Chemical Entrepreneurship #8 - Bend Minds With Your Bare ... · ACS members who attend 7 out of 9 sessions get a Certificate of Completion. 10 Upcoming ACS Webinars ® Contact ACS

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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

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Stay tuned for your chance to win!

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“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

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“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.

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Earn a Certificate for this Series!

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www.acswebinars.org/certificate-of-completion

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Acknowledgement:

The 2013 Chemical Entrepreneurship Series is

co-produced by UC San Diego von Liebig

Entrepreneurism Center.

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

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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

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



BEND MINDS

WITH YOUR

BARE HANDS

Neil Senturia

Blackbird Ventures, CEO

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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

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POWER – WHO HAS IT



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• Home Federal - $89M

• Parking Palace

• Hilton Hotel


INFORMATION

• Listen

• Verbal cues

• Visual cues

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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)

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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

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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)

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THE BLONDE NEGOTIATION

• Unresponsive

• Unrealistic

• Unreasonable


THE LOCKHEED NEGOTIATION

• You can win with deuces (sometimes)

• A line in the sand

• They needed the software

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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

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DRAW A LINE IN THE SAND

Mohomine-Kofax

• When

• Where

• How deep


LIKE I SAID, EVERYTHING

IS NEGOTIABLE

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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

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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

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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

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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.”

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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

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“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

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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

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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

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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”

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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)

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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

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PERSUASION

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

– General William Westmoreland


IMPLIED THREAT OF

CONSEQUENCES

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IMPLIED THREAT OF

CONSEQUENCES


FOUR ACES ALWAYS WIN

• Hard to negotiate for oneself

• That’s why there are agents

• Studied indifference

• Bluffing

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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

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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.

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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

v.

• Make my day,

call my bluff

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WAR IS JUST ANOTHER

WORD FOR NEGOTIATION


WAR IS JUST ANOTHER

WORD FOR NEGOTIATION

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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

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THE DEAL IS NEVER DONE

• Never

• Ever

• Even when it’s done it’s never done



Brittany Syz



70

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“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.

71


®


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

Entrepreneurship Series is…

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[email protected] for ONLY THE RECORDED presentations that

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because your attendance is confirmed automatically.

“Negotiation”




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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.

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

®


How has ACS Webinars benefited you?

Be a featured fan on an upcoming webinar! Write to us @ [email protected]

Fan of the Week

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“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

®



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Brittany Syz



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Chemical Entrepreneurship #8 - Bend Minds With Your Bare ... · ACS members who attend 7 out of 9 sessions get a Certificate of Completion. 10 Upcoming ACS Webinars ® Contact ACS