has nothing to lose always wins.
Today, you have learned skills to
help negotiate with anybody!
Go win!!
PWCI Guest speakers:
Nitasha Wilson-Short
Wells Fargo Dealer Services
Kim Bonn
CEO, Bonn Enterprises