Not everyone enjoys negotiating or haggling. But done correctly, it can help you build strong supplier relationships and get you the best deals for you business. For expert advice on how to hone your skills, view our free guide here.
Negotiating sales requires sound judgement, the ability to think on your feet and lots of practice. But if you find it a bit daunting, our free guide has a solid set of rules you can follow to hit the ground running. View it here.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This presentation will introduce you to nine rebuttals to consider using when stakeholders (customers, partners, employees, media, investors, vendors, etc.) tell you NO.
3 Quick Keys To Successful Sales NegotiatingTom Fox
Here are 3 quick steps you can take to win at negotiations...and have your customers feel like winners too. What's your defense against attack? How do you win-win? What does your ego say?
The document provides tips and strategies for negotiating with difficult or unreasonable customers in a way that satisfies both parties. It discusses establishing empathy, regaining control of conversations, knowing your limits, avoiding stalemates and manipulation, and techniques for breaking deadlocks such as asking targeted questions. The overall goal is to resolve problems and meet demands without compromising the business.
The document provides guidance for salespeople on making effective sales calls and presentations. It discusses the importance of making a good first impression through proper greetings, dress, body language, and handshakes. It also emphasizes identifying the prospect's needs and adjusting the presentation based on their reactions. Specific approaches for engaging prospects like introducing benefits or asking questions are also outlined.
1. The document provides strategies and tactics for negotiating skills including showing respect, adopting a win-win attitude, focusing on value over price, and leveraging the power of saying "no".
2. Key points include listening to understand the other party's concerns, finding ways to increase value for both sides, and being willing and able to decline offers in order to maintain priorities and alternatives.
3. Successful negotiators focus on creating a positive experience through cooperation instead of competition and use creativity to expand options rather than arguing over terms.
Negotiating sales requires sound judgement, the ability to think on your feet and lots of practice. But if you find it a bit daunting, our free guide has a solid set of rules you can follow to hit the ground running. View it here.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This presentation will introduce you to nine rebuttals to consider using when stakeholders (customers, partners, employees, media, investors, vendors, etc.) tell you NO.
3 Quick Keys To Successful Sales NegotiatingTom Fox
Here are 3 quick steps you can take to win at negotiations...and have your customers feel like winners too. What's your defense against attack? How do you win-win? What does your ego say?
The document provides tips and strategies for negotiating with difficult or unreasonable customers in a way that satisfies both parties. It discusses establishing empathy, regaining control of conversations, knowing your limits, avoiding stalemates and manipulation, and techniques for breaking deadlocks such as asking targeted questions. The overall goal is to resolve problems and meet demands without compromising the business.
The document provides guidance for salespeople on making effective sales calls and presentations. It discusses the importance of making a good first impression through proper greetings, dress, body language, and handshakes. It also emphasizes identifying the prospect's needs and adjusting the presentation based on their reactions. Specific approaches for engaging prospects like introducing benefits or asking questions are also outlined.
1. The document provides strategies and tactics for negotiating skills including showing respect, adopting a win-win attitude, focusing on value over price, and leveraging the power of saying "no".
2. Key points include listening to understand the other party's concerns, finding ways to increase value for both sides, and being willing and able to decline offers in order to maintain priorities and alternatives.
3. Successful negotiators focus on creating a positive experience through cooperation instead of competition and use creativity to expand options rather than arguing over terms.
Top 7 Tips to Deal with Sales Negotiation EffectivelyTentacle Cloud
Sales negotiation is a significant part which every agent has to come across when he is having a conversation with the clients. No deal is closed without the buyer looking out for discounts and when the caller does not know how to tackle these situations a potential transaction can be lost
tentaclecloud.com/signup
Negotiation is a process continuously practiced by the law professionals during their career. As a mode of clinical legal education, the law students need to be duly proficient in the art of not only interviewing and counselling of clients, but the entire process of negotiation skill. This presentation is an effort in that direction.
The document discusses techniques for effective negotiation. It outlines challenges in presenting to opposing groups, such as maintaining clarity, engaging the group, and sustaining interest while staying focused. Some dos and don'ts of presentation are listed, such as not crossing time limits or getting into personal talks. Ten key negotiation techniques are then provided, including preparing thoroughly, paying attention to details, checking your ego, improving listening, asking for what you want, anticipating compromise, getting commitment, avoiding taking on others' problems, sticking to principles, and getting confirmation.
