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The 10 rules of Negotiation
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The 10 rules of Negotiation


The 10 rules of Negotiation

The 10 rules of Negotiation

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  • 1. Do you know your way to your deals? If you have the negotiation skills – and the perseverance – you’ll make it! Close the deal Negotiate Present a proposal Show the value – Solve the problem Qualify $$$
  • 2. THE 10 Negotiation rules (Original version ;) 8 7 2 3 6 4 9 Rules of Negotiation 10 5 1 Source:
  • 3. THE 10 Negotiation rules (Easy to read version) 8 7 2 3 6 4 9 Rules of Negotiation 10 5 1 DON’T NEGOTIATE “Sell to the value, solve the problem, then ask for the money” – No negotiation needed. Source: NEVER NEGOTIATE WITH YOURSELF “Set your figure and go for it!” NEVER EVER, EVER, EVER ACCEPTS THE FIRST OFFER “There will always be a better offer!” NEVER MAKE THE FIRST OFFER – “If you can avoid it!” LISTEN MORE AND TALK LESS - “Two ears, two eyes and one mouth – The 80/20 rule!” NEVER GIVE ANYONE A FREE GIFT “Today’s gift is tomorrows starting point!” WATCH OUT THE SALAMI EFFECT “Don’t show the prices of the elements of your offer!” AVOID THE ROOKIE’S REGRET – ANSWER THE THREE TRADING QUESTIONS A) What is a concession going to cost me? B) What is it worth to the other guy? C) What do I want in return? NEVER MAKE A QUICK DEAL NEVER DISCLOSE TO ANYONE YOUR BOTTOM LINE
  • 4. Andreas Jaffke Strategic Advisor