jackie leavenworth the secrets of successful negotiation, "click" with any clients &...
TRANSCRIPT
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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w.C
oach
Jack
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om /
@Co
achJ
acki
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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!!!
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