2. Intellectual Property All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource. * Copyright © 2011. All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources. ScanSource, Inc. Confidential

3. Bill Garcia Co-Founder TableForce, Inc.

4. Negotiate for SuccessThree Secrets that Protect Value Copyright 2011 TableForce, Ltd.

5. Copyright 2011 TableForce, Ltd. Before anything, please … Turn off the voice inside your head

6. The Secrets – 3 Bs Copyright 2011 TableForce, Ltd. The Basics The Bargaining(The Loop®) The Buying Game

7. The Basics Copyright 2011 TableForce, Ltd. Try

8. The Basics Copyright 2011 TableForce, Ltd. Try Plan

9. The Basics Copyright 2011 TableForce, Ltd. Try Plan Raise the Bar!

10. The Basics Copyright 2011 TableForce, Ltd. Raise the Bar! – What if …? Your business lists a boat as a capital asset The bank is telling you “Sell it now, tomorrow we will take the boat and give you only $175,000 - nothing more.” You paid $260,000 You have listed the boat at $230,000 You have had only one offer and it collapsed at $215,000 What is the least you would accept?

12. You are the Executive Vice President of a $1B firm

13. You have promised your spouse “by next month”

14. This boat is the only one in good repair

15. This boat is listed at $230,000

16. You have $240,000

20. When Saying “Yes”, Follow With “If”

22. Willing to let go

23. Not important

25. Must have

26. Can NOT let go

28. Copyright 2011 TableForce, Ltd. YIELD SHIELD No, I can’t do this 1 But I can do this 2

29. Copyright 2011 TableForce, Ltd. YIELD SHIELD No, I can’t do this 1 But I can do this 2 if you do this 3

30. Copyright 2011 TableForce, Ltd. YIELD SHIELD Yes, I will do this 1

31. Copyright 2011 TableForce, Ltd. YIELD SHIELD Yes, I will do this 1 if you do this 2

32. Copyright 2011 TableForce, Ltd. YIELD SHIELD No, I can’t do this 1 But I can do this 2 if you do this 3 Yes, I will do this 1 if you do this 2

33. The Bargaining (The Loop) Never Give Without Getting Copyright 2011 TableForce, Ltd.

34. The Buying Game Copyright 2011 TableForce, Ltd. CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster.

35. The Buying Game Copyright 2011 TableForce, Ltd. CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster. DO YOU SAY?: Don’t talk to the competitor, I can “do better”.

36. The Buying Game Copyright 2011 TableForce, Ltd. CUSTOMERS SAY: I was on my way to your competitor when I thought I would talk to you. They are cheaper, better and faster. DO YOU SAY?: Don’t talk to the competitor, I can “do better.” WOULDN’T IT BE NICE TO SAY: Then why are you talking to me?

37. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that.

38. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that. That would be rude.

39. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that. That would be rude. Is this guy crazy!

40. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that. That would be rude. Is this guy crazy! OMG

41. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that. That would be rude. Is this guy crazy! OMG I’d lose the customer forever.

42. The Buying Game Copyright 2011 TableForce, Ltd. WHAT THE “VOICE” JUST SAID: But I could never talk to my customers like that. That would be rude. Is this guy crazy! OMG I’d lose the customer forever. What is he thinking?

43. The Buying Game Copyright 2011 TableForce, Ltd. BUT WHAT IF … YOU KNEW YOU WERE ALREADY SELECTED?

44. The Buying Game Copyright 2011 TableForce, Ltd. You would CLOSE MORE DEALS and MAINTAIN HIGHER MARGINS

45. The Buying Game Copyright 2011 TableForce, Ltd. RESEARCH CONFIRMS: Sellers tell themselves: If I negotiate well, I can get selected.

46. The Buying Game Copyright 2011 TableForce, Ltd. RESEARCH ALSO CONFIRMS THAT: In “complex sourcing decisions*”the buyer has selected the winning vendor: BEFORE any final negotiation. Price is NOTthe deciding factor.

47. The Buying Game Copyright 2011 TableForce, Ltd.

48. The Buying Game Copyright 2011 TableForce, Ltd.

49. The Buying Game Copyright 2011 TableForce, Ltd.

50. The Buying Game Copyright 2011 TableForce, Ltd.

51. The Buying Game Copyright 2011 TableForce, Ltd.

52. The Buying Game Copyright 2011 TableForce, Ltd.

53. The Buying Game Copyright 2011 TableForce, Ltd.

54. The Buying Game Copyright 2011 TableForce, Ltd.

55. The Buying Game Copyright 2011 TableForce, Ltd. “complex sourcing decisions*” What does that mean?

56. The Buying Game Copyright 2011 TableForce, Ltd. How can I increase complexity to the decision making process?

57. The Buying Game Copyright 2011 TableForce, Ltd. How can I increase complexity to the decision making process? Differentiate - you will add value to yourself!

58. The Buying Game Copyright 2011 TableForce, Ltd. Provide more choices for the customer with “end-to-end” offerings and value added services.

59. The Buying Game Copyright 2011 TableForce, Ltd. Provide more choices for the customer with “end-to-end” offerings and value added services. This leads to more customer and end user decision makers being involved.

60. The Buying Game Copyright 2011 TableForce, Ltd. Provide more choices for the customer with “end-to-end” offerings and value added services. This leads to more customer and end user decision makers being involved. This leads tomore time invested in the sourcing decision making process.

61. The Buying Game Copyright 2011 TableForce, Ltd. In general, differentiators include: Value-added services such as education and training, state-of-the-art logistics, financial services, technical support, custom configuration, professional assistance, marketing support, and e-commerce solutions.

62. The Buying Game Copyright 2011 TableForce, Ltd. - LASTLY - RESEARCH ALSO CONFIRMS THAT Once you differentiate yourself to add value,

63. The Buying Game Copyright 2011 TableForce, Ltd. - LASTLY - RESEARCH ALSO CONFIRMS THAT Once you differentiate yourself to add value, causing the sourcing decision to become more complex

64. The Buying Game Copyright 2011 TableForce, Ltd. - LASTLY - RESEARCH ALSO CONFIRMS THAT Once you differentiate yourself to add value, causing the sourcing decision to become more complex, the clues to whether or not you’ve been selected become more evident.

65. The Buying Game Copyright 2011 TableForce, Ltd. We all must differentiate to add value to ourselves. We will all close more deals at higher margins.

66. Negotiate for Success Copyright 2011 TableForce, Ltd. Take Risks!

67. Negotiate for SuccessThree Secrets that Protect Value Copyright 2011 TableForce, Ltd. Thank you! Questions? Presented by: Bill Garcia www.TableForce.com

69. Where Do You Go From Here? Wednesday, October 5 *name badges required for Distribution Center tour and Graceland Lunch and Solutions Expo 12:00 pm – 2:30 pm  Load Shuttles for Tour ** 3:45 pm ** Distribution Center Tour 4:15 pm – 5:45 pm  Load Shuttles to Graceland ** 5:45 pm ** Graceland Reception 6:00 pm – 9:00 pm