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Learn How To Negotiate
… Like a Pro!
Robert C. Huber, CMC, CPCM
President & CEO
Campus Card Business Consultant
Robert Huber Associates
www.AllCampusCard.com
[email protected]
(480) 551-0520
National Association of Campus Card Users
20th Annual NACCU Conference
April 15, 2014
Chicago
© Robert Huber Associates
Learn How To Negotiate … Like A Pro!
Synopsis
Everyone negotiates something on a daily basis,
including with yourself! Negotiation is a lifelong
skill that everyone needs to understand and improve.
In this session you will learn the fundamentals of
negotiations, including why traditional “hard” and
“soft” tactics are unrealistic long-term, how
productive negotiations can achieve a Win-Win
outcome, as well as find out what a proven six-step
Strategic Negotiations Checklist is and how it can
improve your negotiation skills.
You will also learn about common tools, tips and
traps of negotiation. negotiation. Specific
negotiations with vendors will also be discussed
in this special conference educational session.
The session will be conducted by a Campus Card
Business Consultant and professional negotiator
who has negotiated over $200 million of products
and services during his extensive business career.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Speaker
Robert C. Huber, CMC, CPCM is a 30-year campus
card industry pioneer, “Vendor Independent” Campus
Card Business Consultant and President of Robert
Huber Associates.
Mr. Huber developed the “All-Campus Card” concept
in 1985. He has implemented over 100 campus card
systems, opened and managed 50 Burger King®
restaurants and started over 200 businesses in
educational, healthcare and corporate environments.
Bob has negotiated over $200 million of products and
services during his business career. His firm assists
clients with all aspects of campus card programs –
including site assessments, new system strategic
planning, RFPs and negotiates vendor agreements.
Bob is a board certified business consultant,
entrepreneur, card technology expert, author,
professional negotiator, Hall of Fame recipient,
college instructor and conference speaker.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Agenda
1.
What is Negotiations?
2.
Traditional Negotiations
3.
Principled Negotiations
4.
Top Ten Negotiations Rules
5.
Top Ten Negotiations Tips
6.
Strategic Negotiations Checklist
7.
Vendor Negotiations Tips
8.
Audience Questions
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Today’s Goals …
■
Negotiations Primer
■
New Tools
■
Paradigm Shifts
■
T-H-I-N-K
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9
10
11
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Learn How To Negotiate … Like A Pro!
Axiom of Life
People
Reach Most Decisions
With Others
Through Negotiations
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Essence of Negotiations
Everyone
Negotiates Something
On A Daily Basis!
Basis
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is Simply⁄
???
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Classic
Negotiations Case Studies
■
Paris Peace Talks
■
Major League Baseball
■
UAW vs. Auto Companies
■
“W” vs. US Congress
■
Reggie’s Candy Bar
■
O’Hare Peace Talks
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiations Films
■
“Dog Day Afternoon”
■
“The Taking of Pelham
One Two Three”
■
“A Few Good Men”
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
What is
NEGOTIATIONS?
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
What is
NEGOTIATIONS?
A Process …
during which several
parties attempt to
reach an agreement.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Definitions
■
Negotiator –
A party directly involved in a
negotiations process.
■
Lead Negotiator –
A designated person who is responsible
for serving as a spokesperson for a
party involved in negotiations.
■
Strategist –
A person who provides ideas to
achieve a goal or objective.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Definitions
■
Mediator –
A designated person or party (i.e.,
perceived as impartial) who is engaged
to assist the parties to reach a
hospitable agreement.
■
Arbitrator –
A designated person or party (i.e.,
perceived as impartial) who is engaged
to resolve a dispute between two or
more parties – by whose decision the
parties agree in advance to be bound.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Top Personal
Negotiations Events
■
Buying A Car
■
Asking For A Raise
■
Purchasing A Home
■
Planning A Wedding
■
Divorce Settlement
■
Childhood Duties
■
Elderly Medical Care
■
Funeral Services
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is
About⁄
RELATIONSHIPS
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is An
Evolving⁄
PROCESS
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
All
Strategic
NEGOTIATIONS
Require⁄
PREPARATION
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiations Goals
WIN
WIN
WIN
WIN
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiations Venues
■
■
■
■
■
■
■
■
■
■
Telephone
e-Mail
Internet
Letter
Chat Rooms
In-Person
Facsimile
Newspaper
Conferences
Bars
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Vendor Solicitation Documents
■
R.F.P.
