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Fox Networks Group / FSNFox Networks Group / FSNSales Training - Selling & NegotiationSales Training - Selling & NegotiationFox Networks Group / FSNFox Networks Group / FSNSales Training - Selling & NegotiationSales Training - Selling & Negotiation
From Selling To NegotiatingFrom Selling To NegotiatingFrom Selling To NegotiatingFrom Selling To Negotiating
PlanningPlanningPlanningPlanning
PlanningPlanning
SellingSelling
NegotiatingNegotiating
The More You The More You SellSell The Less You Need To The Less You Need To NegotiateNegotiateThe More You The More You SellSell The Less You Need To The Less You Need To NegotiateNegotiate
PEOPLE ORIENTEDPEOPLE ORIENTED+ + HelpfulHelpful+ Co-operative+ Co-operative+ Friendly+ Friendly+ Good team member / manager+ Good team member / manager
- Lack conviction- Lack conviction- Casual- Casual- Time wasting- Time wasting
RESULTS ORIENTEDRESULTS ORIENTED+ Efficient+ Efficient+ Determined+ Determined+ Single-minded+ Single-minded+ Take charge+ Take charge
Interpersonal Styles Model - Interpersonal Styles Model - How Styles Perceive Each OtherHow Styles Perceive Each OtherInterpersonal Styles Model - Interpersonal Styles Model - How Styles Perceive Each OtherHow Styles Perceive Each Other
Supporting Business NeedsSupporting Business Needs
Business DriversBusiness Drivers
Business
Business
Personal Personal NeedsNeeds
Personal Personal NeedsNeeds
Help me achieve my objectives
Help me achieve my objectives
No SurprisesNo Surprises Make me look good
Make me look good
Ego Massage
Ego Massage InformationInformation
Per so
na
lP
er son
al
Per so
na
lP
er son
al
Hierarchy Of Strategic Driving Needs – ExampleHierarchy Of Strategic Driving Needs – ExampleHierarchy Of Strategic Driving Needs – ExampleHierarchy Of Strategic Driving Needs – Example
Effective Goals have the following elements:Effective Goals have the following elements: A single, focused actionable statement that defines what is to be A single, focused actionable statement that defines what is to be
accomplished.accomplished.
It has milestones such as key actions and due datesIt has milestones such as key actions and due dates
There are measurements or indications of success There are measurements or indications of success
The benefits the customer derives from our offer and The benefits the customer derives from our offer and interaction minus the costs and risks associated with interaction minus the costs and risks associated with
acquiring those benefitsacquiring those benefits
The benefits the customer derives from our offer and The benefits the customer derives from our offer and interaction minus the costs and risks associated with interaction minus the costs and risks associated with
acquiring those benefitsacquiring those benefits
Value Proposition Are Based on Value Proposition Are Based on BenefitsBenefitsValue Proposition Are Based on Value Proposition Are Based on BenefitsBenefits
Summarize The SituationSummarize The SituationSummarize The SituationSummarize The Situation
State The Big IdeaState The Big IdeaState The Big IdeaState The Big Idea
Explain How It WorksExplain How It WorksExplain How It WorksExplain How It Works
Reinforce Reinforce Key BenefitsKey Benefits
Reinforce Reinforce Key BenefitsKey Benefits
CloseCloseCloseClose
Current ConditionsCurrent ConditionsCustomer NeedsCustomer NeedsLimitationsLimitationsOpportunities for BenefitsOpportunities for BenefitsConfirm contact interestConfirm contact interest
Current ConditionsCurrent ConditionsCustomer NeedsCustomer NeedsLimitationsLimitationsOpportunities for BenefitsOpportunities for BenefitsConfirm contact interestConfirm contact interest
Simple, Clear, Concise?Simple, Clear, Concise?Does it meet the needs?Does it meet the needs?Does it suggest action?Does it suggest action?Customer benefit?Customer benefit?
Simple, Clear, Concise?Simple, Clear, Concise?Does it meet the needs?Does it meet the needs?Does it suggest action?Does it suggest action?Customer benefit?Customer benefit?
