Ninja Selling

Negotiation Skills Webinar

with

Larry Kendall

  1. Negotiation is a key skill.
  1. Real estate is unique.
  1. Five Negotiating Points in a Real Estate Contract:

1.

2.

3.

4.

5.

  1. Ninja Negotiating Philosophy
  • ______versus “winning”
  • ______
  • Process/decisions

The right process builds a platform for ______and ______.

  1. 4 Negotiation Dynamics
  • ______
  • ______
  • ______
  • ______
  1. 3 Negotiation “Games”
  • ______
  • ______
  • ______
  1. Your “Pre-Game”
  1. Personalities
  • ______
  • ______
  • ______
  • ______
  1. Patterns of Success
  1. Quality of Communication

_____% Words

_____% Pitch, Tone, Tempo

_____% Body Language

  1. 3 Rules of Powerful Communications

______is better than telling.

______is better than telling.

It matters ______.

  1. Decision Strategies
  • Toward:
  • From:
  1. 15 Negotiation Skills:

Skill #1: ______

Skill#2: ______

Skill#3: ______

Skill#4: ______

Skill#5: ______

Skill#6: ______

Skill#7: ______

Skill#8: ______

Skill#9: ______

Skill#10: ______

Skill#11: ______

Skill#12: ______

Skill#13: ______

Skill#14: ______

Skill#15: ______

  1. Practice

“What Game Are We In?”

(Your first question when you enter a negotiation.)

Soft (Collaborative)Hard (Competitive)_

Participants are friendlyParticipants are adversaries

The goal is agreementThe goal is victory

Expectation: Short & SweetExpectation: Long and Hard

Greatest Fear: Losing the dealGreatest Fear: Not getting every possible concession from other party

Make concessions to cultivateDemand concessions as a condition the relationship of the relationship

Equity Sensitive (give and take)Perceives any giving or concession as a sign of weakness

Be soft on the people and the problemBe hard on the problem and the people

Trust othersDistrust others

Belief in abundance Belief in scarcity

Change your position easily (be flexible)Dig into your position (be rigid)

Make offers Make threats

Disclose your bottom line (your goals)Mislead as to your bottom line (your goals)

Accept one-sided losses to reach agreementDemand one-sided gains as the price of agreement

Insist on agreementInsist on your position

Try to avoid a contest of willTry to win a contest of will

Yield to pressureApply pressure

Source: Getting to Yes, Negotiating Agreement without Giving In,

by Roger Fisher and William Ury

Favorite Books on Negotiation

1. Getting To Yes, Negotiating Agreement Without Giving In,by Roger Fisher

and William Ury.

2. Getting Past No, by Roger Fisher and William Ury.

3. Create a Great Deal, The Art of Real Estate Negotiating, by Tim Burrell

4. Winning Through Intimidation, by Robert Ringer

5. You Can Negotiate Anything, by Herb Cohen

6. Friendly Persuasion, My life As a Negotiator by Bob Woolf

7. Influencing With Integrity, Management Skills For Communication And

Negotiation,by Genie Z. Laborde

8. You Can Get Anything You Want, But You Have To Do More Than Ask,

by Roger Dawson

9. You Are The Message, Getting What You Want By Being Who You Are,

by Roger Ailes

10. The Closers, by Ben Gay III

11. Managing The Equity Factor, . . . or, "After All I've Done for You . . ",

byRichard C. Huseman, PH.D. and John D. Hatfield, PH.D.

12. High Probablity Selling, Selling Without Pain, byJacques Werth and

Nicholas E. Ruben

13. Secrets of Question Based Selling, by Thomas A. Freese