Successful negotiating by Julia Langkraehr, founder of Bold Clarity

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For any business to grow and thrive, whatever your sector, product or service, it is vital to know how to negotiate. I love negotiating and being a smart negotiator has been a big part of making me successful in business. Here are some of the techniques that have help me to negotiate successfully.

Business

SUCCESSFUL
NEGOTIATING
By Julia Langkraehr

TOP TIPS FOR NEGOTIATING
• Why improve negotiating as a skill?
• 6 tips on how to negotiate smarter
• What is BATNA?
• 8 techniques that work

DEFINITION OF
NEGOTIATING
TO DEAL OR BARGAIN
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing
ne·go·ti·ate [ni-goh-shee-eyt]
verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing
TO MOVE THROUGH,
AROUND, OR OVER
2. To arrange for or bring about by discussion and settlement of terms: to
negotiate a loan.
3. To manage; transact; conduct – He negotiated an important business deal.
4. To move through, around, or over in a satisfactory manner: to negotiate a
difficult dance step without tripping - to negotiate sharp curves.
1. To deal or bargain with another or others, as in the preparation of a treaty
or contract or in preliminaries to a business deal.

WHY IMPROVE NEGOTIATING AS A SKILL?
EVERYTHING IS
NEGOTIABLE

If you don’t ask the answer’s always ‘No’

I win
You win
I win
You lose
I lose
You win
I lose
You lose
NEGOTIATION
STRATEGY MATRIX
It’s a deal!
Sad face
Smiley face
Lose/lose

P E O P L E
Separate the people
from the problem
O PT I O N S
Invent options for
mutual gain
I NT E R E ST
Focus on interest, not
positions
C R IT E R I A
Insist on an objective
criteria

WHAT IS BATNA?
Best Alternative To a Negotiated Agreement
“DON’T ACCEPT A WORSE RESOLUTION THAN YOUR BATNA”
BATNA is the course of action that will be taken by a
party if the current negotiations fail and an
agreement cannot be reached.

One Minute (each) = Two Minutes total
• Why should you improve you negotiation skills?
• What is your BATNA?
• What is the style of negotiation that’s most successful?
EXERCISE – FIND A PARTNER

Words
7%
Voice & Tone
38%
Body Language
55%
Effectiveness of
COMMUNICATION

ANTICIPATE
DECIDE
YOUR BREAK EVEN
THEIR BREAK EVEN

IN SUMMARY: TIPS ON HOW TO NEGOTIATE SMARTER
• Prepare the structure
• Research, your position/their position
• Practice makes perfect, rehearse
• Anticipate, decide your & their break-even
• Patience, never feel rushed
• Be ready to walk away

OPEN AT
YOUR MAXIMUM
(that you can logically argue)

DON’T GIVE SOMETHING
WITHOUT GETTING
SOMETHING IN RETURN

ASK FOR SOMETHING THAT’S VALUABLE
TO YOU BUT DOESN’T COST THEM

OFFER SMALL INCENTIVES
VERSUS LARGE ONES
(offer or ask)

TO CLOSE:
HOLD BACK A FACT OR POINT
HAVE SOMETHING TO OFFER

One Minute (each) = Two Minutes total
• One current negotiation you face?
• What will you do differently?
EXERCISE – FIND A PARTNER

CONCLUSION
TO DEAL OR BARGAIN
• Increase your business skills every day
• Know your BATNA
• “Measure twice, cut once”
• Use the 6 tips on how to negotiate smarter
• Use the 8 negotiating techniques
NEGOTIATING SMARTER ADDS PROFIT!

