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Negotiation

Negotiation. Deal Maker or Deal Breaker?. Negotiation Lesson From My Cousin…. Negotiation Lesson From My Cousin…. The Situation. Client’s Advantage. Seller. Client. The Situation. Client’s Advantage Sellers Advantage. Client. Seller. The Situation. Client’s Advantage

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Negotiation

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  1. Negotiation Deal Maker or Deal Breaker?

  2. Negotiation Lesson From My Cousin…

  3. Negotiation Lesson From My Cousin…

  4. The Situation • Client’s Advantage Seller Client

  5. The Situation • Client’s Advantage • Sellers Advantage Client Seller

  6. The Situation • Client’s Advantage • Sellers Advantage • Negotiation Situation

  7. Exercise Beginning the Negotiation Process • Explore your options Your morning drive rate is $100 and a client wants mornings for $50. What are your options?

  8. Beginning the Negotiation Process • Explore your options • Give and take Rather than “give” a concession, “trade” a concession. If we , would you be willing to ?

  9. Encourage your staff to take the time to plan for every negotiation • Make sure you sign off on the minimum acceptable rate • You must make sure your staff know when and how to “walk” The 6 P’s...

  10. Tactics & Defenses • Big Bait • Nibble • Escalation • Crunch Time • Changing Pace • Cherry Pick • Deliver Garbage • Flinch • Good Cop/Bad Cop • Give & Take • Lockdown • Slowdown • Hold Terms • Neutrality • Start High • Remain Calm • Decision-Maker

  11. A Couple More Points... • Don’t compromise your objectives • If the deal is bad for your station... the sales person should walk • Once the deal is struck • The customer should feel like they drove a hard bargain • They should believe the agreement will be good for them and their business • The sales person should thank them and leave

  12. Exercise

  13. Negotiation Deal Maker or Deal Breaker?

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