Request For Proposal
■
R.F.B.
Request For Bid
■
R.F.Q.
Request For Quotation
■
R.F.I.
Request For Information
■
I.T.B.
Invitation To Bid
■
I.T.N.
Invitation To Negotiate
■
Bid Specs
Vendor Bid Specifications
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Strategic Planning 101
Vision
↓
Mission
↓
Objectives
↓
Assessment
↓
Requirements
↓
Strategies
↓
Tactics
↓
Technology
↓
Vendor
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
vs.
Classic Definition
Of
Management
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Types
„Traditional‰
vs.
„Principled‰
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Types
„Traditional‰
or
„Positional‰
vs.
„Principled‰
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional”
Negotiations Traits
■
Haggling
■
Strength
■
Tactics
■
Guilt
■
Posturing
■
Exhaustion
■
Tricks
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional”
Negotiations Styles
HARD
vs.
SOFT
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional” Negotiations
HARD Style
■
Winning
■
Contest of Wills
■
The Enemy
■
Damaged Relationships
■
Victory
■
Win At Any Cost
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional” Negotiations
SOFT Style
■
Compromise
■
Anxiety
■
Concessions
■
Alienation
■
Exploitation of Others
■
Bad Feelings
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional” Negotiations
Summary
Getting What You Want
vs.
Giving Up Something
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
„You Have The
Power⁄‰
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Paradigm Shift –
Negotiating Agreement
Without Giving In
Getting To YES
Harvard Negotiations Project
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
A process …
during which all parties exchange
common interests, diverse
viewpoints, creative ideas, and
positive solutions … in order to
develop an equitable agreement
for the benefit of all the parties.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Traditional” vs. “Principled”
Negotiations
Locker Room
Tactics
vs.
Brain Storming
Sessions
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
GOALS
■
Promote Understanding
■
Set Positive Tone
■
Utilize Fair Standards
■
Develop Creative Options
■
Promote Merit Evaluation
■
Build Productive Relationships
■
Promote Shared Accomplishments
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
FOCUS
■
PEOPLE
■
INTERESTS
■
OPTIONS
■
OBJECTIVITY
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
PEOPLE
The Problem
vs.
The Parties
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
INTERESTS
Single Entity
vs.
Common Interests
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
INTERESTS
Acknowledging
Common Interests
Includes
The Recognition
of
“Sacred Cows”
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
“Sacred Cows”
Educational Institutions:
???
Vendors:
???
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
“Sacred Cows”
Educational Institutions:
Public Reputation
Vendors:
Profit
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OPTIONS
Decisions
vs.
Possibilities
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OPTIONS
Taking Sides
vs.
Forming Teams
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OPTIONS
Fight
vs.
Compromise
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
Team Examples
■
Financial & Legal Team
■
Technical Team
■
Operations Team
■
Implementation Team
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OBJECTIVITY
Concessions
vs.
Equitable Results
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OBJECTIVITY
Aggressive
vs.
Assertive
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
OBJECTIVITY
“Industry Standards”…
are not
necessarily
desired or fair.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
Statements
■
“Since our objective is fairness for
everyone...”
■
“I am confused…”
■
“Let me see if I understand...”
■
“Can I ask a few questions?”
■
“Would a fair solution...?”
■
“Can we agree on this point..?”
■
“What do your suggest?”
■
“I feel…”
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Principled” Negotiations
Best Viewed As An
Exercise In
☼
Shared
Problem Solving
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Principled Negotiations
Is Not Only An
Effective
Business Tool…
...But Can Become
A Personal
Philosophy of Life
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Top Ten
Negotiations Rules
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Strategic Negotiations
Rules
#1 – A bad relationship cannot be
resolved by a good contract.
#2 – Successful negotiations require
mutual commitment to an
equitable agreement.
#3 – All contracts must first be
negotiated.
#4 – A legitimate negotiations process
only begins when the parties are
willing to commit to a possible
agreement.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Strategic Negotiations
Rules
#5 – Your reputation is your most
important negotiations tool.
#6 – Serve FOOD!
#7 – Room layout has a direct effect
on meeting productivity.
#8 – Adoption of the “X=Y” factor
increases negotiations success.
#9 – At some point both parties must
trust each other.
#10 –You always have other choices.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Only
Do Business
With Someone You
Trust
11th COMMANDMENT
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Top Ten
Negotiations Tips
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Strategic Negotiations
Tips
#1 – “Frame” all negotiations
meetings.
