1. Answer questions with questions
1.1. A wise mans question contains half the answer
1.1.1. Lessons From Stadium Parking
1.1.1.1. Build your own credibility
1.1.1.1.1. Statements against self interest
1.1.1.1.2. The Liking Effect
1.1.1.2. People make decisions emotionally
1.1.1.2.1. People make decisions based on emotions and then justify it rationally
1.1.1.2.2. People give after they have received
1.1.1.2.3. Try and tap into the emotion
1.1.1.3. Use small yesses to facilitate action
1.1.1.3.1. Create a safety net
1.1.1.3.2. Create options
1.2. Solomon Ibn Gabirol: “A wise man's questions contain half the answer.”
2. Walk Away Price
3. Get the small yes
3.1. Presuasion
3.1.1. Do you consider yourself a helpful person
3.1.2. Would you help me with this survey
4. Probing
4.1. Stop
4.1.1. Dont jump to the bottom line?
4.2. Question
4.2.1. Prepare the questions you want to ask?
4.3. Listen
4.3.1. You have 2 ears and 1 mouth in that proportion for a reason
4.4. What
4.4.1. W
4.4.1.1. What is important
4.4.1.2. What else is important
4.4.1.3. Which is most important?
4.4.1.4. Why? Why is that most imprtant?
4.4.2. H
4.4.2.1. Hypothethical
4.4.3. A
4.4.4. T
4.4.4.1. Tell me more
5. Lessons from the Cereal Killer
5.1. Try not to make the first offer
5.2. Do not accept their first offer
5.2.1. Dont accept it immediatley
5.3. When making offers set higher goals and aim higher (within reason)
5.3.1. Look at the precedents and stretch the boundaries
5.4. Be aware of ranges
5.5. Neither over estimate your weaknesses or underestimate theirs
5.6. Much is lost for the want of asking
5.6.1. The people who ask for more get more
5.7. Other Lessons
5.7.1. Don't negotiate with yourself
5.7.1.1. No matter how crappy the product or how high the price let them tell you - dont negotiate against yourself - ask for the price- let them knock it back
5.7.2. Everything is negotiable
5.7.3. Universal Pricing Formula
5.7.3.1. Work from the value down
5.7.3.2. Rather than the cost up
5.7.3.3. Know both but work from top down
5.7.4. Watch
5.7.4.1. Highest Goal
6. The Law of Trading Fundamentals for Effictive Proposing
6.1. Deflation
6.2. Justification
6.3. Reciprocation
7. Success in Negotiation
7.1. Having a plan and sticking to it
7.2. Have a process
7.3. Let us never negotiate out of fear. But let us never fear to negotiate. JFK
7.4. Since we moved online we are spending less time rapport buiilding and jump straight into business
7.4.1. Good for time management
7.4.2. Not so good for rapport
7.5. What do I want out of the session
7.5.1. Teach my team to negotiate our proposals so that we get best price and our clients get best value
7.5.2. Negotiating with myself so that I follow through on what is best for me
7.5.3. Reaching agreement with the executive team is such a way so that we follow through on what we agree
7.6. Jeff's outcomes
7.6.1. Negotiate more confidently
7.6.2. Achieve more "win win" outcomes
7.6.3. Understand the 3 Ps
7.6.3.1. Prepare
7.6.3.2. Probe
7.6.3.3. Propose
8. There is a time and palce for logic
8.1. Documented proof
8.2. Social proof
8.3. Consequences
8.4. The epliectic study
8.4.1. The specificty of time and place made compliance increase from 55% to 79%
8.4.2. When in the morning I finish brushing my teeth I will take my pills
9. Dollar Bill Game Lessons
9.1. "Win lose" can become "lose lose"
9.1.1. My desire to win can result in a deal going away
9.1.2. Keep an eye on the deadlines
9.1.3. We need to know what a win is for the other side
9.1.4. Lose lose ca
9.2. Understand your alternatives
9.2.1. Who was the real enemy
9.2.1.1. Pit them against each other
9.2.1.2. Set a deadline
9.2.1.3. When the pressure is on we revert to our old habits
9.3. Think Win Win
9.3.1. How do I maximise my return without damaging the relationship
9.3.1.1. Maximise your share and at least satisfy the other side
9.3.2. In order to get what you want help them get what they want
9.3.2.1. Look for a low cost way to satisfy the other side
9.3.3. Build Long Term Relationships
9.4. The Power of Nice
9.4.1. Good negotiation is not only about being nice
9.4.2. Can you exert power to get a better result / outcome for yourself
9.5. The closer and closer you get to a point of agreement the smaller the increments get
9.5.1. A good negotiation results in both parties walking away celebrating becuase they got the best possible deal possible
9.6. Solution to the Dollar Bill Game
9.6.1. Look for points of agreement
9.6.2. Take the ego out of the negotiation
9.6.3. Be Creative
9.6.4. Increase the pie
10. The Three Ps
10.1. Prepare
10.1.1. What are the reasoins why you might not prepare
10.1.1.1. Fear
10.1.1.2. Emergency
10.1.1.3. Surprise
10.1.1.4. Seeking perfection
10.1.1.5. Arrogance that we dont need to prepare
10.1.1.6. Lack of confidence
10.1.1.6.1. Go in there and do my best
10.1.2. PAID
10.1.2.1. Precedents
10.1.2.2. Alternatives
10.1.2.3. Interests
10.1.2.3.1. Its not their position that matters
10.1.2.3.2. Its what their current interest
10.1.2.3.3. Nobody buys drill bits for the sake of having a drill bit. They want to buy holes
10.1.2.3.4. When people tell you what they need dig deeper and find out what they are trying to do
10.1.2.4. Deadline
10.1.2.4.1. What can we do with the deadline to create urgnecy on the other side
10.1.2.4.2. What can we do to relieve the pressure and create more time
10.1.2.4.3. The dealine is an opportunity to leave your finger prints on the negotiation
10.1.2.5. Strengths and Weaknesses
10.1.2.5.1. Most people over estimate their weaknesses and under estimate their strengths
10.1.2.6. Highest Goal Walkaway
10.1.2.6.1. OBO
10.1.2.7. Strategy Team
10.2. Probe
10.2.1. The most effective negotiation tool
10.2.1.1. Listening
10.2.1.2. Asking questions is key to any negotiation
10.3. Propose
11. Lessons from N'EGG'otiation
11.1. Preparation helps probing
11.2. Even without preparation probing can help get a result
11.3. Assuming no deal can create a negative expectation
12. The Numbers Game
12.1. No Time - System
12.1.1. Time - System
12.2. No Time - No System
12.2.1. Time - No System