The Art of Negotiation Brad Dawson, LTV Dynamics

The Art of Negotiation

Brad Dawson, LTV Dynamics

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Learning Objectives

In this session you will:

1.Learn the art of empathetic listening;2.Find out the power that comes from “doing nothing”;3.Uncover the fallacies of negotiating from the “single objective” perspective; and4.Realize that emotions are your worst enemy.

Are You An Effective Negotiator?

Current Condition

Most airforwarders learn negotiation through trial and

error

Current Condition

Negotiation is a basic component in every

aspect of your business

Current Condition

A good negotiation session ends “when the deal is done and both parties are a little disappointed”

#1 Anatomy of a Deal

What constitutes a good deal?

#1 Anatomy of a Deal

Inexperienced airforwarders fall victim to “get the deal at any price”

syndrome

#1 Anatomy of a Deal

What about the attributes of: time frame, delivery dates, quality control, ease of overcoming international

restrictions and, of course, pricing

#1 Anatomy of a Deal

Do you have a counter-proposal?

#2 Test Drive the Deal

Sometimes you just don’t know what constitutes a good deal

#2 Test Drive the Deal

You can ask other people or seek

guidance through AfA

#2 Test Drive the Deal

Another alternative is to test drive a deal

#2 Test Drive the Deal

Google it

#2 Test Drive the Deal

Test to gain knowledge

#2 Test Drive the Deal

Begin again – this time with sufficient information

#3 The Art of Listening

Sometimes negotiations just break down

#3 The Art of Listening

You can try the art of empathetic negotiation where you place yourself in the other party’s positions

#3 The Art of Listening

An effective ploy for employee compensation discussions

#3 The Art of Listening

Realize it is not always about money. The focus could be on

skill enhancement or career development

#3 The Art of Listening

Putting yourself in the other person’s shoes can sometimes help resolve an impasse

#4 The Art of Silence

Actions speak louder than words. Facial expressions, where

you sit and hand gestures all have an

impact

#4 The Art of Silence

Silence is a powerful bargaining tool

#4 The Art of Silence

Weak negotiators feel the need to fill the silence void

#4 The Art of Silence

And ….. In the process give up their

negotiating position

#5 The Art of Walking Away

Another tactic is to walk away –

effectively sending the message that

you are killing the deal

#5 The Art of Walking Away

An effective way to deal with contractors

#5 The Art of Walking Away

The power of action – not words – can

make all the difference

#6 No Decision is a Decision

Your negotiations may stall – stretching

out the time associated with a

decision

#6 No Decision is a Decision

Now might be a good time for “fear selling”

#6 No Decision is a Decision

Can you quantify the impact of the status quo?

#7 Emotion is the Enemy

Emotional people make instinctive and irrational

decisions

#7 Emotion is the Enemy

Move from adversarial to cooperative

state

#7 Emotion is the Enemy

Use a “cooling off” period to reflect and gather facts before making a commitment

Final Thought

Negotiation is an art form where two skilled strategists work to

find common group where both can claim victory

Upcoming Sessions

March 18th – “Effective Selling”

April 15th – “Cash is King”

May 20th – “A Purpose Driven Business”

Thank You!

Contact Information:

Brad Dawson

LTV Dynamics

703-753-2886

BLDawson@LTVdynamics.com