How To Negotiate
Now, let's talk about the outcome. How, exactly, are you going to be making people buy into your outcome? Well, the outcome is a negotiation. Always, always, always is. And, in order to achieve an outcome, you have to figure out what the elements are that go into the negotiation. And, we're going to be doing this live, with an audience member, in just a moment, but I'm gonna take you through this first. So, the workbook has an exceptionally, incredible, valuable portion that I will be showing you, right now, and it's called a negotiation prep sheet. And, it contains all the different elements that you need to have that go into preparing for a negotiation. The first thing is, setting an intention. We do this, here, at Creative Live. Before we go live, we come together, as a team, and we set an intention, which I love. But, what is that intention? Is the intention monetary, is it emotional? There's so many intentions that can be set. Is it about having fun? Is it about success, is it abo...
ut winning? So, you know, so many different ways to go. A key element in negotiations are must haves and negotiables. When I know what I cannot budge on, and when I know what I'm willing to be flexible with, then the negotiation is easy. Negotiations, only then difficult, when I go in and I expect that I'm going to get more money, more time, more free time, you know, more, and more, and more, and more. Because it's only me asking for stuff, but that's not me giving anything in return. So, in negotiation, if you dare nothing, and then when the day is over, nothing is all you will have gained. Nothing, leads to nothing. So, the worst thing that can happen to you when you go into a negotiation, is nothing. But, then you're exactly where you were. So, you really didn't lose anything, other than maybe you feel not great because, you know what, you tried and it hasn't worked, but then you can take this, and you do better the next time. But, what if there's a fat chance to actually getting what you want? Then, it's a lot. Do you think the negotiation is a learnable skill? Yeah, they're learning it right now. (laughter) And, what it is, is to identify the path and the steps, map out the steps that go into it, and why do you need it? It's because you need to get what you want. Everything is an argument. Just because you say so, doesn't mean that somebody feels the same way. So, in the slide, it says the negotiation was bearing fruit. The guy wants to pay $65,000, the other guy wants 100,000,000 million. You know, not quite on the same, here. So, the first thing is, what do you even want? In the negotiation prepsheet, this is in the (mumbles). What is it that you want? And, you wanna write down all the things that you want, and then you're gonna divide them into the must haves, and into the negotiables. So, I prefer a higher day rate for, let's say my speaking or training fee, and I'm gonna be negotiable on my travel fee because I'd rather have established the higher day rate. If I were... Because you know the travel fee, or whether or not... You see where I'm going with this? So, that's really within your realm of understanding. It's like what am I willing to do. So, in negotiations I actually like to break it down to as many line items as possible, for the simple reason that I want to have as much room to negotiate as possible. And, for all the photographers that are watching, I know at Creative Live, there's always a lot of photographers. The one thing you can always win in a negotiation, you can always say, well we can always cut out the food, or you know, reduce the budget for the food, and they'll never go for that. Because the one thing that everybody knows in production, you cannot cheat on the food. The food is sacred, right? But, you can put it in there, and they say no, no, no, no, no, no no, no, we can't touch the food. We'll you just won. Because nobody wants to cut corners on the food. We had setting intentions, must haves, and negotiables. Setting objectives is next. So, what's the objective of this negotiation? Is the objective to have a conversation? Is it to get the job? Is it to sign the contract? Is it to get to know each other? Is it a first step, is it a second step, a third step? What exactly is the objective that you want to achieve? And, sometimes when people, when we go into negotiations, we believe that, especially when there's a large fee involved, that we can't just like go in and close the deal in one. Sometimes that's just not the case. Sometimes the objective just got to be hey, why don't we have a exploratory conversation to see if this is a good fit? That's a great objective to have for a first conversation. And, it takes all the pressure off. So, when you're clear with the person you're talking to, because remember this is all about influence. This is about strategy. How do you get what you want? You want the job. So, if you can't get the job in one meeting, then maybe the steps that we're taking, to get to the job is... The first step is to do this warm-up. To have them even talk to me, communicate with me, so that we can figure out if we're a good fit. You don't want a guy, or a job where you hate the other person, you know? Because don't we know that the people that are the most difficult also are the people that don't want pay you. And, the people that are dream clients, somehow end up always paying us more money than the other ones. Why is that? Because it's a good fit. So, this is also part of weeding all of this, all of this stuff out. Reason and benefit. Well, why? Why, why are we having this negotiation? Who even needs this negotiation? What's in it for you? What's in it for them? So, put a lot of thought into what that is that they're going to be getting out of it. What's in it for them? We had this yesterday when we were looking at this slide. Somebody says I know another version of the W something, something. And, I'm like well this is not it. It's what's in it for them? (laughter) This is the key to being successful in sales.