Negotiating strategies and techniquesPresentation Transcript
Negotiating Strategies and Techniques
●Trial Balloons Suggest a final solution and see if the other side bites. ● Ask 'what if?' and wait for 'how?' ● Use 'If I...will you...' ● Use 'Let's...' and see if they agree. ● Say 'Are you ready to agree now?
●Nibbling -constant adding of small requirements. Ask for small things, one at a time. Get agreement on each.
●Good Guy/Bad Guy One person acts in an aggressive and pushy way, making unreasonable demands and requiring compliance. The other person then acts in a kind and friendly way, asking nicely -- and getting compliance. You can even do it as one person: be unpleasant and then apologize (you are under such stress) and ask nicely for what you want.
●Silence If you don’t like what your counterpart has said, or if you’ve made an offer and you’re waiting for a response, just sit back and wait. Most people feel uncomfortable when conversation ceases, and they start talking automatically to fill the void.
●Time Usage and Constraints When time plays a big role in the negotiating process particularly the deadline for the talks draws near. The fear of deadlock is a strong stimulant for reaching an agreement.
Everyone uses these tactics, but that doesn’t mean that negotiations can’t be fair. Some tactics are acceptable, while others are downright sleazy. Tactics are part of the process, and you can use them and still maintain your negotiations on an honest level. In other words, the use of tactics doesn’t necessarily mean tricking or manipulating people. Some tactics are simply tools to expedite the negotiation process; others are used to take advantage of the other person. To be successful in sales and business, you must be able to differentiate between the fair and unfair negotiation tactics so you can use the good ones to your advantage and deflect the questionable ones. Consider the following ten negotiation tactics and the methods you can use to deflect them
How to make a Business Offer? Know what you want. Set a goal. Do your job. And get it done!
Bare in mind to Consider the following: Who’s your client? product? price? term for payments? conditions of sales? delivery terms? method for transport? Know what you want! Set a goal! Do your job! And get it done!