The Art of Negotiation

We've all either been there, or are about to be. Negotiating is an art and we want to help you feel prepared walking in, so you can walk out with your head held high.

Transcript

1. “Show me the money!” The Art of Negotiation by Rob Kaufman
2. My Steps for Negotiation ❖ Pre-work ❖ Set Goal ❖ Opening ❖ Fearless Discussion ❖ Closing
3. Insert Self Deprecation Slide Here Who is This Clown? Rob Kaufman @orangewolf http://spkr8.com/s/7218 Founder of Notch8 - An App Development Consultancy since 2007 Co-Founder of LEARN Academy - A Web Development Bootcamp Years of negotiating on teams with customers, clients and bosses Still gets nervous every time he sends an invoice
4. Many Styles of Negotiation ❖ Accommodating ❖ Avoiding ❖ Collaborating ❖ Competing ❖ Compromising
5. We need a volunteer. No, you can not hide Example Time
6. Pre-Work ❖ What scale are we talking about? ❖ Which dimensions are negotiable? ❖ Vacation ❖ Benefits ❖ Money ❖ Who am I negotiating with? ❖ What are my alternatives? ❖ Signing Bonus ❖ Moving Expenses
7. Set A Goal ❖ Why setting a goal is its own step ❖ Start with “In a perfect world, what would I get” ❖ Dream big, but reasonable here ❖ Next figure out what the minimums are ❖ Set your opener smaller than your big dream on the less important parts, closer to it on the more important parts
8. Everyone loves this part Group Participation!
9. Opening ❖ Bold and Direct ❖ But leave room for discussion ❖ Can check with them to confirm they are ready
10. Fearless Discussion ❖ Remember your goals and bottom lines ❖ Make it about you all solving a problem together ❖ Fight VS language ❖ Active Listening ❖ Honesty is easier to remember ❖ Don’t say you’re sorry unless you did something wrong ❖ Everyone gets a parting gift
11. Let’s see what we’ve learned Another Demo
12. Closing ❖ This is a time for repair ❖ Make sure they know about their parting gifts ❖ Remind them how excited/happy/ready you are ❖ Make sure the result is written down
13. It’s almost over! Questions? Rob Kaufman rob@notch8.com http://spkr8.com/s/7218 @orangewolf