Michelle LaBrosse, PMP

1
Cheetah NegotiationsHow to Get What You Want,
FAST
KNOWLEDGE CONFIDENCE RELIABILITY

• Michelle LaBrosse, PMP
• Co-Author Cheetah Negotiations

2
Todays Road Map
Cheetah Negotiations
Wants vs. Gaps
Cast of Characters
Setting the Stage
The Plot
Curtains Up
3
Cheetah NegotiationsLevels of Learning
Cheetah Learning Courses
Success
Power
Mastery
Skill
Knowledge
Potential
Desire
Awareness
Today
4
Cheetah Negotiations The Whole World is a Stage
4. Curtains Up
Money, Contracts, Prep
3. The Plot
Scenes, Human Nature, Tactics
2. Setting the Stage
Wants and Needs, Environment
KNOWLEDGE CONFIDENCE RELIABILITY
1. Cast of Characters
Know Thyself, Know Others
5
Negotiation Activity
I want our organization to be more successful
with our projects.
We start out great with our projects but people
fail to follow through
I want to get more recognition and compensation
for the value I bring to organizations.
I need an effective way to show how successful I
am to management and prospective new employers.
I want to actually complete a project and deliver
something of value to our customers.
Our customers keep adding to the requirements of
the project so it never gets finished.
Some of the team members are stretched very thin
from having to support multiple projects and they
seem to work for whomever is screaming the
loudest at the time.
I want to have more influence with my team so
they complete the tasks they agree to do when we
are working together.
KNOWLEDGE CONFIDENCE RELIABILITY
Identify everything you want and are NOT getting
in the Wants column 1 and what you believe is
standing between you and what you want in Gaps
column 2.
6
Cast of CharactersKnow Thyself and Know Others
Information
S
F
Decisions
or
N
T
or
Dimensions
Energized
I
J
Organized
or
or
E
P
Personality Type
ESTJ Learning Preferences To see the practical
application of what they are learning. Informatio
n to be presented sequentially, logically and
objectively. A structured working
environment. Clear expectations and explicit
instructions. Lots of interaction with
instructors. Frequent feedback to make sure they
are doing assignment correctly. To be rewarded
for being responsible and achieving their
goals. Plenty of opportunity to practice
developing new skills. To be able to focus on
facts and details, rather than on abstract
theories. The opportunity to exercise and
improve their leadership skills.
Conceptualizers
Idealists
Strengths Weaknesses
NT
NF
Career Satisfaction ESTJ An organized and
efficient environment with explicit rules,
expectations, and standards to follow.  A busy
and active workplace, where they work with many
different people throughout the day.  The
opportunity to hold a high level of
responsibility, where their experiences and
opinions are respected.  Work that is of a
practical nature, where they can see the results
of their work and where their contributions are
measured fairly.  A stable and predictable
environment, where like-minded people pull
together to get things done to be of service to
others.
Communication Styles
Impact
Career Choices
SJ
SP
Learning Preferences
Golden Rule Do to others as you would have them
do to you.
Cheetah Rule Give People What They Want So You
Can Get What You Want.
KNOWLEDGE CONFIDENCE RELIABILITY
Traditionalists
Experiencers
7
The House
Context
Roll the gain from the house I just sold into a
new house.
Cast Of Characters
KNOWLEDGE CONFIDENCE RELIABILITY
8
Setting the Stage
ZOPA and GUAL
Prepare

• Emotionally and Physically
• Roles (Play to your Strengths)
• Meeting Environment

Objectives vs. Positions BATNA
Relationship vs. Outcome Priorities
9
The House
Context
Roll the gain from the house I just sold into a
new house.
Setting the Stage
KNOWLEDGE CONFIDENCE RELIABILITY
10
The Plot
Personal Responsibility Based Communications
Influence Factors Reciprocity Consistency Commitme
nt Social Proof Likeability Authority Scarcity

• Observe Rather than Evaluate
• Express Your Feelings
• Acknowledge Needs
• Express Concrete Actions

Scenes
Human Nature
Negotiation Tactics

• Planning
• Introduction
• Bargaining
• Agreement
• Closure

11
The House
Context
Roll the gain from the house I just sold into a
new house.
The Plot
Woo hoo
12
Curtains Up Its SHOW Time
The Whole Enchilada
Contracts



