the art of leadership - women's council of realtors · 2019-05-20 · “the art of leadership...

Women’s Council of REALTORS®

THE ART OF LEADERSHIP

PERSUASION&

NEGOTIATION

Women’s Council of REALTORS®

#LeadersMadeHere

Women’s Council of REALTORS®

Women’s Council of REALTORS®

The Leader in Leadership Conflict

Persuasion

Negotiation

Women’s Council of REALTORS®

Women’s Council of REALTORS®

Leadership Skills

PERSUASION

INFLUENCE

NEGOTIATION

Women’s Council of REALTORS®

The Difference Between Persuasion & Influence

Persuasion Convincing Someone To Do What You Want Them To Do.

Influence Influence Happens Because of Your Ability To Inspire Others.

Action

Who You Are

Women’s Council of REALTORS®

“ Have Influence Will Persuade”…

They Are RelatedBut

If I Influence People It Makes Me More Persuasive

The More Persuasive I Am It Allows Me to Build Influence

Women’s Council of REALTORS®

QUESTION

Can You Negotiate WithoutUsing the Skill of Persuasion ?

ORCan You Be Persuasive Without Negotiating ?

Women’s Council of REALTORS®

The Persuasion Process

Assessing The Preferences Needs Of Individual Or Group Ask About Preferences or Requirements Before Presenting Solution

Establish Rapport With Individual or GroupThis Is A Never Ending Process

Clearly Articulate The Benefits Of Accepting Proposed Course of Action

Focusing On The Benefits Of The Proposal – The “Value Added Proposition

Women’s Council of REALTORS®

The Persuasion Process

Actively Listening To The Concerns & Uncover Any Objections.

Objections Will Be Easier To Overcome If You Make Effort To Listen & Respect Others Concerns About A New Project or Venture

Construct Scenarios To Overcome Any ObjectionsMost Challenging Stage Of Persuasive Process Predict To Be Able To Present Counterpoints

Women’s Council of REALTORS®

The Persuasion Process

Demonstrate Transparency In The ProcessIt Is Your Willingness To Recognize Valid Objections To The Plan

Modify The Plan/Proposal As Needed To Find Common Ground

Know Ahead Of Time Which Parts Are Flexible

Women’s Council of REALTORS®

The Persuasion Process

Conduct Follow-upFollow-up Builds Rapport, Track Success Of The Agreed Venture

& Determine Any Lingering Doubts

Clarification Of The Process Explain The Anticipated Consequences Of An Agreement Is Crucial

Women’s Council of REALTORS®

Persuasive SpeechThe Persuasion Process

This Is The Type Of Speech That Is Delivered With A Purpose

Communication Is To Accomplish A Specific Goal To Ensure Acceptance Of The Point Of View

To Bring About A Change In OthersTo Reach Subconscious Level

To Prompt The Listener To TAKE ACTION

Women’s Council of REALTORS®

The Persuasion Process

3 Forms Of Rhetoric To Influence People

Credibility The Speaker Exude An Aura Of Knowledge

Emotional Appeal Used To Persuade Through Compassion Need or Fear

Logical Appeal To Provide Evidence Or Reasons To Support The Appeal

Women’s Council of REALTORS®

The Persuasion Process

Other Factors

Body LanguageTone & Inflection of Voice

Confidence LevelsKnowledge

Women’s Council of REALTORS®

Women’s Council of REALTORS®

8 Steps To Persuasion

Identify The Problem

Identify Consequence Of The Problem

Identify The Chosen Solution

Identify Consequence Of The Solution

Check For Confirmation

Ensure Solution is Beneficial

Reserve Judgement

Never Correct Your Target

Women’s Council of REALTORS®

To Reach An Agreement That Will Result In Mutual Benefits.

Each Party Tries To Come To An Agreement That Will Serve

Its Own Interest.

The Purpose of Negotiating

Women’s Council of REALTORS®

Negotiation

Negotiating Successfully is a process where two

or more parties with different needs & goals discuss an issue to find

mutually acceptable solution.

Women’s Council of REALTORS®

The Five Steps of The Negotiation Process

1. Preparation & Planning2. Definition of Ground Rules3. Clarification & Justification4. Bargaining & Problem Solving5. Closure & Implementation

NEGOTIATION PROCESS

Women’s Council of REALTORS®

NEGOTIATION PROCESS

80% Of Your Communication Could Be Described As A Form Of

Negotiation

As A LEADER

MINDSET OF A NEGOTIATOR

Women’s Council of REALTORS®

NEGOTIATION PROCESS

Negotiation Is An ART … A Skill

WITHOUT This Skill Most Leaders WILL NOT Be Able To Make Sensible Decisions

WILL NOT Be Able to INSPIRE MOTIVATE & ENGAGE Their Team Which Is The GOAL

Women’s Council of REALTORS®

NEGOTIATION PROCESS

REALITY CHECK

It is NOT Easy To Make People LIKE You

All You Have To Do Is Make Them TRUST You First

Women’s Council of REALTORS®

NEGOTIATION PROCESS

To Master The Art of Negotiation You Must Be

GOOD AT INFLUENCING PEOPLE

SWAY PERCEPTION

MAINTAIN POSITIVE RELATIONSHIPS

MAINTAIN POSITIVE OUTCOMES

Women’s Council of REALTORS®

Women’s Council of REALTORS®

THANK YOUDeborah T. Gilmore

REALTOR®404-406-7622

deborah.gilmore@harrynorman.comtatumdj@bellsouth.net#LeadersMadeHere

“The Art of Leadership Persuasion & Negotiation”

Women’s Council of REALTORS® “The Art of Leadership Persuasion & Negotiation”

This Presentation is the Official Property of the Women’s Council of REALTORS®. It is not to be altered or presented without the permission of the Women’s Council of REALTORS®. Women’s

Council of REALTORS® reserves the right to assign a Presenter or Instructor to teach or

present the contents of this presentation to a group. It can be use by those in a Leadership position as a Study Guide in preparation for

their leadership position.

May 2019