Who does what, when, whereWho does what, when, whereGive assurance it's practicalGive assurance it's practicalAnticipate questions and objectionsAnticipate questions and objectionsEnsure understandingEnsure understandingWhat is different or better about it?What is different or better about it?Offer, pricing, risk, supportOffer, pricing, risk, support
Who does what, when, whereWho does what, when, whereGive assurance it's practicalGive assurance it's practicalAnticipate questions and objectionsAnticipate questions and objectionsEnsure understandingEnsure understandingWhat is different or better about it?What is different or better about it?Offer, pricing, risk, supportOffer, pricing, risk, support
Reinforce that our idea gives the buyer Reinforce that our idea gives the buyer what they needwhat they need
Reinforce that our idea gives the buyer Reinforce that our idea gives the buyer what they needwhat they need
Offer a choiceOffer a choiceGet a decisionGet a decisionSuggest something we can doSuggest something we can doUse silenceUse silence
Offer a choiceOffer a choiceGet a decisionGet a decisionSuggest something we can doSuggest something we can doUse silenceUse silence
How is your business this month? How is your business this month?
Why do you think that is?Why do you think that is?
What do you mean by that?What do you mean by that?
So what you are saying is…..So what you are saying is…..
Questioning - Funnelling Your QuestionsQuestioning - Funnelling Your QuestionsQuestioning - Funnelling Your QuestionsQuestioning - Funnelling Your Questions
SpecificSpecific
GeneralGeneral
2 EARS : 1 MOUTH - 2 EARS : 1 MOUTH - USE IN PROPORTIONUSE IN PROPORTION2 EARS : 1 MOUTH - 2 EARS : 1 MOUTH - USE IN PROPORTIONUSE IN PROPORTION
Securing The ResultSecuring The ResultSecuring The ResultSecuring The Result
The close is the critical part of the presentation because we are asking for the The close is the critical part of the presentation because we are asking for the decisiondecision
Many people are nervous about closing because the buyer may say No!Many people are nervous about closing because the buyer may say No!
The close can be:The close can be: Your proposalYour proposal Your suggested actionYour suggested action Your “Next Steps”Your “Next Steps” ““Time Out”Time Out”
Effective Selling Reduces The Need To NegotiateEffective Selling Reduces The Need To NegotiateEffective Selling Reduces The Need To NegotiateEffective Selling Reduces The Need To Negotiate
Des
ire
To
Bu
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esir
e T
o B
uy
Effective SellingEffective Selling
1010
99
88
77
66
55
44
33
22
11
00 11 22 33 44 55 66 77 88 101099
No Buy ZoneNo Buy Zone
Offering ZoneOffering Zone
Negotiation ZoneNegotiation Zone
Negotiation Free ZoneNegotiation Free ZoneNegotiation Free ZoneNegotiation Free Zone
Where our power liesWhere our power liesWhere our power liesWhere our power lies Where the customer power liesWhere the customer power liesWhere the customer power liesWhere the customer power lies
What we need to doWhat we need to doWhat we need to doWhat we need to do
Those things we can emphasize Those things we can emphasize in our selling / negotiationin our selling / negotiation
Those things our customer will use Those things our customer will use against us - and we should plan to against us - and we should plan to overcomeovercome
Our realistic assessment of the Our realistic assessment of the relevant positionsrelevant positions
Where the balance of power liesWhere the balance of power liesWhere the balance of power liesWhere the balance of power lies
Things we must do to maintain or Things we must do to maintain or change our positionchange our position
Power AnalysisPower AnalysisPower AnalysisPower Analysis
Variables are anything that has the potential to be included in Variables are anything that has the potential to be included in the negotiationthe negotiation
Some variables are non tradableSome variables are non tradable You cannot change that element of the proposition at that You cannot change that element of the proposition at that
moment in timemoment in time
Others are tradableOthers are tradable You could alter elements of proposition in return for You could alter elements of proposition in return for
somethingsomething
Which of your variables are non tradable or tradable?Which of your variables are non tradable or tradable?
Which of your customer’s variables are non tradable or Which of your customer’s variables are non tradable or tradable?tradable?
