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?