Getting What You Want: Other Content

Presentations
Negotiation

Review Fatal Flaw Analysis Tool here.

June Seminar

What was a really bad presentation? Not comfortable umms, ahhs No point Wrong level for audience Missed expectations No depth - didn't know what they were talking about Tell Monotone Eye contact and body language Focus on one person Lecture Poor overheads

What was a really good presentation? Funny Engaging Interactive Intimate Focused Good progression 3 points Avoid text on viewgraphs

February Seminar

What was a really bad presentation? Uncomfortable with Role Bluff-didn't know the material Too Long Poor voice Misspelling Lingo/buzzwords Doesn't understand the audience Crowded slides Late/impolite Irrelevant Lack of focus Arrogance Dismissive Unstructured Like to talk Too detailed

What was a really good presentation? Enthusiastic Didn't read Stories Warm up audience Minimum props Few points Clear Summarize key points Pictures/parts Engage Walk into audience Eye contact

 

Fatal Flaw Analysis

What was a really bad negotiation? Not decision maker Didn't know goal Questioned what it was worth Hard lines Too early Gave in too much Salami No firm commitment Language No trust No preparation Win/lose Rules not agreed Didn't know when to walk Know options

What was a really good negotiation? Rules agreed Common understanding of $ Clear idea of value Standards used Good team Perseverance Experience Know your limits going in Corporate sign off to the top before Room to wiggle

Rules of negotiation

• Get all the issues on the table before you start addressing them.
• Never give anything unless you get something for it.
• Emotionally involved, you lose
• Messy

---

Morgan Group LLC / 20 Rowes Wharf, Suite 504 / Boston, MA 02110
617 342 1561 V / 617 342 1560 F