Skills And Techniques Within The NegotiationSkills And Techniques Within The NegotiationSkills And Techniques Within The NegotiationSkills And Techniques Within The Negotiation
QuestionsQuestions -- Open: What are the key issues? Why do you say that?Open: What are the key issues? Why do you say that?
SummarizingSummarizing -- My understanding of the situation is X, Y, Z. Is My understanding of the situation is X, Y, Z. Is
there anything else?there anything else?
RhetoricalRhetorical -- So if we can agree on this, then can we proceed?So if we can agree on this, then can we proceed?
ListeningListening -- DO NOT INTERRUPT OR REACT to demandsDO NOT INTERRUPT OR REACT to demands
-- Avoid “Yes but…”Avoid “Yes but…”
ProbingProbing -- What do you mean by that?What do you mean by that?
ParkingParking -- “Putting that to one side for a moment”“Putting that to one side for a moment”
Note takingNote taking -- Get everything downGet everything down
It is critical you understand all the issues before reactingIt is critical you understand all the issues before reacting
Negotiation Do’s And Don’tsNegotiation Do’s And Don’tsNegotiation Do’s And Don’tsNegotiation Do’s And Don’ts
DO'SDO'S DON'TSDON'TS
Remember - Negotiation is the Act of process of Remember - Negotiation is the Act of process of Bargaining to reach a mutually acceptable agreement or Bargaining to reach a mutually acceptable agreement or objectiveobjectiveAim HighAim HighUnderstand the power balanceUnderstand the power balanceNegotiate with people who are able to negotiate with youNegotiate with people who are able to negotiate with youAsk lots of questionsAsk lots of questionsBe patient - Time can be powerBe patient - Time can be powerEmpathizeEmpathizeKeep communicating to advance relationships and Keep communicating to advance relationships and negotiation objectivesnegotiation objectivesAvoid confrontationAvoid confrontationDisagree from the devils advocate position. (use Disagree from the devils advocate position. (use questioning)questioning)Give, some of the timeGive, some of the timeKnow when to leave well alone. (the use of silence)Know when to leave well alone. (the use of silence)Talk company strategyTalk company strategyTake notesTake notesExpect the unexpectedExpect the unexpectedRehearse your case (always)Rehearse your case (always)Maximize the value of your concessions minimize the value Maximize the value of your concessions minimize the value of the buyersof the buyersRespect confidences given in NegotiationRespect confidences given in NegotiationEnd Negotiations positively / Think Win/WinEnd Negotiations positively / Think Win/Win
Give concessions without receiving concessions backGive concessions without receiving concessions backCreate precedents - without considering the long term.Create precedents - without considering the long term.Negotiate on areas over which you have no control or Negotiate on areas over which you have no control or influenceinfluenceTrade single points / Get picked offTrade single points / Get picked offRush or PanicRush or PanicDeadlockDeadlockStop thinking / Make assumptionsStop thinking / Make assumptionsBe complacentBe complacentKeep chasing lost causesKeep chasing lost causesTalk Co. objectivesTalk Co. objectivesCompromise your ultimate objectivesCompromise your ultimate objectivesRelax your GuardRelax your GuardUnder estimate othersUnder estimate othersLet the buyer think there's moreLet the buyer think there's moreBe afraid to walk awayBe afraid to walk away
Focus On Developing Long-Term RelationshipsFocus On Developing Long-Term RelationshipsFocus On Developing Long-Term RelationshipsFocus On Developing Long-Term Relationships
Never give a concession – trade it (reluctantly)Never give a concession – trade it (reluctantly)
Make your concessions Make your concessions seem bigger than they are!…seem bigger than they are!…
Make it seem as if it is hurtingMake it seem as if it is hurting
Even if it is easy to give make it seem difficult - and make sure you ask Even if it is easy to give make it seem difficult - and make sure you ask them for something in returnthem for something in return
““Never approach a salesperson with enthusiasm”Never approach a salesperson with enthusiasm”
"Always have a negative reaction to a first offer""Always have a negative reaction to a first offer"
"Always ask for the impossible""Always ask for the impossible"
““Never accept the first offer"Never accept the first offer"
"Tell them they will "have to do much better than that""Tell them they will "have to do much better than that"
"Always be someone's second fiddle""Always be someone's second fiddle"
““Be intelligent : play the fool"Be intelligent : play the fool"
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
"Don't bury yourself in deadlock""Don't bury yourself in deadlock"
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
““Never approach a salesperson with enthusiasm”Never approach a salesperson with enthusiasm”““Never approach a salesperson with enthusiasm”Never approach a salesperson with enthusiasm”
This recommendation may seem obvious. It is however seldom This recommendation may seem obvious. It is however seldom respected. You only have to watch the way most customers address car respected. You only have to watch the way most customers address car dealers, especially when they are regular clients or when they have dealers, especially when they are regular clients or when they have already made their choice!already made their choice!
