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Making a Connection
Making a Connection
Overcoming Fear
Nikita Khrushchev
My Sales Philosophy
When you are skinning your customers,
you should leave some skin on,
to grow again
so you can skin them again.
Making a Connection
Showing Respect
Showing Respect
Showing Respect
Making a Connection
Making a Connection
Concept Summary:
1. ABC.Always Be Charming.
1. Show respect and build trust.
1. They are not trying to skin you.
1. The relationship is the most important
thing.
Sales 100
Cost of
Goods 90
Profit 10
Concerted
Efforts on
Negotiation
Cost of
Goods 85
Profit 20
$215,000
$235,000
Buyer
Seller
Bargaining
Area
$250,000
Exercise
1
dissatisfied
10 = extremely happy
10
extremely
happy
evil.
A)
B)
Bargaining power
Aspiration level
Skill of the negotiator
High Aspirations
higher awards.
their aspirations.
High Aspirations
tends to be a waste
Wifes shoes
Selling up harder than selling down
Pick your clothes dryer
High Aspirations
sense of confidence.
Exercise
back.
PRICE
COST
VALUE
The Power of No
NO Induces Trauma
Develop a positive NO.
Being ready, willing, and able to say no
The Power of No
BATNA?
Confidence soars
Identify alternatives so you will feel able
to say no.
The Power of No
A lot of problems in the world are caused by a person who
said yes when they should have said no.
Southwest Airlines: The King of No!
No
No
No
No
No
No
No
food
choice of planes
assigned seats
extra baggage
first class
shared reservation system
expensive equipment
The Power of No
The Power of No
Concept Summary
1. No is the key to success.
2. Practice your no!
3. Slow down
1. Hmmmm.
Win/win
Win/Win
Listen First
Are you projecting?--Listen for something
unexpected.
Win/win
Concept Summary:
1. Win/win is an attitude.
1. Listen!!
1. The goal is to increase the value for both
Thank You
I appreciate your time and attention.
Please keep in touch.
Andrew Urich
405.744.8619
www.andrewurich.com
aurich@okstate.edu
References
Ailes, Roger. You Are the Message. New York. Doubleday, 1988.
Bazerman, Max H. Smart Money Decisions, Wiley & Sons, 1999
Cialdini, Robert B. Influence: The Psychology of Persuasion, Harper Collins, 2007
Cohen, Herb. You Can Negotiate Anything. Secaucus, N.J.: Lyle Stuart, 1980
Covey, Stephen R. The 7 Habits of Highly Effective People. New York: Simon &
Schuster, 1989.
Dayton, Doug. Selling Microsoft. Holbrook, MA., Adams Media Corporation, 1997.
Fisher, Roger and William Ury. Getting to Yes. New York: Viking Penguin, Inc.,
1981.
Forsyth, Patrick. The Negotiator's Pocketbook. London: Alresford Press Ltd., 1993.
Johnson, Spencer. The One Minute Sales Person. William Morrow, N.Y, 1984.
Karrass, Chester L. Give and Take. New York: Harper Collins, 1993.
Karrass, Chester L. The Negotiating Game. New York: Harper Collins, 1992.
Koch, Charles G., The Science of Success, Wiley & Sons, 2007.
Kozicki, Stephen. The Creative Negotiator. Pyrmont, Australia: Gower, 1993.
Lewicki, Roy J., et.al. Negotiation. 2nd Edition., Irwin, 1994.
Lewicki, Roy J., et. Al. Essential of Negotiation, 4th Ed. McGraw Hill, 2007
Nierenberg, Gerald 1. The Art of Negotiating. New York: Barnes & Noble, 1995.
Paul, Richard. Critical Thinking. Santa Rosa, CA: Foundation for Critical Thinking,
1993.
Schoonmaker, Alan N. Negotiate to Win: Gaining the Psychological Edge.
Englewood Cliffs, N.J.: Prentice Hall, 1989.