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Company of Young Professionals Development Series – Negotiating to win with Shane Gibson

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Date: November 18, 2014

Name: Company of Young Professionals Development Series – Negotiating to win with Shane Gibson

IMG_3201[1]Presenter: Shane Gibson

Negotiation is one of the important skills all business needs to develop. The ability to negotiate can impact the performance and the outcome of business strategy. Young entrepreneurs can get confidence through negotiation and sustain long positive relationship with their customers and partners. Shane Gibson, the international speaker and the author on social media marketing, will share his view and strategies to help young entrepreneurs to develop their communication. He is also the co-founder of the Langara College Online Professional Sales Certificate Program. This seminar will improve young entrepreneurs’ negotiation process.

Gibson underlines negotiator is a high paid job and high paid skill. The best negotiator will walk away feeling win for both sides. Negotiation is like selling. It is about creating an environment where an act of faith can take place. At the end of the day, it is all faith. This is built by trust and creditability.

The goal of negotiation is to leave the other person feeling like they have won. In fact, Gibson believes it is to set it up and let everyone feel they win. This will create the impact for others to see negotiators as friends and trustworthy.

Gibson emphasizes more than 80% of people’s time are negotiating. Negotiation starts anytime when there is an exchange or agreement. Like closing in sales, it is a process not an event. Moreover, this can be described as a cycle with no definite beginning or end.

IMG_3199[1]8 Key ingredients of principle based negotiation

Gibson will share the 8 key components of an effective negotiations process.

Key Ingredient # 1: Preparation

Young entrepreneurs should identify what they can accept. They need to know their best alternative to a negotiated agreement (BATNA). In addition, they need to research multiple sources and brainstorm all possible objections. It is important to create a list of concessions that can be given during the negotiation. This tool that can create closer relationship with clients.

Key Ingredient # 2: Set your terms

Young entrepreneurs need to know the location where they are meeting. The timing and the mediums they use in the meeting. Research the background on the attendees and figure out the strategy to approach these attendees. Moreover, young entrepreneurs need to determine if there are mediators or 3rd parties involve.

Key Ingredient # 3: Focus on Interest

Gibson indicates there are almost always multiple positions to satisfy a set of interest. It is important to figure the other parties’ interests and use it as a part of agreement. Gibson wants young entrepreneurs to know the power is the ability to take action and the more options people have, the more power they have.

Key Ingredient # 4: Center yourself

People can hit others ego easily, and the best option is to not react. When people using bully reaction, they are looking for different response. Gibson believes find a way to center in the negotiation is significant, which is the highest level of self-esteem.

“Whatever direction your enemy is coming from help them on their way”

Key Ingredient # 5: The 3rd space

Gibson believes negotiating is like a living organism. People are able to tell other parties’ characteristics and personalities. The unique space creates between people can identify the contrast and compliment of variety of personal and situational factors. Therefore, Gibson reflects all negotiation can be seen from personal appearance, non-verbal cues and body language, and physical settings.

Key Ingredient # 6: Have a questioning process

During the negotiation, Gibson shows there are 3 types of questions: open, close, and directing. Different situation will use different types of questions. It is important to start general and easy. However, young entrepreneurs should not leave the hard stuff until last. Instead, build into a succession of agreement by starting bad news and then lead to good news.

Key Ingredient # 7: Listen

The rule of thumb is to be a 70/30 listener. By observing the body language, such as breathing, eye movements, how they are leaning and change in tone, will signal the direction of the negotiation outcome.

“It is hard to listen our way out of a deal”

Key Ingredient # 8: Build an ultimate outcome

Young entrepreneurs should concentrate on all 5 senses: visual, auditory, kinesthetic, olfactory and gustatory. They should contrast it with BATNA. Moreover, young entrepreneurs are encouraged to say in other parties’ language and context of other’s interests.

Gibson believes goodwill only lasts for 3 minutes, so it is important to focus on what others value and use it to influence them. If young entrepreneurs can figure out what scares them earlier on, they can use it as advantage.

Tricks

Gibson shares a list of tricks that can help young entrepreneurs to identify the position they are in during the negotiation.

Exact Number Environment
Minimum Concession Poor me or I am hurt
Personal attacks Time thief
Craziness Explore and question
Thin air facts Discounts on a promise
Authority switch Our policy
I can get it better Flinching
Stonewall

Overall, people are negotiating all the time. Gibson recommends young entrepreneurs to focus on others’ interests, have a BATNA, and remember it is all about awareness and preparation.

