1. Week 13 The art of Powerful Negotiation

2. Step #1: Gain rapport with the other person
BE REAL!!!!
This is the foundation, build real TRUST, trust reduces resistance
Use InterestED vs. InterestING questions
Relate. People like people like themselves, find commonality
3 tools for communication. Words, Tonality, and Body language.
Choose to be a master communicator
YOU MUST SMILE!!! 90% more trusted
Don’t ask about what they know. They will get defensive. BB
Don’t cross arms. Look up. No Low talker, no monotone. Fast or slow. Speed , volume and clarity. Must elicit emotion. How often do you here WHAT? Words have little to do with communication, its about how we express them. Body 50-60, tonality= 30 and words = 10% PE

3. 6 Keys to building rapport
1. Be Organized 2. Be Passionate 3. Be Engaging 4. Be Natural 5. Understand your audience 6. Practice

4. Step #2: Elicit the other Person's Outcome. What THEY Want!
What is important to them? ASK THEM
How does it (you) help them?
Determine what their values are! Example: time, money, health, future security
Help them say what they want
Pay attention! People always give their needs in descending order

5. Step #3: Give the other person a specific directive, call to action
Getting them to commit
Link what you have to their wants/needs and give a directive, a close, and a call to action
MAKE SURE your desires fit with their wants
Get them to express more objections, then add more value

6. Step #4: Give the other person more Information, Detail, Value
Establish more value
Handle objections
Eliminate and find FEAR of action!
OPERATE IN THE DIRECTION OF THE OBJECTION. Be real
Answer the question that people don’t want to ask.

7. Step #5: Give the other person the directive in another way, Give another Call to Action
Change strategy until you get what you want
Use a different route to get to end result

8. Step #6: Final Step
Repeat steps 4 and 5 until end result is accomplished!

9. Final Key Points Key points in any sales, persuasion, and/or influence
Persuasion is inspiration NOT manipulation. People know the difference, be sincere and be real!
Keep emotions out
There is no failure only FEEDBACK. Not going for it can only hurt both parties.
Change strategies until you get what you want
Know your desired outcome, move in that direction
Very important** small agreements lead to larger agreements. have ability to move up the ladder
The yes-yes question. Give more data to eliminate that . Personal power- the ability to take action. By not going for more it is a reflection of your personal weakness.