Session 5 communication in negotiation bookboomingbookbooming
The document discusses communication in negotiation. It covers basic models of communication, sources of distortion in communication, what is communicated during negotiation, how people communicate in negotiation, and how to improve communication in negotiation. Some key points include that negotiation involves interaction and communication subtleties influence the process and outcomes. Communication can be distorted by differences between parties, choice of communication channel, lack of feedback, and more. Improving communication involves active listening, asking manageable questions, role reversal exercises, and achieving closure without damaging information.
What buyers of companies really care aboutCoolrunnings
The document discusses the mindset of buyers of companies and provides advice for sellers. It outlines "The 8 Commandments of Effective Acquisition" that buyers use to evaluate targets, such as paying for future potential, not past performance. It also details "The 4 Ways to Demoralize the Seller" tactics buyers use to lower the price, like using time pressure, comparing to alternatives, and challenging financial assumptions. The presentation aims to help sellers understand what buyers truly value and how to withstand negotiation pressures.
The Artful Application of Collaborative Negotiations with ProvidersThomas Tanel
Fortune favors the prepared mind—”luck” in negotiations is actually the result of hard work and good planning. This presentation is for those who seek some collaborative negotiation skills that can be applied for success.
One of your major functions is to negotiate the best terms and price for the materials and services your organization needs to operate. This complex task requires knowledge, tact, superior communication skills, and a solid game
plan!
But few people understand that 90% of all negotiations
take place before the involved parties even get to the bargaining table. Collaboration is “in” and compromise is “out” for successful negotiators.
Learn how to make collaboration one of your best negotiating assets and reduce your anxiety as you assume a negotiation comfort level.
Honing your Workplace Negotiating Skills Jack Molisani
This document provides an overview of negotiation skills for the workplace. It defines negotiation as attempting to come to an agreement through discussion and compromise. The presentation discusses strategies like letting the other party make the first offer, being prepared to justify your position, finding areas of compromise through negotiating scope rather than rates, and knowing when to walk away from a negotiation. The goal is to achieve a "win-win" agreement where both sides feel they have obtained value. Listening skills, managing emotions, and understanding the other perspective are also emphasized.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
The document discusses techniques for rapid learning and skill acquisition. It begins by introducing the author and objectives of sharing learning techniques. It then discusses why fast learning is important in today's world, citing examples. The core of rapid skill acquisition is breaking skills down into smallest parts and deliberately practicing the most important elements first. The document outlines four major steps: deconstructing skills, learning sub-skills, removing barriers, and focused practice. It provides 10 principles for rapid learning and examples of applying the approach to skills like telephone calling. Finally, it discusses elements like research, mental models, testing ideas, respecting biology, and reading techniques that can aid effective learning.
This document provides an overview of the paper business and its four parts: short paper, pretty paper, ugly paper, and creating paper. It describes how to make money by trading different types of notes, including short sales, performing notes, non-performing notes, and seller financing. The key is learning the terminology to communicate effectively with banks and private note holders. The ultimate goals are to flip notes for quick profits, invest in notes for high yields, or buy and control real estate using notes. The first step is learning basics about notes, mortgages, and terms like discount before completing the homework.
Tim Hamilton's document provides guidance for salespeople on how to qualify prospects and sell solutions effectively. It emphasizes getting to "no" before writing a proposal, understanding the prospect's pain points and budget, establishing trust, and getting agreement on a decision process upfront. Graphics and questions are presented to help salespeople have meaningful conversations that focus on the prospect's needs and overcome objections at each stage of the sales process.
Provocative selling is presented as an alternative to traditional selling approaches. It involves identifying problems customers are not addressing and using provocative statements to convince them of the urgent need to implement a solution. The document outlines four steps to provocative selling: 1) identifying a resonant problem, 2) developing a provocative viewpoint, 3) presenting to a decision-maker, and 4) providing a solution. It provides case studies and contrasts provocative selling with solution selling. The goal is to disturb the customer's status quo and convince them an alternative is necessary.
