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The Art of Negotiation Deal Maker or Deal Breaker?. www.RAB.com. Negotiation. Deal Maker or Deal Breaker?. Multiple sources…. My cousin…. My cousin…. Selling Situation vs. Negotiating Situation. Selling Situation is when the seller’s need to sell exceeds the buyers need to buy.

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  1. The Art of Negotiation Deal Maker or Deal Breaker? www.RAB.com

  2. Negotiation Deal Maker or Deal Breaker?

  3. Multiple sources…

  4. My cousin…

  5. My cousin…

  6. Selling Situation vs. Negotiating Situation Selling Situationis when the seller’s need to sell exceeds the buyers need to buy • Negotiating Situationis when the seller’s need to sell is equal to the buyers need to buy

  7. Selling Situation Situation Seller Client

  8. Selling Situation Situation Client Seller

  9. Negotiating Situation Negotiating Situation Seller Client

  10. Exercise Your morning drive rate is $900 and a client wants mornings for $500. What do you do?

  11. Negotiation Process • Explore your options • Give and take • (Never give, trade) • Build in wiggle room • Lockdown • (“If we could _____, would you _____?”) • Say what you mean • Be polite, relaxed, smile • Don’t argue

  12. Take the time to plan for every negotiation • Make sure your manager signs off on your minimum acceptable rate • Being prepared to “walk” requires knowing what you will say The 5 P’s...

  13. Tactics Defense Give & Take Build in wiggle room Lockdown Slow down Slow down Don’t argue Polite, but firm Remain calm Stick to objectives • Big Bait • Nibble • Escalation • Crunch (Time) • Changing Pace • Cherry Pick • Deliver Garbage • Flinch • Good Cop/Bad Cop

  14. A Couple More Points... • Don’t be afraid to walk • Once the deal is struck • Make the customer feel like they drove a hard bargain • Tell them the agreement will be good for them and their business • Thank them and leave

  15. Exercise

  16. Negotiation Deal Maker or Deal Breaker?

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