THE COST OF NEGOTIATION Feeling Passionate
WHAT IS NEGOTIATION? How do you relate to this word? Where did you learn to negotiate? Why is the topic so broad?
SELF - ANALYSIS LEVEL 1 LEVEL 2 LEVEL 3 LEVEL 4 LEVEL 5
**CERTIFIED**
YOU MAP A NEGOTIATION DISCUSSES NEGOTIATION PROCESS & DISUCSS CONTEXT HAVE PERSUASION TRAINING HAVE TACTICAL TRAINING HAVE CONFLICT TRAINING HAVE DIGITAL COMMUNICATION TRAINING YOU UNDERSTAND THE VARIANCES IN CONTENT (TERMS) YOU UNDERSTAND ANCHORING YOU CAN DETERMINE BATNA YOU USE TRACK YOUR NEGOTIATION
SELF - ANALYSIS LEVEL 1
0-2
LEVEL 2
3-4
LEVEL 3
5-6
LEVEL 4
7-8
LEVEL 5
9-10
TECH START-UP
CONTENT
CONTEXT
THREE (3) THINGS TO IMMEDIATELY IMPROVE YOUR NEGOTIATIONS
1
SET EXPECTATIONS
LEFT BRAIN
RIGHT BRAIN
ROOT CAUSE Upset | Anger | Broken Trust Expectation Not Met
Expectation
Expectation
Poor Result
Behavior
Behavior
CIENT EXPECTATIONS Over 80% of client upsets and complaints can be eliminated by merely bringing attention to the "things" that can go wrong in advance to them happening.
2
TEST CRITICAL SITUATIONS
EXAMPLE
PURCHASE OFFER
EXAMPLE INSPECTION
2
TRACK YOUR NEGOTIATION
MAPPING A NEGOTIATION 35%
INFORMATION
15%
OUTSIDE FACTORS
30%
DELIVERY
20%
TERM OPTIONS
T.R.A.P.
METHOD OF NEGOTIATION TERMS
REVISE
ANCHOR
PERSUADE
Taking into consideration that most real estate negotiations lack the time needed to "master plan" an approach. This method allows the negotiator to make meaningful adjustments and still act quickly!
TERMS
This should be done FIRST! This is your clients best or dream package and it should include all terms that they desire to achieve, prior to any investigation into the opponent or counterparts needs, desires or hard-liners.
REVISE
This has TWO PARTS! #1 - This involves the investigation of our counterpart or opponent. Discovering their needs, desires and primary terms. #2 - This will cause the negotiator to revise the initial goal package and possibly create 1-2 variations of an offer.
ANCHOR
This is the logical data and information that will be used to help argue the position of your client's offer and will ultimately play a role in the strength of their position.
PERSUADE
Time to persuade or attempt to influence the human being on the other side. This includes how your communication will be delivered, items of exchange and how you are presenting the argument of your position.
CHOOSE ONE: BUYER SELLER
T.R.A.P.
NEGOTIATION ROADMAP **CLIENT'S VERSION**
TERMS
REVISE
ANCHOR
PERSUADE
YOUR IDEAL AGREEMENT TERMS
THE OPPONENTS IDEAL AGREEMENT TERMS
LOGICAL DATA OR EVIDENCE
DELIVERY METHOD
PERSUASIVE ITEMS
REVISED TERMS EXCHANGES TO MAKE
THANK YOU
MIKE WALKER
Mike@MikeWalkerTraining.com @theCoachMike_