Ted Leonhardt's Negotiation Tips
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Ted Leonhardt has run design firms, bought them, and sold them. In his SVC workshop, he shares his secrets to win-win negotiation.
Transcript of Ted Leonhardt's Negotiation Tips
Experience reduces anxiety
Get asmuch asyou can
Successfulnegotiatingtechniques
Ask for more
Do your home work
The big moves at begining
Splitting the difference
Be helpful positive & open
Ask questions
Physical exercise
Use silence
Negotiation price range
Avoid insult
Describe your position
Exercise 2Bracelet negotiation
If youdon’t
agree…
Don’tnegotiate
underthreats
You’reatrocious
Don’trespond in
kind
If youdon’t
agree…
Don’tnegotiate
underthreats
You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
Call theirbluff
If youdon’t
agree…
Don’tnegotiate
underthreats
You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
Call theirbluff
Beendlessly
patient
If youdon’t
agree…
Don’tnegotiate
underthreats
You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
Call theirbluff
Beendlessly
patient
If youdon’t
agree…
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
The GAGguide
says…
Call theirbluff
Beendlessly
patientAvoid
answering
If youdon’t
agree…
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
You’reatrocious
Don’trespond in
kind
They’ll dothis project
for half
We mustmove toanotherroom
The GAGguide
says…
Call theirbluff
Beendlessly
patientAvoid
answering
If youdon’t
agree…
Howcould youdo this..
Affirm yourgoal offairness
Don’tnegotiate
underthreats
If youcould justinclude…
Be clearon what’sincluded
CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
AGRESSIVENEGOTIATOR:“the word is,your firm has abad reputationfor …”
CONFUSEDNEGOTIATOR: “I just don’tunderstandwhy thisshould takesix months”
INDECISIVENEGOTIATOR: “I can’tmove aheaduntil I haveconsensus”
AGRESSIVENEGOTIATOR:“the word is,your firm has abad reputationfor …”
EMOTIONALNEGOTIATOR:“I can’t believethat you wouldput me in thisposition
Exercise 3Book negotiation
Strategy
Why now
Presentation logic
Analysis
The show
Drivingforces
Feedback
Gather the facts
Why now
Presentation logic
Analysis
The show
Drivingforces
Feedback
Gather the facts
Why now
Your moment
Presentation logic
Analysis
The show
Drivingforces
Feedback
Gather the facts
Why now
Their moment
Your moment
Presentation logic
Analysis
The show
Drivingforces
Feedback
History
Insights and perspective
Project Feedback
Com
petit
ive m
ix
Curre
nt s
ituat
ion
Stre
ngth
/Wea
knes
ses
Defin
ing
fact
ors
Why
now
Insig
hts
& re
com
men
datio
ns
Exercise 4Comcast AR pitch
