SELL | NEGOTIATE| INFLUENCE
PERFECTING YOUR PITCH
HOW TO SUCCEED IN BUSINESS AND IN LIFE
BY FINDING WORDS THAT WORK
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ULI Leadership Network
SELL | NEGOTIATE| INFLUENCE
SHAPIRO NEGOTIATIONS INSTITUTE
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POLL QUESTION
How likely are you to write out and test your
thoughts before engaging in a negotiation or
difficult conversation?
1. Always – It is part of my preparation.
2. Sometimes – It depends on the situation.
3. Never – I am comfortable speaking extemporaneously.
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HAVE YOU EVER...
Attempted to persuade a landowner to sell a property?
Tried to convince a recalcitrant contractor to change its mind?
Sought approvals from a local government or regulatory agency?
Needed help to salvage a failing development project?
Struggled to get better terms on a lease?
Tried to obtain additional financing for a new venture?
Countered a buyer’s proposal?
Attempted to convince a community to support a project?
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And then thought:
WOW!
Why did I say that?!
or
Why didn’t I say that?!
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Why not wing it?
Script
before you engage
in a crucial conversation!
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Selling Seinfeld
“I was ready for
them… You
should’ve seen the
notes and ideas I
scratched out on my
pad before my
meeting with Jerry.”
STEVE MOSKO
Past Chairman, Sony Pictures Television
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”Scripting
keeps me
focused … If the
conversation goes a
way I didn’t expect, it
keeps me on
message… it has
worked for me in
business and personal
life for a long time.”
R.C. BUFORD
2014 NBA Executive of the Year
& Five-Time NBA Champion
General Manager & President of Sports Franchises
San Antonio Spurs
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“Essential to delivering a
deal message with
confidence is scripting
and practicing in
advance.”
Dee McClure
Managing Director, Walker and Dunlop, Inc.
Vice-Chair of ULI’s Multifamily Blue Product Council
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UNIVERSITY PRESIDENT
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“… it will take $30
million…
ummm… at least
$25 million to do
the deal…”
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Wow!
Why did I
say that?!?!
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“There is only one
way to get this
deal done – an
outright grant of
$30 million, or no
deal.”
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“It’s what you learn after you
know it all that really counts.”
- Harry S. Truman
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I like cooking my family
and my pets.
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I like cooking, my family,
and my pets.
Use commas.
Don’t be a cannibal.
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“WHY DID I SAY THAT?”
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“WHY DID I SAY THAT?”
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“THE GREAT COMMUNICATOR”
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“THE GREAT COMMUNICATOR”
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“THE FUTURE GREAT COMMUNICATOR”
“Would you consider giving money…
Because kids are less likely to get hurt.”
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THE THREE D’s:
A systematic approach for effective presentations
DRAFT – Initially script all thoughts supporting your message,
without regard to whether you ultimately use all of them.
DEVIL’S ADVOCATE – All of us can improve how we do things
by having others review and provide input. “Two heads are
better than one.”
 Who is your Abigail Adams?
DELIVER – You must become comfortable with your script to
make a confident delivery. Be open to being deal coached.
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SAMPLE DIFFICULT CONVERSATIONS
Negotiate a building contract where you fear the developer has leverage
Deal with an investor who is a bully
Respond to a buyer’s concern about your property
Reject a client’s request for a building permit
Persuade an executive to accept an experimental development project
Take property away from a tenant who failed to pay rent
Mend a relationship with a client whose property sale fell through
Speak with a financial institution about an increased loan
Negotiate an early termination of a lease
Orally defend a developer’s vision for a new community
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APPLICATION TO BUSINESS AND LIFE
Sales Challenges
Managerial Challenges
Problems Facing Employees
Media Engagements
Family Squabbles
Social Interactions
Consumer Desires
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QUESTIONS/ANSWERS
For more information:
1. Contact Kim Talbott: [email protected]
2. Visit our website: shapironegotiations.com
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SHAPIRO NEGOTIATIONS INSTITUTE
Thank You!
Full video from the ULI Washington Trends
Conference, The Power of Nice, can be found on
uli.org.
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Leadership Resources Available for ULI Members
Visit bookstore.uli.org
Connect with the world of real estate at the 2016 ULI Fall
Meeting, to be held October 24-27 in Dallas, Texas.
Go behind-the-scenes and get to know fellow members
on small group tours of innovative projects throughout the
region, including Trinity Groves, a new ULI Case Study.
Build relationships face-to-face during interactive
sessions and special networking events.
To view the full schedule, see who’s attending, and
register for the 2016 Fall Meeting, visit fall.uli.org.