Chemical Entrepreneurship #8 - Bend Minds With Your Bare ... · ACS members who attend 7 out of 9...

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Thursday, September 26, 2013

Disappearance of the Y Chromosome

Dr. Darren Griffen, Professor of Genetics, University of Kent

Dr. Bill Courtney, Chef/Owner of Cheese-ology Macaroni & Cheese

Thursday, October 3, 2013

Tragic Chemical Accidents:

Tales, Investigations, and Lessons Learned

Dr. Mary Beth Mulcahy, Investigator, US Chemical Safety Board

Dr. David Harwell, Assistant Director, ACS Careers

Stay tuned for your chance to win!

“Success, failure, joy, pain and rejection. Neil

Senturia shares the ups and downs of his

entrepreneurial life and the lessons-rules-that

he’s learned and how they apply to all of our lives.

The book reads like Neil talks (with the occasional

four letter word!). Be prepared for a humorous

and insightful read.”

www.imthereforyoubaby.com

“Everyone today must think like an entrepreneur whether it’s in your own

business, a large corporation or a nonprofit organization.”

Final Session!

Thursday, October 17, 2013 @ 2PM EDT

Learning how to develop the next big start-up has never been so entertaining!

ACS members who attend 7 out of 9 sessions get a Certificate of Completion.

Earn a Certificate for this Series!

www.acswebinars.org/certificate-of-completion

Acknowledgement:

The 2013 Chemical Entrepreneurship Series is

co-produced by UC San Diego von Liebig

Entrepreneurism Center.

http://www.jacobsschool.ucsd.edu/vonliebig

2013 Chemical Entrepreneurship Series

Bend Minds With Your Bare Hands: Barbara’s Perspective on Negotiation

Brittany Syz

General Counsel, Oberon Fuels Barbara Bry

COO, Blackbird Ventures

Co-produced with UC San Diego’s von Liebig Center

BEND MINDS

WITH YOUR

BARE HANDS

Neil Senturia

Blackbird Ventures, CEO

September 19, 2013 Negotiation by Neil Senturia 15

Airline Security –

or where’s your passport

• Ken Blanchard

• Dan Brown

Cheese Shop

EVERYTHING IS NEGOTIABLE

YOUR LEVERAGE IS

ALWAYS CHANGING

• Power

• Information

• Time

POWER – WHO HAS IT

• Home Federal - $89M

• Parking Palace

• Hilton Hotel

INFORMATION

• Listen

• Verbal cues

• Visual cues

TIME IS MALLEABLE

AND ADJUSTABLE

• Buying a car

• Buying a house

• T.M. Cobb

• Bill Jordan

A FUNDAMENTAL PREMISE

“People act in their own (perceived) best interest.”

– Daniel Kahneman

(Nobel Prize in Economics)

HARBOR DRIVE

• What is the motivation?

• How does one define oneself?

• Know when to shut up!

CLASSIC PRINCIPLES*

• Invest time

• Provide a basis for comparison

• Move from your opening position in decreasing increments

• Provide options for the outcome

* Herb Cohen

PRIORITIES OR

QUID PRO QUO

• Must have – each person has to get something

• Would like – but it doesn't have to be equal

• Open for trading

THE BARREL THEORY

OF NEGOTIATION

• Place opponent over a barrel

• Get him to look down

• (refer to Kahneman)

THE BLONDE NEGOTIATION

• Unresponsive

• Unrealistic

• Unreasonable

THE LOCKHEED NEGOTIATION

• You can win with deuces (sometimes)

• A line in the sand

• They needed the software

DEEP THOUGHTS

• "The single most powerful tool for winning a negotiation is the ability to get up and walk away from the table without a deal“ – Anonymous

• “In business, you don't get what you deserve, you get what you negotiate” – Chester L. Karrass

PERCEPTION IS REALITY (don’t ever let them see you sweat)

Atcom-Cais

• Play to their weakness

• Play to their ego

• Don’t be afraid to add a few zeros

DRAW A LINE IN THE SAND

Mohomine-Kofax

• When

• Where

• How deep

LIKE I SAID, EVERYTHING

IS NEGOTIABLE

LIKE I SAID, EVERYTHING

IS NEGOTIABLE

NEGOTIATION IS A GAME

(play to win)

• Let’s negotiate = Let’s talk

• Control the agenda

• Things matter … care deeply… but not too deeply

IS IT WORTH THE EFFORT

• A sweater at Nordstrom's vs. new car

• Just for fun

HOW DO YOU MAKE A JEWISH

BUSINESS MAN CRAZY

• Give him his price

• Leave something on the table – the busboy needs a job also

DEEP THOUGHTS

• "Ever negotiate with lawyers at a huge company? If they saw you drowning 100 feet from the shore, they'd throw you a 51-foot rope and say they went more than halfway." – Paul Somerson

• “The first principle of contract negotiation is don't remind them of what you did in the past; tell them what you're going to do in the future.” – Stan Musial

GOLDEN RULES

• Build trust

• Gain commitment

• Manage opposition

ARCHIMEDES RULES

“Give me a lever long enough and a place to stand, and I will move the world.”

SENTURIA RULES

“You pick the price, I’ll pick the terms.”

LISTEN – WHICH IS JUST ANOTHER WAY OF TALKING

• “Does that work for you?”

• “Let me say it back to you just to make sure I got it right.”

