NEGOTIATION MASTERCLASS SLIDES MAY 2024.pdf

Slides negotiating training

1. Martin Richardson | Ready Set Recruit Legal
On My Terms
Negotiate For Results.

2. Confidence
Results
WHAT GREAT
NEGOTIATORS
KNOW
DEALING WITH
CLIENT
OBJECTIONS
‘IN THE ROOM’
YOU =
NEGOTIATOR
TODAY’S
SESSION

3. About me…
•24 years as a business lawyer.
•12 years ‘in-business’
legal experience.
•I believe that being curious
creates positive energy that gets
results for my clients.

4. How confident are you in your ability
to communicate to get what you
want?
Q:

5. What word do think of when you
hear the word negotiation?
Q:

6. What do you feel when you hear
the word negotiation?
Q:

7. What are you paid to do?
By Sirius?
By Clients?
Q:

8. YOU ARE A
NEGOTIATOR!

9. Consider all the meetings, emails, and phone calls in the
last week. 50% + of your time is negotiating with clients,
candidates, contractors/temps and colleagues!
Negotiation is at the
core of your role

10. What happens if
we neglect our
role as a
negotiator?
We do what’s
comfortable
•We miss opportunities
•We rely on intuition and make
assumptions
•We give in when we should trade
•We let emotions take over

11. The Elbow test
Exercise:

12. Work on the hard things that are uncomfortable
Want great results?
•Ask for things they don’t want to give
•Say no to demands
•Be prepared for friction and tension
•Listen more than you speak!

13. WHAT GREAT
NEGOTIATORS
KNOW

14. 1. Prepare
→ The #1 overlooked activity
⚬Concessions v trade-offs. Know the difference.
⚬You can prepare for every discussion. It doesn’t
have to be a complex negotiation.
•Sell through curiosity – what’s important to
the client?

15. 2. Know Your Value
⚬Sell your thinking and
sell your process.
⚬Don’t sell what you ‘do’.
⚬Are they relevant
to the client or
candidate?⚬What are your
differentiators?
Discounting is a
quality signal.
→ It all starts with belief in your value...

16. What are your differentiators?
Exercise:

17. 3. Know Value v Price
⚬Don’t sell on
opportunity –
call the bluff.⚬People buy when
value exceeds price –
re-visit your
differentiators⚬Provide options
to gauge what’s
important.
→ Price is what you pay. Value is what you get...

18. 4. Listen
→ Amateurs prescribe. Experts diagnose...
⚬Your clients need
to feel heard,
listened to and
respected. ⚬Active listening is
a skill... do the
reps.⚬You need to slow it
down.

19. 5. Weakness needn’t be fatal
→ You may be more expensive...
⚬You must also
consider what you
are ‘buying’.⚬Don’t talk yourself into it!
And get ahead of it (we’ll
come back to this). ⚬What other options do
you have? Strategise the
value of your entire
desk/division and
pipeline.

20. 5. Weakness needn’t be fatal contd...
→ Expensive? But compared to what...
⚬Distinguish price
based on client
commitment
required (or not
required).⚬How did your competitor
come up with the price? ⚬Don't be afraid to
acknowledge the client’s
comparison head-on.
Challenge with respect.

21. OBJECTIONS

22. What are some common
objections when doing BD or
negotiating with clients?
Exercise:

23. Cost
(Price)
Competition
(Preference)
Common Client Objections...
→ Let’s look at our list – how many can we group under the following headings?*
Credibility
(Performance)* Check out Chapter 7 of Sophie Robertson’s great book ‘Secrets To Running A Lucrative Temp Desk’

24. Take it or leave it
Can you name an
example?
Other objections 1

25. It’s not the right time
The economy will
always be an
issue!
Other objections
2

26. It’s not up to me
Can you name 5
functions you might
be dealing with?
Other objections
3

27. List all the terrible things you
can say about lawyers
Exercise:

28. List all the terrible things a
prospective client could say or
think about you!
Exercise:

29. If you can get ahead
of negative
emotions
You can diffuse
them quickly. And
you will build trust
Address the negatives and build credibility

30. ‘In The Room’ Results

31. The last 3
words
Shows you’re listening
and the next response
will reveal more
Silence matters
Always stay silent after a
mirror. You want them to
respond
Mirroring & Silence
→ We fear what’s different – and we’re drawn to what’s similar
‘I’m sorry’
Use to buy time, reveal
strategy,
create empathy
* Never Split the Difference – Chris Voss

32. •Would you disagree that X? (Do you
agree...? Would you like to...?)
•Is now a bad time to talk? (Is it a good
time to talk?)
•Would it be impossible to agree to
work with us? Would you consider
using us?
•Are you against locating the best
candidates? (Would you like the best
candidates?)
When No Means Yes
We’re taught to chase yes. But yes creates anxiety, which
slows down decision-making.
We also get decision fatigue. And so do clients.
Yes is a commitment trap. We like to hear it, not say it.
No gives control to the other person.
The right question makes a no become your yes.

33. •What about this is important to you?
•It sounds like, seems like, looks like?
•How can we solve this problem?
•What’s your objective?
Conversational Questions
Ask questions that start with how and
what
•What are you comparing our price and service to?
•What is the result you want?
•What’s your biggest problem right now?
•What could they [incumbent] do better?

34. Time Out
Diffuse and allow
time to think
Call It Out
You can always
call out aggressive
behaviour with ‘It
seems like...’
Difficult Negotiators
→ Difficult people require patience, not concessions.
Ask Why
‘How did you get
to that price?’
Appeal To
Interests
Re-direct to why
you’re there and
value of working
with you

35. Now what comes to mind
when you hear the word
negotiation?
Q:

36. Role play
Exercise:

37. Go into client and candidate negotiations confidently and deliver
results you’re proud of!
Remember - recruiting, like life, is negotiation.
Congratulations!

38. QUESTIONS?