Negotiating strategies and techniques


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Negotiating strategies and techniques

  1. 1. Greetings!<br />Let me negotiate with you.<br />Take a moment of silence.<br />Listen to me.<br />And pay attention to what I say.<br />
  2. 2. What am I doing?<br />I assume you know. :D<br />You’re too slow if you don’t. :C<br />
  3. 3. Negotiating Strategies and Techniques<br />
  4. 4. ●Trial Balloons<br />Suggest a final solution and see if the other side bites.<br />● Ask 'what if?' and wait for 'how?'<br />● Use 'If I...will you...'<br />● Use 'Let's...' and see if they agree.<br />● Say 'Are you ready to agree now?<br />
  5. 5. ●Nibbling<br />-constant adding <br />of small requirements.<br />Ask for small things,<br /> one at a time. Get<br /> agreement on each.<br />
  6. 6. ●Good Guy/Bad Guy<br />One person acts in an aggressive and pushy way, making unreasonable demands and requiring compliance.<br />The other person then acts in a kind and friendly way, asking nicely -- and getting compliance.<br />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.<br />
  7. 7. ●Silence<br />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. <br />Most people feel uncomfortable when conversation ceases, and they start talking automatically to fill the void. <br />
  8. 8. ●Time Usage and Constraints<br />When time plays a big role in the negotiating process particularly the deadline for the talks draws near.<br />The fear of deadlock is a strong stimulant for reaching an agreement.<br />
  9. 9.
  10. 10. 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.<br />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<br />
  11. 11. How to make a Business Offer?<br />Know what you want.<br />Set a goal.<br />Do your job.<br />And get it done!<br />
  12. 12. Bare in mind to Consider the following:<br />Who’s your client?<br />product?<br />price?<br /> conditions of sales?<br />Know what you want!<br />Set a goal!<br />Do your job!<br />And get it done!<br /> delivery terms?<br /> term for payments?<br />method for transport?<br />
  13. 13. Top ten tips when negotiating<br />6.Know your bottom line. It is critical to understand what you want beforehand.<br />1.Don't be afraid to ask. <br />2.Never negotiate against yourself<br />7.Establish a fall-back plan. Know your best alternative if you face an unsuccessful negotiation.<br />3.Get it in writing. As Samuel <br />Goldwyn once said: "An oral<br /> agreement isn't worth the paper<br /> it's written on.<br />8.Listen to the other side. Good negotiators are good listeners and good communicators, not just good talkers.<br />4.Prepare. The three most important things about a negotiation are preparation, preparation, and preparation.<br />9.There is no substitute for discussion. Many people don't like to argue, and, therefore, sometimes fail to discuss important issues.<br />5.Determine the extent of the other side's authority. When negotiating with someone with authority, the goal is to reach agreement.<br />10.Avoid form contracts that you have not understood fully.<br />
  14. 14. What To Wear When Negotiating Deals?<br />Shorts <br />Or Suits?<br />
  15. 15. Thank you :D<br />