Remember that a salesperson, whoever they are, is paid to sell! Why Remember that a salesperson, whoever they are, is paid to sell! Why make it easier for them by showing that you have made your choice? make it easier for them by showing that you have made your choice? Make them deserve their salary, force them to put some guts into it.Make them deserve their salary, force them to put some guts into it.
Don’t forget: during the first hours of negotiation, always show Don’t forget: during the first hours of negotiation, always show skepticism, lack of enthusiasm or indecisionskepticism, lack of enthusiasm or indecision
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
"Always have a negative reaction to a first offer""Always have a negative reaction to a first offer""Always have a negative reaction to a first offer""Always have a negative reaction to a first offer"
These tactics can be extremely effective if used systematically every time you are These tactics can be extremely effective if used systematically every time you are quoted a price. Never acknowledge the offer to be ‘fair’, ‘interesting’, ‘cheaper than quoted a price. Never acknowledge the offer to be ‘fair’, ‘interesting’, ‘cheaper than the competitor's’. On the contrary, react in a visible manner showing your surprise. the competitor's’. On the contrary, react in a visible manner showing your surprise. Be careful, lack of reaction on your part can also be dangerous. By agreeing with Be careful, lack of reaction on your part can also be dangerous. By agreeing with the salesperson, you are implicitly admitting that the price is an acquired element of the salesperson, you are implicitly admitting that the price is an acquired element of the negotiation. You have left yourself with only marginal parameters to fight for the negotiation. You have left yourself with only marginal parameters to fight for such as availability, after-sales service etc. Get used to criticizing price quotations such as availability, after-sales service etc. Get used to criticizing price quotations aloud. The use of phrases such as ‘What?’ or ‘You must be joking’ put immediate aloud. The use of phrases such as ‘What?’ or ‘You must be joking’ put immediate pressure on the opposing team who then has to justify its positionpressure on the opposing team who then has to justify its position
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Always ask for the impossible’Always ask for the impossible’‘‘Always ask for the impossible’Always ask for the impossible’
During your first proposals don't hesitate to ask for more than what you expect. On During your first proposals don't hesitate to ask for more than what you expect. On the one hand, although it is excessive, your request may in fact fit in with what the the one hand, although it is excessive, your request may in fact fit in with what the other party is ready to release. Above all, keep a very large negotiation margin which other party is ready to release. Above all, keep a very large negotiation margin which you can break into if required to show your goodwill and give your opponent the you can break into if required to show your goodwill and give your opponent the impression that they have also managed the negotiation with successimpression that they have also managed the negotiation with success
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Never accept the first offer’Never accept the first offer’‘‘Never accept the first offer’Never accept the first offer’
Never jump at the first proposal, even if it is fantastic. It is sometimes difficult to Never jump at the first proposal, even if it is fantastic. It is sometimes difficult to act like this. Suppose for instance, that your house has been on sale for six act like this. Suppose for instance, that your house has been on sale for six months, that you are beginning to despair and then suddenly you receive an months, that you are beginning to despair and then suddenly you receive an offer corresponding to your expectation! It would be a mistake to jump at it and offer corresponding to your expectation! It would be a mistake to jump at it and conclude immediately. To accept in such a way the first offer is frustrating for conclude immediately. To accept in such a way the first offer is frustrating for both parties. Indeed, you will say to yourself that you could in fact probably both parties. Indeed, you will say to yourself that you could in fact probably have got more for it. Conversely, the buyer will bitterly regret not having asked have got more for it. Conversely, the buyer will bitterly regret not having asked for less and will even wonder whether such a quick agreement does not hide for less and will even wonder whether such a quick agreement does not hide some latent defects. In fact, you left no chance for negotiation and thereby gave some latent defects. In fact, you left no chance for negotiation and thereby gave rise to dissatisfaction on both sides!rise to dissatisfaction on both sides!
