2 Fill out the name tag amp place on shirt 3 Take one of each packet amp put in your binder under the February tab 4 Talk amp Surviving Stress amp Burnout Making Stress Your Ally ID: 786790
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Slide1
Welcome
Please:
1. Sign-in at your table
2. Fill out the name tag & place on shirt
3. Take one of each packet & put in
your binder under the
February tab
4. Talk
Slide2&
Surviving Stress & Burnout:Making Stress Your Ally- Dr. Wes Alles
-Negotiating Skills for Managers- How to Negotiate Anything & Everything
-Dr. Margaret Neale
Slide3Progress & Good News Report
Creating Lifetime Customers – Lisa FordMotivating Your Employees through Recognition How are you being a “DIFFERENCE MAKER”
Slide4Negotiating Skills for Managers
featuring Dr. Margaret Neale
Slide5Session Opener
Slide6$90
Slide7Session Opener
Slide8$100
Slide9Session Opener
Slide101.What did you decide on?
2. How did you arrive at a deal?3. Any technique used?4. Are you comfortable when knowing you have to negotiate? Session Opener
Slide11What Is A Negotiation?
Definition # 1:“Any situation in which two or more parties interact – with at least one of those parties seeking to gain from that interaction.”“Both parties want something the other party doesn’t appear ready to give.”
Slide12Separate yourself from your competition
Learning GoalsLearn multiple negotiating tactics for making a positive bottom-line difference Obtain better outcomes from negotiations for you and your company
Slide13RESOURCESPRODUCTS
PEOPLETIMEMONEYTALENTSERVICESWHAT DO WE NEGOTIATE?Bottom of Pg. 1 (3 things)
Slide14CUSTOMERS CLIENTS
EMPLOYEES SUPPLIERSVENDORSGOV’T OFFICIALS PEER TO PEERWHO ELSE?With Whom Do You NegotiateBottom of Pg. 1 (at least three)
Slide15Negotiating Skills For Managers
featuring Dr. Margaret Neale
Slide16Write down the important idea(s) from the presentation and how to apply them to your company or team.
Share your idea(s) with your group. Key Ideas and Application
Slide17$90 / 100
Splitting the Difference
Slide18Internal/External Negotiations
Blueprint #1, pg. 7 Parties interact with at least one seeking to gain something!Internal / External ExamplesPossible Strategies
Slide19You
MoneySaveNewResultsHealth12 Most Persuasive Words
Slide20Easy
SafetyLoveDiscoveryProveGuarantee12 Most Persuasive Words
Slide21BECAUSE
NOWIMAGINEPLEASE & THANK YOUA person ‘NAME’CONTROL / IN CHARGE 7 MAGIC Words of Persuasion
Slide22Negotiating Video Review
Example…
Slide23The Psychology of Successful Negotiating
Make Room to Negotiate When to Ask for a Concession When not to Counter OfferMake People Work for ConcessionsDon’t Assume You Know what Others WantMaking ConcessionsYou’re bargaining chips
Slide24The Psychology of Successful Negotiating
Throw Something InDon’t Offer to Split the DifferenceUse Relative ValueClosing
Slide25Slide26Chef Josef Dante
Blueprint # 2 pg 8-12 PLEASE TAKE A MOMENT TO READ HANDOUT.Next…Pick a partnerPrepare for your NEGOTIATION together Remember to use…Your Handout for your Role
Negotiation Preparation Worksheets
Prepare
Observe
Slide27The World’s Best Chef
THINGS TO CONSIDERPrepare a list of questions to ask during the negotiation that may help you understand the negotiation betterAs you plot your strategy and approach, also consider these key items:
Slide28Chef Josef Dante
THINGS TO CONSIDERTotal Financial PackageUpfront Payments vs. Payments Over TimeTravel & Other ExpensesLength Of ContractCancellation Terms‘Other’ Specifics You’d Like In The Contract...
Slide29PREPARE
Slide30NEGOTIATE
Slide31Each team has been handed a worksheet.
Using this worksheet/outline, write out specifically what you agreed to in the “World’s Best Chef” NegotiationDo not speak to, and/or compare notes with your negotiating “foe” - until instructed.You have 5 minutes for this exerciseChef Josef Dante
Write the Agreement, pg. 12
Slide32Chef Josef Dante
DEBRIEF POINTS Think about this:What was the outcome?Which strategies were used? How did they work?Did you get what you wanted?What would you change?
Slide33What the other
side WANTED: Chef Josef Dante
Slide34Internal/External Negotiations
Blueprint #1, pg. 7 Parties interact with at least one seeking to gain something!Internal / External ExamplesPossible Strategies
Slide35Standard $17,350
Leather seats $ 695Safety package $ 410Chrome rims $ 635Extended warranty $ 1,500Side air bags $ 400Dealer’s prep. $ 750 Tax $ 1,685 Total $23,425The Truck
Slide36The Cow
Standard $395 Genuine Cowhide Leather $ 95 Extra stomach (built in) $110 Flyswatter (attached) $ 35 Milk dispensers (4 @ $15) $ 60
Dual horns (2 @ $20) $ 40
Automatic fertilizer plant $125
Tax
$
60
Total $920
Slide37Personal Blueprint / Action Plan
I Plan to Implement / Best Idea Expected Result SMARTSpecificallyMeasurementAttainmentRelevantTime-Based
Action Steps
Resources Needed