Neg From Weakness

Question 1

Perceived Weakness Vs. Real Weakness

•Who has the upper hand ? The landowner or you?

Answer 1

You have the SRB and AER (maybe), the landowner owns the land. The landowner doesn’t want anything to do with you!

Question 2

Negotiating from Weakness
•Are you really negotiating from a weak position?

•That’s an important question you have to ask yourself.

Negotiating from Weakness (2)

Answer 2

• Don’t assume the other side holds all the cards.
• You may have a good sense of what their strengths are, but you don’t know what they perceive as their own weaknesses or your strengths.

Question 3

Neg weakness

Answer 3

You don’t know what they may really want or need.

• Therefore you must Question, Probe, Explore.
• Also learn your vulnerabilities and theirs.

Question 4

Negotiating from Weakness

Expand Goals

Answer 4

Money may not be the only goal for the landowner.
•Look for intangibles.
•Make the deal bigger than it is.—for both sides.

Question 5

Negotiating from Weakness
Never Let Them See You Sweat
•Act confident—confidence makes more deals than?.

Answer 5

clout

Question 6

Negotiating from Weakness
Brainstorming

The Four Rules of Brainstorming:

Answer 6

Brainstorm in groups of 4 or less.

Don’t criticize ideas. Let them flow.

Keep at it. Creativity is more perspiration than inspiration.

Make it fun. (Not inherently fun)