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Tell them they will ‘have to do much better than that’’Tell them they will ‘have to do much better than that’’‘‘Tell them they will ‘have to do much better than that’’Tell them they will ‘have to do much better than that’’
Here are seven words that can change the course of negotiations. This technique is well-Here are seven words that can change the course of negotiations. This technique is well-known by professionals, but you can occasionally use it, in particular when you are known by professionals, but you can occasionally use it, in particular when you are quoted a price and it is your turn to send the ball and you want to return it immediately to quoted a price and it is your turn to send the ball and you want to return it immediately to the opposite side.the opposite side.
At the time when Henry Kissinger was Nixon's Government Secretary of State, he asked At the time when Henry Kissinger was Nixon's Government Secretary of State, he asked his Principal Private Secretary (Cabinet Minster) to draft the analysis of the Vietnam his Principal Private Secretary (Cabinet Minster) to draft the analysis of the Vietnam conflict and suggest a diagnosis. His deputy came back a few weeks later with a conflict and suggest a diagnosis. His deputy came back a few weeks later with a complete, well documented and precise file. However, two days later, the file was back complete, well documented and precise file. However, two days later, the file was back on its author's desk with the following laconic note : "You will have to do much better on its author's desk with the following laconic note : "You will have to do much better than that. H.K". The Cabinet Minster worked on each page of the report adding notes than that. H.K". The Cabinet Minster worked on each page of the report adding notes which took into account all the aspects of the situation. He then sent the file back to which took into account all the aspects of the situation. He then sent the file back to Kissinger. A few days later, the report came back with the same laconic note. This time Kissinger. A few days later, the report came back with the same laconic note. This time the writer strives harder than ever. He adds photos, graphics, advice from several the writer strives harder than ever. He adds photos, graphics, advice from several experts and plucking up the courage, handed it himself to Kissinger.experts and plucking up the courage, handed it himself to Kissinger.
"Please Sir, he said, don't send this file back to me yet again. It is impossible to improve "Please Sir, he said, don't send this file back to me yet again. It is impossible to improve it, I cannot do better." "In this case, Kissinger replied, I shall read it".it, I cannot do better." "In this case, Kissinger replied, I shall read it".
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Always be someone's second fiddle’Always be someone's second fiddle’‘‘Always be someone's second fiddle’Always be someone's second fiddle’
An experienced negotiator will never seem to be the one who makes decisions, even An experienced negotiator will never seem to be the one who makes decisions, even if they are the President of a Multinational company. Young professionals full of their if they are the President of a Multinational company. Young professionals full of their new responsibilities do the very opposite and often make the mistake of showing that new responsibilities do the very opposite and often make the mistake of showing that they have a free hand to settle the deal. This attitude can set you back seriously. they have a free hand to settle the deal. This attitude can set you back seriously. Indeed, if you are the one who gives the final decision, you agree verbally to your Indeed, if you are the one who gives the final decision, you agree verbally to your opponent's offer and therefore you have no means of escape. It is always a good opponent's offer and therefore you have no means of escape. It is always a good thing, after you have negotiated, to indicate that you have to refer to an authority thing, after you have negotiated, to indicate that you have to refer to an authority (boss, partners, board of directors before confirming the deal). This leaves no time (boss, partners, board of directors before confirming the deal). This leaves no time for reflection and even the possibility to call it all in question again with the excuse for reflection and even the possibility to call it all in question again with the excuse that they do not agree!that they do not agree!