“Giving bad news on Monday and good news on Friday. Push when they pull, pull when they push”

Company of Young Professional Development Series – Building your brand and credibility for career progression

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Date: September 16, 2014

Name: Company of Young Professional Development Series – Building your brand and credibility for career progression

IMG_2726[1]Presenter: Tara Cree

Branding involves reputation, strength and principles. Many young entrepreneurs should always align their branding with their credibility. Dr. Tara Cree, the founder of Cree Leadership Consulting, is invited by CYP to share her experience on developing exiting leadership with branding strategy with young entrepreneurs. They will learn the importance of branding in this presentation.

The power of branding

All corporation logos have different designs and symbols. However, they are all aligned with their corporation image. Personal and corporation branding are linked. In addition, many corporations will create their brand to make people feel what they want them to feel. That is the power of branding and all power of branding is different in all markets.

What is brand?

Brand influences the feeling and actions of consumers. It also increases positive feeling towards specific products. It also highlights the value consumers receive and it depicts the personality or soul of the product.

Cree believes logo is just the symbol of the brand, what matters the most is the reaction of the logo that has created for consumers.

“You are the brand”

Personal Branding

Personal branding can define as a distinct brand. It allows consumers to understand the feeling or the idea of that person. Many people did not realize that the connection of their personal branding is related to their business.

Cree emphasizes career management is brand management. The definition of personal brand is not defined by the business owners, it is defined from people who around business owners.

“Defines from people around you”

Brand you

Cree believes everyone is a brand of themselves. It is important to have control over how everyone is perceived. Based on this century, the days of having one job for life does not exist in the young entrepreneurs’ generation. They need to be seen as the best in class in their field of specialization.

In order to separate from others, the uniqueness of the branding is extremely important. Many promotions from business come from the uniqueness of each individual.

“Having a brand is not an option, managing it is”

What contributes in branding?

There are 4 primary elements that contribute in branding:

  • Clarity of purpose
  • Consistency
  • Authenticity
  • Credibility

Young entrepreneurs should always be clear of what their brand purposes. The purpose signals the direction young entrepreneurs should present and it leads to different types of personality and feelings that can influence the people around them.

People who have strong brand live with it. The personality will help them to create consistent feeling that can influence the people around them.

Many young entrepreneurs will try to pretend to be somebody who they are not. If their brand is not aligned with their values, it will fall apart. Cree believes it is important to align the branding with their strengths. By realizing the core value, young entrepreneurs will be able to understand and manage their branding.

With clarity of purpose, consistency and authenticity, they are all go towards creditability. For example, most young entrepreneurs prioritize their emails by senders. The name of senders is a brand and that is the promise of brand.

“What brand of you are you sending out?”

IMG_2725[1]Credibility

Cree considers creditability is like currency. It is hard to earn, but it is easy to lose. The perceived values from young entrepreneurs are closely tied to their credibility.

When young entrepreneurs have strong credibility, they will have these attributes:

  • Progress quickly
  • Easy to influence others
  • More successful overall

Makes up credibility – Personal Credibility

The alignment between the brand and actions are based on these factors:

  • Credentials
  • Track records
  • Authenticity
  • Demonstrated respect
  • Respect

Young entrepreneurs should always analyze the audience and prioritizes these factors based on their requirements. Branding is all about packaging. People can see through authenticity. Moreover, if young entrepreneurs impact their brand that contradicts consumers’ expectation, it will kill the brand.

“Arrogant ways will derail credibility”

Great Personal brand

To create a great personal brand, young entrepreneurs should always understand about themselves first. Articulate their vision. Define their brand. Communicate to others. Strive close integration of what their passion. Lastly, understand how to spend the time to invest the branding.

Step 1: Know yourself

Young entrepreneurs should recognize their values, passions, talents and skills. Cree recommends young entrepreneurs to take personality tests and get feedback to understand of their personality.

Step 2: Articulate your vision

Cree recommends young entrepreneurs to visualize their goals and direction in 5 years. This will help young entrepreneurs to create their future branding image and work towards that personality.

Step 3: Define your brand

There are 3 questions that Cree suggests for young entrepreneurs to start their brand definition.

  1. What brand is going to get you there?
  2. Who is your audience?
  3. What do you need to do to be credible?

Step 4: Live your brand

Cree suggests three ways to help young entrepreneurs to maintain their brands:

  • Communicate to others
  • Constantly evaluate it
  • Integrate what you are passionate about
  • Understand how to spend your time to harvest your brand
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