The Bottom Line



13
Negotiation Activity
We start out great with our projects but people
fail to follow through with our methodology
because its too complex.
I want our organization to be more successful
with our projects.
I want to get more recognition and compensation
for the value I bring to organizations with the
success of the projects I manage.
I need an effective way to show how successful my
projects are to management and prospective new
employers
Achieve SUCCESS
Master Negotiation Skills
Our customers keep adding to the requirements of
the project so it never gets finished.
I want to actually complete a project.
Some of the project team members are stretched
very thin from having to support multiple
projects and they seem to work for whomever is
screaming the loudest at the time.
I want to have more influence with my project
team so they complete the tasks they agree to do
on my projects.
KNOWLEDGE CONFIDENCE RELIABILITY
Identify everything you want as a PM and are NOT
getting in the Wants column 1 and what you
believe is standing between you and what you want
in Gaps column 2.
14
Cheetah Negotiations The Whole World is a Stage
Curtains Up
Money, Contracts, Prep
The Plot
Scenes, Human Nature, Tactics
Setting the Stage
Wants and Needs, Environment
KNOWLEDGE CONFIDENCE RELIABILITY
Cast of Characters
Know Thyself, Know Others
15
Testimonials

• I was amazed how quickly I could put the Cheetah
  Negotiation skills to work. I have personally
  used this technique to negotiate a major contract
  with a key client, on a recent real-estate
  transaction, and in better communicating with my
  new husband. I would highly recommend this
  course for people who want to learn how to
  effectively and quickly negotiate in a way that
  will make them and others feel great. I got at
  least a ten times return on what I spent on this
  course in less than three months.
• -Carey Earle
• Cheetah Negotiations helps you think through
  negotiations as a logical process. It shows you
  how to systematically plan, bargain, and close
  the deal. They actually teach you how to make
  negotiations fun! Lets face it, life is full of
  all sorts of negotiations and personalities.
  Cheetah provides you with the knowledge and tools
  to make you successful at the art of
  negotiations. After taking their course, I was
  impressed with how quickly I was able to get what
  I deserved with my PMP credential. My company
  downsized our department and I used the
  techniques to negotiate a better PM job for
  myself at my new employer.
• Susan Tague, PMP
• "Thank you, Michelle. This class is really
  outstanding. I appreciate the collection of
  material that was absolutely new and extremely
  helpful to me the thinking hats, the 6
  influences, the negotiation tactics, the
  permission-based questions. And BTW, this
  Cheetah course helped me to achieve something
  that I failed in my summer PMP prep class I
  completely gave up coffee and caffeinated sodas
  more than a month ago. Although the placebo
  effect of Luna nutrition bars wore off quickly,
  giving up the major source of caffeine did make a
  big difference for me."
• -Anna Varzar, PMP
•  
• "Performing the worked examples against examples
  in my own environment helped to put the material
  in context."
• -Duncan Symmons 
• "The activities within each module were both
  challenging and enlightening, providing me with
  the opportunity to explore different options as I
  progressed through the exercises."
• -Tom Slater 
• "I found the subject matter very interesting. 
  Identifying personality types was especially
  interesting to me....I purchased the Art of
  Speed-reading People as recommended in this
  class.  I think it will be very valuable to me in
  my work life and my personal life.
• -Ellen Heidkamp
•  
• "The exercises were helpful because they made you
  better understand the material.  The personality
  typing was the most important and one that I will
  try to continue doing for individuals involved in
  my projects.  It will definitely help with
  negotiating."
• -Nancy Burrington

KNOWLEDGE CONFIDENCE RELIABILITY
16
How Fast do You Want to Achieve Your Goals? The
sooner you master negotiation skills, the faster
you can reach your goals.
Multiple Paths to Mastery Cheetah Negotiations is
Proven, its FAST, and its FOREVER.
Awareness Desire Mastery Success
Online Negotiation Class 4 weeks, 20 PDUs 5
Discount for Webinar Participants PMNegotiate 770
What Does Cheetah Want? We Want Our Students to
Be the MOST Successful People on the Planet, FAST
What Do You Want? Success in Your Career and in
Your Life. MASTERING NEGOTIATIONS SUCCESS
mph
More Information Jean Steinmetz jean_at_cheetahlearn
ing.com 888-659-2013
LETs Negotiate
www.cheetahnegotiations.com