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Be intelligent: play the fool’Be intelligent: play the fool’‘‘Be intelligent: play the fool’Be intelligent: play the fool’
I like playing the fool. It is a sure way to get rid of door-to-door and other Christmas I like playing the fool. It is a sure way to get rid of door-to-door and other Christmas Calendar salespeople. But it is also an excellent way to obtain what you want. The Calendar salespeople. But it is also an excellent way to obtain what you want. The more foolish you are, the better off you will be. Get them to explain it all to you, say more foolish you are, the better off you will be. Get them to explain it all to you, say that you don't understand. The other party will indeed take pity on you and make that you don't understand. The other party will indeed take pity on you and make concessions. More, playing the fool helps bore down the opponents assurances. concessions. More, playing the fool helps bore down the opponents assurances. Suppose that a photocopier salesperson sets off on a long demonstration of the Suppose that a photocopier salesperson sets off on a long demonstration of the qualities of their machine, with documents supporting their speech, and that after a qualities of their machine, with documents supporting their speech, and that after a quarter of an hour confession that you didn't understand a thing and you would like quarter of an hour confession that you didn't understand a thing and you would like them to start all over again. Nothing like it to take the edge off a super salesperson's them to start all over again. Nothing like it to take the edge off a super salesperson's eagerness and take the advantage.eagerness and take the advantage.
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Never come to an agreement without claiming something in return’Never come to an agreement without claiming something in return’‘‘Never come to an agreement without claiming something in return’Never come to an agreement without claiming something in return’
Each time you are asked to make a gesture, insist on something in return: "If I do that Each time you are asked to make a gesture, insist on something in return: "If I do that for you, what will you do for me?" This attitude will enable you to obtain profits without for you, what will you do for me?" This attitude will enable you to obtain profits without really having made any effort to ask for them. It gives value to the concession you are really having made any effort to ask for them. It gives value to the concession you are making. Finally, it discourages the opposite party from making further requirements, making. Finally, it discourages the opposite party from making further requirements, since they now know that you will automatically require something in returnsince they now know that you will automatically require something in return
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Always be ready to break off discussions’Always be ready to break off discussions’‘‘Always be ready to break off discussions’Always be ready to break off discussions’
If you are not satisfied with the contract that you are just about to settle, remember If you are not satisfied with the contract that you are just about to settle, remember that it is always possible to quit the negotiation. There again, the object is to put that it is always possible to quit the negotiation. There again, the object is to put pressure on the opposite party, who is then set before a dilemma : bring you back pressure on the opposite party, who is then set before a dilemma : bring you back or take the risk of never making the deal. It is amusing to note that you are the one or take the risk of never making the deal. It is amusing to note that you are the one taking the initiative to quit, but it is your opponent's responsibility to see the taking the initiative to quit, but it is your opponent's responsibility to see the discussions fall through. Leaving the room can also be part of a bluff strategy. In discussions fall through. Leaving the room can also be part of a bluff strategy. In fact such a maneuver is successful in most casesfact such a maneuver is successful in most cases
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
Play ‘the goodies and the baddies’Play ‘the goodies and the baddies’Play ‘the goodies and the baddies’Play ‘the goodies and the baddies’
This technique is well-known by the regular police station attendants and can be This technique is well-known by the regular police station attendants and can be used during a negotiation. All you have to do is choose the roles and stick to them. used during a negotiation. All you have to do is choose the roles and stick to them. In fact the ‘baddy’ need not even exist, nor do they need to know that they have In fact the ‘baddy’ need not even exist, nor do they need to know that they have been cast for the part. Thus, it is best for a young negotiator to dress up as the been cast for the part. Thus, it is best for a young negotiator to dress up as the ‘good guy’ who understands the concerns and the problems of the opposite party. ‘good guy’ who understands the concerns and the problems of the opposite party. Unfortunately, they have above them (see Be Intelligent : Play the Fool) this terrible, Unfortunately, they have above them (see Be Intelligent : Play the Fool) this terrible, obstinate, mean department manager who will not understand. This tactic enables obstinate, mean department manager who will not understand. This tactic enables two things. It puts the negotiator on the side of their opponent. It also allows a two things. It puts the negotiator on the side of their opponent. It also allows a series of exchanges which often end up in profitable concessions. If one tried this series of exchanges which often end up in profitable concessions. If one tried this tactic on you, remember that the game consists in dealing directly with the ‘baddy’tactic on you, remember that the game consists in dealing directly with the ‘baddy’
