Episode Details

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What’s Working in AG

• Farm Rescue

Tips for negotiating with landlords, suppliers, buyers, and everyone else.

• Vance Crowe is a communications consultant that has worked for corporations and international organizations around the world. He has spoken before more than 150,000 people, answering questions about some of the most sophisticated and controversial technologies in the modern age.  
• Vance is the former Director of Millennial Engagement for Monsanto. He previously worked as a Communications Strategist for the World Bank Group, as a U.S. Peace Corps Volunteer stationed in Kenya, as a Communications Coordinator at a National Public Radio affiliate in Northern California.
• Vance holds a degree in communications from Marquette University and a master’s degree in cross-cultural negotiations from the Seton Hall School of Diplomacy. 
• He’s here today to help make the complex idea of negotiating simple for all of us to understand.

General Questions

• This is now the second time we here at Farm4Profit have focused on this topic.  Why is this so important?
  • Cash rent
  • Inputs
  • Equipment
  • Sales
  • Labor
• Can anyone become good at negotiating?
  • What does it take to be good at it?
    • Is there an art to asking good questions?
    • How can I become good at asking questions?
• How can we start a negotiation with a leg up?
  • Seems like no one wants to “show their cards” first….Is that the right way?
  • How do we recover if we feel like we are behind or losing?
  • What are smart tradeoffs or ways to compromise?
    • Should we even wany compromise?
• What is the 51/49 rule, why is it important?
  • Is this the same as never split the difference?
  • Are win-win deals really losers?
• Are there any sure-fire tips you can provide the listeners to improve their skills?
  • 5 key tips everyone needs to know
• How does body language play into the negotiation? 
• Do you have any exciting stories what would grab the listener’s ear?
• Is there anything else our listener needs to know about negotiating?

Situational Questions

• Negotiations with someone who we believe has the upper hand.  
  • Negotiating with landlord who owns the farm ground.  The idea is that owner could rent it out to any other farmer in the neighborhood if we don’t pay their price (which is probably too high).  Control over a land base is key in agriculture and the reason many over pay cash rent on land.
• Negotiations with Ag retailers who provide chemicals, fertilizer, seed, and more.
  • Negotiations with a salesperson who usually doesn’t have the final say.  Most of the time is a large company with what appears to be set prices.  Farmers just succumb to what is offered thinking it’s their only option.
• Negotiations with AG product purchasers.  How do we ge