2024 Conference Presentation- Mike Walker

THE COST OF NEGOTIATION Feeling Passionate

WHAT IS NEGOTIATION? How do you relate to this word?

Where did you learn to negotiate?

Why is the topic so broad?

SELF - ANALYSIS LEVEL 1 LEVEL 2 LEVEL 3 LEVEL 4 LEVEL 5

**CERTIFIED**

YOU MAP A NEGOTIATION DISCUSSES NEGOTIATION PROCESS & DISUCSS CONTEXT HAVE PERSUASION TRAINING HAVE TACTICAL TRAINING HAVE CONFLICT TRAINING HAVE DIGITAL COMMUNICATION TRAINING YOU UNDERSTAND THE VARIANCES IN CONTENT (TERMS) YOU UNDERSTAND ANCHORING YOU CAN DETERMINE BATNA YOU USE TRACK YOUR NEGOTIATION

SELF - ANALYSIS LEVEL 1

0-2

LEVEL 2

3-4

LEVEL 3

5-6

LEVEL 4

7-8

LEVEL 5

9-10

TECH START-UP

CONTENT

CONTEXT

THREE (3) THINGS TO IMMEDIATELY IMPROVE YOUR NEGOTIATIONS

1

SET EXPECTATIONS

LEFT BRAIN

RIGHT BRAIN

ROOT CAUSE Upset | Anger | Broken Trust Expectation Not Met

Expectation

Expectation

Poor Result

Behavior

Behavior

CIENT EXPECTATIONS Over 80% of client upsets and complaints can be eliminated by merely bringing attention to the "things" that can go wrong in advance to them happening.

2

TEST CRITICAL SITUATIONS

EXAMPLE

PURCHASE OFFER

EXAMPLE INSPECTION

2

TRACK YOUR NEGOTIATION

MAPPING A NEGOTIATION 35%

INFORMATION

15%

OUTSIDE FACTORS

30%

DELIVERY

20%

TERM OPTIONS

T.R.A.P.

METHOD OF NEGOTIATION TERMS

REVISE

ANCHOR

PERSUADE

Taking into consideration that most real estate negotiations lack the time needed to "master plan" an approach. This method allows the negotiator to make meaningful adjustments and still act quickly!

TERMS

This should be done FIRST! This is your clients best or dream package and it should include all terms that they desire to achieve, prior to any investigation into the opponent or counterparts needs, desires or hard-liners.

REVISE

This has TWO PARTS! #1 - This involves the investigation of our counterpart or opponent.

Discovering their needs, desires and primary terms. #2 - This will cause the negotiator to revise the initial goal package and possibly create 1-2 variations of an offer.

ANCHOR

This is the logical data and information that will be used to help argue the position of your client's offer and will ultimately play a role in the strength of their position.

PERSUADE

Time to persuade or attempt to influence the human being on the other side.

This includes how your communication will be delivered, items of exchange and how you are presenting the argument of your position.

CHOOSE ONE: BUYER SELLER

T.R.A.P.

NEGOTIATION ROADMAP **CLIENT'S VERSION**

TERMS

REVISE

ANCHOR

PERSUADE

YOUR IDEAL AGREEMENT TERMS

THE OPPONENTS IDEAL AGREEMENT TERMS

LOGICAL DATA OR EVIDENCE

DELIVERY METHOD

PERSUASIVE ITEMS

REVISED TERMS EXCHANGES TO MAKE

THANK YOU

MIKE WALKER

Mike@MikeWalkerTraining.com @theCoachMike_