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
Here is an example. You are just about to sell a machine to another company, and Here is an example. You are just about to sell a machine to another company, and when you quote your last price, you hear the following answer : "Your offer is when you quote your last price, you hear the following answer : "Your offer is interesting, except on one point. Delivery will take place on August 1st. But we need interesting, except on one point. Delivery will take place on August 1st. But we need the machine by June 1the machine by June 1stst". Depressed, you return to your office knowing very well that ". Depressed, you return to your office knowing very well that it is impossible to comply with such a delivery date. The next day, you pick up your it is impossible to comply with such a delivery date. The next day, you pick up your phone and suggest an exceptional 2% discount as compensation. You have just phone and suggest an exceptional 2% discount as compensation. You have just been victim of a false pretext. In fact, the delivery date was not a problem and the aim been victim of a false pretext. In fact, the delivery date was not a problem and the aim of the person you were talking to was to make you bring the price down. Never lose of the person you were talking to was to make you bring the price down. Never lose sight of what is really at stake in the negotiation and don't be distracted by false sight of what is really at stake in the negotiation and don't be distracted by false arguments. On the other hand, try this tactic yourselfarguments. On the other hand, try this tactic yourself
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
In a negotiation, up to 80% of the concessions take place during the last stages (the In a negotiation, up to 80% of the concessions take place during the last stages (the last 20% of the total time of the negotiation). Thus, requirements submitted at the last 20% of the total time of the negotiation). Thus, requirements submitted at the beginning have few chances to be accepted. On the contrary, it is in your interest to beginning have few chances to be accepted. On the contrary, it is in your interest to ask for concessions just before the end of the discussions. In the same way, it is in ask for concessions just before the end of the discussions. In the same way, it is in your interest to evade all inherent problems in any type of negotiations, so as to bring your interest to evade all inherent problems in any type of negotiations, so as to bring them up only at the end. Take advantage as you are approaching the conclusion: to them up only at the end. Take advantage as you are approaching the conclusion: to raise questions and put forward problems which stand in the way of an agreement. raise questions and put forward problems which stand in the way of an agreement. The chances are that the other party will then make further concessionsThe chances are that the other party will then make further concessions
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating
‘‘Don't bury yourself in deadlock’Don't bury yourself in deadlock’‘‘Don't bury yourself in deadlock’Don't bury yourself in deadlock’
It often happens that negotiations have a hitch on some major or minor problem. In It often happens that negotiations have a hitch on some major or minor problem. In this case, both parties tend to throw the battle energy, arguments and even abuse, with this case, both parties tend to throw the battle energy, arguments and even abuse, with the risk of making it all fail. If you find yourself in such a situation, don't hesitate to the risk of making it all fail. If you find yourself in such a situation, don't hesitate to evade the problem and suggest the discussion turns on other points. Once you have evade the problem and suggest the discussion turns on other points. Once you have reached an agreement on these points, you can always return to the problem but this reached an agreement on these points, you can always return to the problem but this time in a much more favorable atmosphere. You could say, for instance : "I think this time in a much more favorable atmosphere. You could say, for instance : "I think this is the maximum we can get to at this stage, why not settle this other point?" Another is the maximum we can get to at this stage, why not settle this other point?" Another alternative to this tactic is to change the conversation to a different angle as soon as alternative to this tactic is to change the conversation to a different angle as soon as you sense the tone getting harsheryou sense the tone getting harsher
Each one of these tactics is meant to give you the power that you don't necessarily Each one of these tactics is meant to give you the power that you don't necessarily have during a negotiation at the beginning of the discussions. However, remember have during a negotiation at the beginning of the discussions. However, remember that the most successful negotiations are those which turn out profitable for both that the most successful negotiations are those which turn out profitable for both parties. The boundary is often undefined between mere defense of one's interest and parties. The boundary is often undefined between mere defense of one's interest and maneuveringmaneuvering
It is up to you to move across, but only when you yourself are a victim of maneuveringIt is up to you to move across, but only when you yourself are a victim of maneuvering
A Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And NegotiatingA Major Retailer’s Approach To Buying And Negotiating