One Minute (each) = Two Minutes total
• What were you surprised to learn?
• What inspired you?
• What one tip or technique will you use from today?
EXERCISE – FIND A PARTNER

@ JuliaLangkraehr
GET IN TOUCH!
HELLO@BOLDCLARITY.COM

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Successful negotiating by Julia Langkraehr, founder of Bold Clarity

1. SUCCESSFUL NEGOTIATING By Julia Langkraehr

2. TOP TIPS FOR NEGOTIATING • Why improve negotiating as a skill? • 6 tips on how to negotiate smarter • What is BATNA? • 8 techniques that work

3. DEFINITION OF NEGOTIATING TO DEAL OR BARGAIN verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing ne·go·ti·ate [ni-goh-shee-eyt] verb (used without object), ne·go·ti·at·ed, ne·go·ti·at·ing TO MOVE THROUGH, AROUND, OR OVER 2. To arrange for or bring about by discussion and settlement of terms: to negotiate a loan. 3. To manage; transact; conduct – He negotiated an important business deal. 4. To move through, around, or over in a satisfactory manner: to negotiate a difficult dance step without tripping - to negotiate sharp curves. 1. To deal or bargain with another or others, as in the preparation of a treaty or contract or in preliminaries to a business deal.

4. WHY IMPROVE NEGOTIATING AS A SKILL? EVERYTHING IS NEGOTIABLE

5. If you don’t ask the answer’s always ‘No’

7. BOLDCLARITY BRANDS PRODUCTSDISTRIBUTION

8. I win You win I win You lose I lose You win I lose You lose NEGOTIATION STRATEGY MATRIX It’s a deal! Sad face Smiley face Lose/lose

9. P E O P L E Separate the people from the problem O PT I O N S Invent options for mutual gain I NT E R E ST Focus on interest, not positions C R IT E R I A Insist on an objective criteria

10. WHAT IS BATNA? Best Alternative To a Negotiated Agreement “DON’T ACCEPT A WORSE RESOLUTION THAN YOUR BATNA” BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.

11. One Minute (each) = Two Minutes total • Why should you improve you negotiation skills? • What is your BATNA? • What is the style of negotiation that’s most successful? EXERCISE – FIND A PARTNER

12. TIPS ON HOW TO NEGOTIATE SMARTER

13. Words 7% Voice & Tone 38% Body Language 55% Effectiveness of COMMUNICATION

14. PREPARE THE STRUCTURE

15. RESEARCH YOUR POSITION THEIR POSITION

16. PRACTICE MAKES PERFECT

17. ANTICIPATE DECIDE YOUR BREAK EVEN THEIR BREAK EVEN

18. PATIENCE NEVER FEEL RUSHED

19. BE READY TO WALK AWAY

20. IN SUMMARY: TIPS ON HOW TO NEGOTIATE SMARTER • Prepare the structure • Research, your position/their position • Practice makes perfect, rehearse • Anticipate, decide your & their break-even • Patience, never feel rushed • Be ready to walk away

21. TECHNIQUES THAT WORK

22. OPEN AT YOUR MAXIMUM (that you can logically argue)

23. USE SILENCE

24. OFFER BETTER TERMS PAYMENT UPFRONT CASH

25. DON’T GIVE SOMETHING WITHOUT GETTING SOMETHING IN RETURN

26. ASK FOR SOMETHING THAT’S VALUABLE TO YOU BUT DOESN’T COST THEM

27. OFFER SMALL INCENTIVES VERSUS LARGE ONES (offer or ask)

28. TO CLOSE: HOLD BACK A FACT OR POINT HAVE SOMETHING TO OFFER

29. One Minute (each) = Two Minutes total • One current negotiation you face? • What will you do differently? EXERCISE – FIND A PARTNER

30. RESOURCES

31. CONCLUSION TO DEAL OR BARGAIN • Increase your business skills every day • Know your BATNA • “Measure twice, cut once” • Use the 6 tips on how to negotiate smarter • Use the 8 negotiating techniques NEGOTIATING SMARTER ADDS PROFIT!

32. DEVELOP YOUR SKILLS

33.

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37.

38. WHAT IS THE ACTION YOU WILL TAKE?

39. One Minute (each) = Two Minutes total • What were you surprised to learn? • What inspired you? • What one tip or technique will you use from today? EXERCISE – FIND A PARTNER

40.

41. @ JuliaLangkraehr GET IN TOUCH! HELLO@BOLDCLARITY.COM

Successful negotiating by Julia Langkraehr, founder of Bold Clarity

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