3. .........Talking to database suppliers
publishers, trying to get the best
price for packages, deal with
managers and staff regarding
agreements on tasks, developing
partnerships, creating new
collections....... What else?
Share a few more examples...
Negotiating, influencing and selling –
when?
5. By the end of this workshop …….
Thought about two important
elements of negotiating, influencing
and selling
Benefits and features
Social styles
6. Negotiating, influencing or selling – what
do they have in common?
Prepare:
Know what you want
Know the other
Building Rapport:
Listening, asking, probing to find
problems to solve, needs to
meet>>>>>>
WIIFM Benefits and features
7. Social Styles - Tests
Why?
Many examples
push and pull
assertive/responsive
introverted/extraverted
people/task focussed
10. 4 SOCIAL STYLES – MERRIL AND REID
(1999)
LESS
ASSERTIVE
- ASKING
MORE
ASSERTIVE -
TELLING
ACHIEVEMENT/TASK/LESS RESPONSIVE
ACCEPTANCE/PEOPLE/MORE RESPONSIVE
11. 4 SOCIAL STYLES – THE DRIVER
Strong willed
Independent
Practical
Decisive and
Efficient
but also a bit
Tough
Severe
Pushy
12. 4 SOCIAL STYLES – THE ANALYTICAL
Industrious
persistent
serious
orderly
but also a bit
critical
indecisive
and
moralistic
13. 4 SOCIAL STYLES – THE AMIABLE
Supportive
Respectful
Agreeable
Dependable
But also a bit
Unsure
Conforming
Dependant
14. 4 SOCIAL STYLES – THE EXPRESSIVE
Ambitious
Stimulating
Enthusiastic
Dramatic
But also a bit
Excitable
Undisciplined
and
reacting
15. Test your style - handout
1)
Take the test.... (handout)
2)
Discuss in pairs ... How does this
sound ? Where do you see
yourself? Where do you see others?
What do you need from others to be
involved, convinced..?
Love, facts, figures, time...? (
handout)
16. Your style and flexing your style in
negotiations
How can knowing your own and the
other’s style help in negotiations?
In groups with each the 4 styles ask
each other the question – how can I
convince you? What do you need?
When and how do I approach you?
18. Benefits and Features
Feature
A feature is any characteristic of a
product or service that remains the
same, whether the
customer, supplier, your colleague
buys or not. These characteristics can
include size, quality, payment
terms, specialisation, technical
details, factory location, product
specifications (including size, weight or
colour), or anything else to do with
describing the details of your
19. Benefits and Features
Benefit
Benefits are the favourable results that
the buyer receives from the
service/product because a particular
advantage has the ability to satisfy a
customer’s need/want. Benefits are
statements which explicitly demonstrate
how your service/product meets the
needs of a customer. A benefit describes
the specific value the advantage has for
this particular customer, as defined by
his/ her unique goals and priorities.
20. Benefits and Features
People, buy, sell, are
convinced, persuaded
becauseyou help them solve a
problem, save time, save
money and make
them feel good......
not because the car is red
23. Summary
Prepare- know what you
want, know the other
Listen, as, tune in into their needs
and the W-I-I-F-M what’s in it
for me’
Flex your style
DiscussWhat is it in their view?What do they have in common?Influencingthe power to affect other people or eventsto act on the mind; to sway; to bias; to induceIt also records that being influential is:authoritative, compelling, controlling, convincing, dominant, forceful, guiding, inspiring, persuasive, powerful, pressurising, manipulative, motivationalSellingNegotiatingWhat do they have in common?Negotiating
Tell what has helped me to get my head around having to sell my own services – be more entrepreneurial or negotiate with .....
Know what you want minimum and maximum scenario/essentials and desirables/ exchanges freebiesKnow what you have to offer:team of capable staff with specialist knowledgePersonal knowledge or expertiseA reputation for making things happenKnown for having vision or embracing changeA large network of people who matterA reputation for speed of responseA departmental budgetControl of systems or technologiesKnown for generating a learning environmentSeen as highly motivatingAdmired for being supportiveA reputation for pro-activityA dynamic personalityPossessing relevant lengthy experienceHaving strong ethics/integrityAbility to build highly effective teamsRecognised as very approachable
MBTI PSIBehavioural, cognitive, affective and interpersonalMIROTell stories........
MBTI DISCMIROTell stories........
.
.
Examples24/7 access to supportAccess to .....x number of journals
Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsI will be ableto help my students betterWe could develop a distance and blended learning package if ....Convince funders....Why is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
I will be ableto help my students betterWe could develop a distance and blended learning package if ....Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsWhy is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
I will be ableto help my students betterWe could develop a distance and blended learning package if ....Power steeringMakes parking easier – reduces the time it takes to get into a tight spaceWrist watchTells you the time accuratelyBenefit:Ensures you are not late to important appointmentsWhy is this important – because people buy, sell, deal and are convinced because you manage to help them Solve a problemSave timeSave money
