Slides from workshop at ARLIS UK & Ireland Conference held in Bristol, July 2013

1. Negotiating and influencing

2. Introductions
 Introduction group
Name, role, place and what
attracted you to this workshop?

3. .........Talking to database suppliers
publishers, trying to get the best
price for packages, deal with
managers and staff regarding
agreements on tasks, developing
partnerships, creating new
collections....... What else?
Share a few more examples...
Negotiating, influencing and selling –
when?

4. Negotiating, influencing
or selling?
Negotiating
Selling
Influencing

5. By the end of this workshop …….
Thought about two important
elements of negotiating, influencing
and selling
Benefits and features
Social styles

6. Negotiating, influencing or selling – what
do they have in common?
Prepare:
Know what you want
Know the other
Building Rapport:
Listening, asking, probing to find
problems to solve, needs to
meet>>>>>>
WIIFM Benefits and features

7. Social Styles - Tests
 Why?
 Many examples
 push and pull
 assertive/responsive
 introverted/extraverted
 people/task focussed

8. Social Styles - Tests
>>> Labels
>>> Star signs

9. 4 SOCIAL STYLES – MERRIL AND REID
(1999)

10. 4 SOCIAL STYLES – MERRIL AND REID
(1999)
LESS
ASSERTIVE
- ASKING
MORE
ASSERTIVE -
TELLING
ACHIEVEMENT/TASK/LESS RESPONSIVE
ACCEPTANCE/PEOPLE/MORE RESPONSIVE

11. 4 SOCIAL STYLES – THE DRIVER
Strong willed
Independent
Practical
Decisive and
Efficient
but also a bit
Tough
Severe
Pushy

12. 4 SOCIAL STYLES – THE ANALYTICAL
Industrious
persistent
serious
orderly
but also a bit
critical
indecisive
and
moralistic

13. 4 SOCIAL STYLES – THE AMIABLE
Supportive
Respectful
Agreeable
Dependable
But also a bit
Unsure
Conforming
Dependant

14. 4 SOCIAL STYLES – THE EXPRESSIVE
Ambitious
Stimulating
Enthusiastic
Dramatic
But also a bit
Excitable
Undisciplined
and
reacting

15. Test your style - handout
1)
Take the test.... (handout)
2)
Discuss in pairs ... How does this
sound ? Where do you see
yourself? Where do you see others?
What do you need from others to be
involved, convinced..?
Love, facts, figures, time...? (
handout)

16. Your style and flexing your style in
negotiations
How can knowing your own and the
other’s style help in negotiations?
In groups with each the 4 styles ask
each other the question – how can I
convince you? What do you need?
When and how do I approach you?

17. During
Building rapport
Listen
Ask, be curious
Flex your style
Listen for benefits, W-I-I-F-M

18. Benefits and Features
Feature
 A feature is any characteristic of a
product or service that remains the
same, whether the
customer, supplier, your colleague
buys or not. These characteristics can
include size, quality, payment
terms, specialisation, technical
details, factory location, product
specifications (including size, weight or
colour), or anything else to do with
describing the details of your

19. Benefits and Features
Benefit
 Benefits are the favourable results that
the buyer receives from the
service/product because a particular
advantage has the ability to satisfy a
customer’s need/want. Benefits are
statements which explicitly demonstrate
how your service/product meets the
needs of a customer. A benefit describes
the specific value the advantage has for
this particular customer, as defined by
his/ her unique goals and priorities.

20. Benefits and Features
People, buy, sell, are
convinced, persuaded
becauseyou help them solve a
problem, save time, save
money and make
them feel good......
not because the car is red

21. Benefits and Features
Exercise

22. After
 Record
 Ensure parties are satisfied – really /
check commitment

23. Summary
 Prepare- know what you
want, know the other
 Listen, as, tune in into their needs
and the W-I-I-F-M what’s in it
for me’
 Flex your style

24. Thank you and GOODLUCK!