The Secrets of Successful

Negotiation “Click” with any client and

close more deals

Coach Jackie Leavenworth

Brought to you by:

Deb Helleren&

Mel McMurrin

Coach Jackie Leavenworth● Taught in 48 States

● International Speaker Trainer

● ABR, CBR, CRS, GRI, SFR

● Certified, Senior CRS Instructor

● Licensed over 30 years

5

Step 1 in any negotiation

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Jack

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5 “Click” Accelerators

◉Vulnerability

◉Proximity

◉Resonance

◉Similarity

◉Safe place

2

“Match Game”

55%

38%

7%

Negotiation Involves Communication

4

POSSIBILITIES ARE

ENDLESS

The best negotiators

watch for the signals

4

FreeDigitalPhotos.net Photo by jennythip.

BEHAVIORAL SIGNALS

DISC Behavioral Styles

C D

S IPole!

Behavioral Styles…Natural or Adaptive?

THINK JOHNNY CARSON

TonyRobbins.com FREE AssessmentKnow ThySelf

Try a Business & Personal assessment

FreeDigitalPhotos.net Photo by jennythip.

IDENTIFY OTHERS’ BEHAVIORAL STYLES

C D

S I

Details, $ & Deadlines

Family, Friends & Fun

Outgoing Fast Paced

Reserved Slow Paced

DISC CAN IMPACT

NEGOTIATE STYLE

3 Possible Outcomes

Win Win

Lose Win

Lose Lose

C D

S I

Higher Self Interest

More Cooperative

Active Initiator

s

Passive Responders

Win Lose

Win WinLose Win

Lose Lose

C - Cautious Avoider

Lose Prize and

Relationship to Save

Face

D -Dominant

Competitor

Win Prize over

Relationship

S - Sensitive Accommodator Lose Prize to

Save Relationship

I - Influencing Collaborator

Win Prize and Relationship

Higher Self Interest

More Cooperative

Active Initiators

Passive Initiators

The One Minute Negotiator

ByDon Hutson & George Lucas

C

They need enough

information to not make a

mistake

D

Get to the Point

Let them feel in control

They will test your guts!

S

Keep the peace

I Keep them engaged

They move on quickly

Negotiation Tips

CAN WE REALLY CLICK

WITH EVERYONE?

Jackie’s Graph

____________________________________________________

20

15

10

5

D I S C

Jackie’s Daughter’s Graph

Patty

Jackie

D C I S

DIVERSITY MAKES THE WORLD GO ROUND

When You Can’t Build the Click

26

X

www.CoachJackie.com @CoachJackieL

“Coach Jackie”

Leavenworth

Learn to Control the Process, but NOT the People

Thank YOU!!!

$40 eachwww.coachjackie.com/product

Question & Answer

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section of theGoToWebinarcontrol panelon the right.

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