• “Correct me if I’m wrong…”

I’M FROM THE IRS

AND I’M HERE TO HELP

• I want to meet your needs

• What is perfect for you

• What the hell do you really want

“CAN YOU HELP ME

OUT A LITTLE HERE”

• OK to ask for help

• What’s the worst that can happen

• Your life won’t end

• Too quick is risky – except when it’s not

THE TWENTY DOLLAR

BILL PROBLEM

• Be careful what you wish for you may get it

• Watch out for quick sand

NO ONE BENDS

OVER FOR NICKELS

WHAT’S THEIR MOTIVATION

TO SCREW YOU

• I only work here

• It’s not my money

• I’m leaving at 5pm

WHO IS THE

ULTIMATE DECISION MAKER

• I have to check with the board

• The buck stops here or plausible deniability

• Should the head guy stay out of the way?

THE TELEPHONE IS A

BLUNT INSTRUMENT

• You can you kill yourself with it

• If you’re going to commit suicide do it in person

IT STARTS WHEN YOU WALK IN

(there are no do-overs)

• Who’s in charge

• Where do you sit

• Body language

• Charm is a powerful tool

BEING CHARMING IS AN

ART FORM NOT A SCIENCE

• Studied “randomness” – (traffic story in the middle of a discussion)

• Human – Fallible

• Humorous

• “Just like you”

AW SHUCKS (we just got indoor plumbing last year)

• Pause

• Bumble stumble

• OK to be dense

• Play dumb

• Always another option

TWO SCHOOLS OF THOUGHT

• The first person to speak loses

• The first person to speak can control the agenda (silence isn’t always golden)

WHO DOES THE TALKING

• Moses and Aaron

• Take a sidekick

• Lone Ranger & Tonto

• Batman & Robin

• Johnny Carson & Ed McMahon

• Dean Martin & Jerry Lewis

THE FACTS – WHO CARES

• Style can be more significant than substance

• Yellow journalism

• Realistically analyze the other person’s position

• You care

PERSUASION

“If you have ‘em by the balls – their hearts and minds will follow.”

– General William Westmoreland

IMPLIED THREAT OF

CONSEQUENCES

IMPLIED THREAT OF

CONSEQUENCES

FOUR ACES ALWAYS WIN

• Hard to negotiate for oneself

• That’s why there are agents

• Studied indifference

• Bluffing

WIN, WIN

• An OK strategy as long as I win more

• Fair is not the same as equal

• Embrace uncertainty

DEEP THOUGHTS

• My father said: "You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals." – J. Paul Getty

• "If women ran the world we wouldn't have wars, just intense negotiations every 28 days.“ – Robin Williams

PYRRHIC VICTORY

• Scorched earth

• A bitter legacy

• The wheel is

always spinning

YOU WILL NEVER EAT LUNCH

IN THIS TOWN AGAIN … (but you will meet the same waiter repeatedly)

• Damn, imagine seeing you here

• Never burn a bridge unless you are in a foreign country that is not recognized by the united nations.

BUYING THE BUSINESS

• His wife wants to dance

• He wants to invent

• They needed to finish grieving

EVERYONE’S FAVORITE

– THE DIVORCE

• Soviet Style

Negotiation

• Make my day,

call my bluff

WAR IS JUST ANOTHER

WORD FOR NEGOTIATION

WAR IS JUST ANOTHER

WORD FOR NEGOTIATION

KNOW WHEN TO SAY YES

• You don’t always get a second bite at the apple

• Shrink Story about the two ottomans

• The road to yes is rutted

NO DOES NOT MEAN NEVER

• It just means not now

THE DEAL IS NEVER DONE

• Never

• Ever

• Even when it’s done it’s never done

Brittany Syz

“Everyone today must think like an entrepreneur whether it’s in your own

business, a large corporation or a nonprofit organization.”

Final Session!

Thursday, October 17, 2013 @ 2PM EDT

Learning how to develop the next big start-up has never been so entertaining!

ACS members who attend 7 out of 9 sessions get a Certificate of Completion.

The keyword to verify attendance for the 8th installment of the 2013 Chemical

Entrepreneurship Series is…

Please note you will need to provide the keyword via email to

acswebinars@acs.org for ONLY THE RECORDED presentations that

you watch. If you tune in LIVE we do not need a keyword confirmation

because your attendance is confirmed automatically.

“Negotiation”

Like our ACS Webinars ® Facebook page

for your chance to win!!!

Earn a Certificate for this Series!

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Acknowledgement:

The 2013 Chemical Entrepreneurship Series is

co-produced by UC San Diego von Liebig

Entrepreneurism Center.

http://www.jacobsschool.ucsd.edu/vonliebig

How has ACS Webinars benefited you?

Be a featured fan on an upcoming webinar! Write to us @ acswebinars@acs.org

Fan of the Week

“Introducing me to ideas and people outside

my regular circle. I appreciate the broader

viewpoints from senior leaders which

increases the breadth of my perspective.

There is always more to know and I am

grateful for the diversity of this venue.”

Erinn Parnell,

Ph.D. Candidate at UC Irvine

Stay Connected…

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Brittany Syz

If you enjoyed this ACS Webinar today…

please support the program!

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ACS Webinars ® does not endorse any

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Chemical Entrepreneurship #8 - Bend Minds With Your Bare ... · ACS members who attend 7 out of 9...

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