#2 – Determine in advance who should
and who should not be included
in negotiations meetings.
#3 – Use your “Secret” Negotiations
Tools.
#4 – Ask “Open-Ended” vs. “Leading”
questions.
#5 – Keep all options OPEN for all
parties.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Strategic Negotiations
Tips
#6 – Be alert to “Quicksand” and
“Elephant” issues & situations.
#7 – Body language speaks volumes.
#8 – Cultures can be worlds apart.
#9 – Men are (still) from Mars and
Women are (still) from Venus.
#10 – Surgery should be delegated to
trained Professionals.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Deal …
or …
No Deal?
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Always
Be Prepared
To
WALK AWAY
From An
Inequitable Agreement
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
B.A.T.N.A.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Best
Alternative
To a
Negotiated
Agreement
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
T.I.N.S.T.A.A.F.L.
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiations
Formula For Success
1. Visualize
2. Prepare
3. Strategize
4. Empathize
5. Commit
6. Follow-up
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is
About⁄
RELATIONSHIPS
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is An
Evolving⁄
PROCESS
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
All
Strategic
NEGOTIATIONS
Require⁄
PREPARATION
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
All
Organizations
Reflect
“The Personality”
Of Its
Leadership
Robert C. Huber, CMC, CPCM
Robert Huber Associates
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
„Let Us Never
Negotiate Out Of Fear,
But Let Us Never
Fear To Negotiate.‰
President John F. Kennedy
The United States of America
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is Simply⁄
???
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
NEGOTIATIONS
Is Simply⁄
Kids Playing
In
Sandboxes
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Thank you!
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
BONUS SLIDES
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Don’t Confuse…
SYMPTOMS
With
CAUSES
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Leading” Questions
■
“We all know…”
■
“Don’t you think…”
■
“How do you like...”
■
“Isn’t it true…”
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Open-Ended” Questions
■
“Do you like…”
■
“What do you think…”
■
“Tell me more about...”
■
“How would you feel about…”
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Quicksand” Issues
■
Financial
■
Politics
■
Related Employees
■
Financial Relationships
■
Impending Reorganization
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“20-Ton Elephant”
Issues
■
Funding
■
Politics
■
Administrative Attitudes
■
Hidden Agendas
■
Past Relationships
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Butterfly”
Issues
■
Respect
■
Courtesy
■
Professionalism
■
Compatibility
■
Colors
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Secret”
Negotiation Tools
■
Breaks
■
Sidebars
■
Lifelines
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
“Active” Listening
■
■
■
■
■
■
■
■
■
■
Eyes
Ears
Tone
Expressions
Inflection
Emotion
Pauses
Body Language
Telephone Calls
Note Taking
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Cultural Issues
Typical
■
Regional
■
National
■
Public vs. Private
■
Generational
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Cultural Issues
International
■
Eye Contact
■
Handshakes
■
Crossing Legs
■
Touching
■
Shaking Heads
© Robert Huber Associates
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Negotiating Styles
WOMEN
■
Feelings
■
Intuition
■
Patience
■
Listen Carefully
■
Acknowledgement
■
Details
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Styles
MEN
■
Logic
■
Rationale
■
Talking
■
Focus Carefully
■
Agreement
■
Generalizations
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
WOMEN
■
Avoid Apologies
■
Be Brief
■
Don’t Hint
■
Avoid Emotional Displays
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
MEN
■
Share Before Decision
■
Be Humanistic
■
Avoid Condescension
■
Avoid Emotional Displays
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Just Because You
CAN
Doesn’t Mean
YOU
SHOULD
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Vendor Negotiations
Commence
BEFORE
An RFP Is Written
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Don’t
“Fall In Love”
With Your Vendor
Before
The Engagement Party
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
R.F.P.
Recommendations
■
Single Author
■
Use Industry Terms
■
Avoid Vendor Specific Terms
■
Use a Spell Checker
■
Avoid Repetitive Questions
■
Avoid “Fishbowl” Process
■
Avoid Vendor Boilerplates
■
Plagiarism Is Problematic
■
Customize To Organizational Goals
■
Avoid Pre-Bid Conferences
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Negotiating Strategies
Don’t
Automatically
Press
“REPLY TO ALL”
Especially
During Negotiations…
© Robert Huber Associates
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Learn How To Negotiate … Like A Pro!
Thank you!
© Robert Huber Associates
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