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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

Negotiation

Deal Maker or Deal Breaker?

the situation
The Situation
  • Client’s Advantage

Seller

Client

the situation1
The Situation
  • Client’s Advantage
  • Sellers Advantage

Client

Seller

the situation2
The Situation
  • Client’s Advantage
  • Sellers Advantage
  • Negotiation Situation
beginning the negotiation process

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?

beginning the negotiation process1
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 ?

slide9

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...

slide10

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
a couple more points
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
negotiation1

Negotiation

Deal Maker or Deal Breaker?

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