PROFESSIONAL NEGOTIATION STRATEGIES
KEY TAKEAWAYS
- UNDERSTAND THE 4 STYLES OF NEGOTIATING & WHEN TO USE THEM
- TREAT COMMON “NEGOTIAPHOBIA” THROUGH SIMPLE STEPS
- DEVELOP A ROCK SOLID STRATEGY FOR ANY NEGOTIATION
- LEARN HOW & WHEN TO USE NEGOTIATION CHIPS CORRECTLY
- TURN MORE NEGOTIATIONS INTO WIN-WIN SITUATIONS
ABOUT THE SEMINAR
This is not the first video that has ever been produced on negotiations, but it is the first one not to take the “one-size fits all” approach. Dr. George Lucas shares with you the four negotiation strategies, when and how to use each one, and exposes the flaws in the most common negotiation tactic of compromise. His guidance will prepare you to capitalize on the 20% of negotiations where you can collaborate, protect you in the 30% that are fully win-lose, and help you move more of the remaining 50% into the win-win optimal category. Whether you’re a business professional, sales representative, homemaker or entrepreneur, developing negotiation skills will benefit you in every area of life.
For over 25 years Dr George Lucas has been a professional speaker, trainer, consultant, and field coach. His primary areas of expertise include negotiation skills, leadership, sales and business development. As a highly sought-after speaker and trainer, Dr Lucas has conducted programs for major organizations across North America, Asia, Europe, Latin America, Africa and Australia. He received his Bachelors degree, MBA and Ph.D. from the University of Missouri and served in sales positions with American Hospital Supply and Pitney Bowes. As an educator, he has held faculty positions at both Texas A&M and The University of Memphis.
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Each of the negotiation strategies has a place. You have to understand the situation. You have to match the strategy to the situation, and then you have to have the skills to effectively deploy that strategy. So we’ll take a look at that. We’ll also take a look at a negotiation tactic that’s frequently confused with a strategy. Then we will take a look at and consider the issue of negotiation chips as well as how to use effective concession making, understanding those chips to reach an agreement. Then finally, as we go toward conclusion we will take a look at that win/lose competitive negotiation strategy and some of the tactics that are very frequently used or can be used by you or other people out there in that process. We’ll take a look at both offensive tactics, things that you will do proactively, as well as defensive tactics. What do you do when somebody else tries that on you? So we have a lot of good skills to share with you, and the great thing is you’re going to start seeing the impact…. There is a huge difference between the strategy of accommodating with someone and the tactics of effectively making concessions to reach a favorable agreement. You see the difference up here. With accommodation one side gives. With accommodation it’s one issue—cut your price 10%, you can keep the business—and you’ve got to give it up. Accommodations are reactive. They ask, and we agree. That’s what they’re looking for. It’s from weaker power, and as well as it’s a unilateral give. One side gets better. The other side gets worse. We’re more involved in an accommodation approach, and we talked about there are instances where we have to do it. Concessions are very, very different, very, very different. Here both sides give something, and both sides get something in return. The great thing is if you’re a really good concession maker, you give up stuff that doesn’t matter that much to you and the other side really likes, and they give up stuff that doesn’t matter to them and that you really like. That’s effective concession making taking place. Multiple issues involved. By the way, when they come back and say, I think we’ve got it all nailed down on everything except price, what do you have to say immediately? Just to be clear, until everything is decided, nothing is decided. Because if they’re trying to say the only thing left on the table is price, what are they trying to get you to do? Accommodate, drop your price to get the deal. So nothing is decided until everything is decided. Concessions are done proactively as you put them on the table. Let’s get creative here. What if we do this; can you do this to bridge the gap? They’re done from strength and their bilateral “chip” are issue maneuvers, and we’re going to talk a good bit about chips over the next few minutes. Chips are issues