This document provides tips and techniques for successfully closing sales. It discusses when is the right time to close a sale based on buyer signals. It also covers overcoming objections by using multiple closes and asking questions. Finally, it outlines 12 keys to closing a sale, including being enthusiastic, confirming needs, overcoming objections, summarizing benefits, and asking for the order.
Negotiation Skills: The Missing Ingredient to Career SuccessJack Molisani
In this session, I share what I see is holding most content professional back from quantum leaps in career development: soft skills like conflict resolution skills, workplace negotiation skills, and more.
Attend our September meeting for a fun and interactive session that is guaranteed to increase your “promotabilty” and advance your content career!
The document discusses effective sales techniques for creating value in sales dialogues and earning customer commitment. It provides guidance on using check-backs to get buyer feedback, identifying important benefits to the customer, giving verbal support using examples and analogies, and addressing objections by listening and acknowledging concerns. The document also outlines techniques for group presentations, such as making eye contact with each member, and methods for overcoming buyer resistance like translation and compensation.
Honing your workplace negotiating skills Jack Molisani
We all find ourselves negotiating for what we want, whether we're trying to manage the scope of a project, negotiate a job offer, or ask for a raise.
During this workshop you will practice how to successfully navigate a negotiation, including:
How to prepare for a pending negotiation
How to set the stage for success
How to get what you really want
When to cut your losses and start over elsewhere
Jack will draw on experience as both a buyer and seller of corporate services, and will share war stories from both sides of the negotiation table in this hands-on segment on how to hone your workplace negotiation skills.
This final workshop of the day will give you the tools to get what you want, not what you are offered.
“You don’t get what you deserve, you get what you negotiate!”
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
Translating your Online Presence into Global SalesNeil Payne
This document discusses the benefits of expanding a business's online presence globally through ecommerce. It identifies six reasons to look abroad, including larger potential markets, slower domestic growth, government export support, increasing internet penetration worldwide, and ecommerce replacing traditional retail. It then provides tips for translating an online presence into other markets, such as researching target countries, translating websites, using SEO, social media, and online marketing tailored to other languages and cultures. Challenges of fulfilling international orders like time zones, languages, customs, and taxes are also addressed.
1) BlackBerry has experienced significant growth since 1997, now serving over 55 million global subscribers through over 17,000 employees worldwide.
2) The Asia-Pacific smartphone market is expected to grow rapidly in the coming years, presenting opportunities for BlackBerry developers.
3) Research on BlackBerry users in Southeast Asia found they prefer push-based apps and are more familiar with BlackBerry's App World store than Android's.
Multilingual Online Marketing: A Guide to Best PracticeNeil Payne
This document provides best practices for multilingual online marketing. It discusses 8 tips: language, culture, user access, URLs, comparability, notification, features, and outreach. For language, it emphasizes using linguistically and culturally correct translations. For culture, it stresses understanding the cultural values and symbols of target audiences. For user access, it recommends clear linking between language sites and search engine optimization. For URLs, it evaluates options like country-specific domains. For comparability, it discusses ensuring equivalent user experiences across language sites. The overall document offers guidance on creating consistent, localized online experiences for global audiences.
Cyber bullying involves bullying that occurs online through means such as text messages, social media, and other internet technologies. It can have serious negative impacts on students such as depression, low self-esteem, and avoiding friends or family. Recent legislation in some states has made cyber bullying illegal in response to its growing prevalence, though more work still needs to be done to address this issue and protect students both now and in the future.
Top 7 Tips to Deal with Sales Negotiation EffectivelyTentacle Cloud
Sales negotiation is a significant part which every agent has to come across when he is having a conversation with the clients. No deal is closed without the buyer looking out for discounts and when the caller does not know how to tackle these situations a potential transaction can be lost
tentaclecloud.com/signup
Negotiation is a process continuously practiced by the law professionals during their career. As a mode of clinical legal education, the law students need to be duly proficient in the art of not only interviewing and counselling of clients, but the entire process of negotiation skill. This presentation is an effort in that direction.
The document discusses techniques for effective negotiation. It outlines challenges in presenting to opposing groups, such as maintaining clarity, engaging the group, and sustaining interest while staying focused. Some dos and don'ts of presentation are listed, such as not crossing time limits or getting into personal talks. Ten key negotiation techniques are then provided, including preparing thoroughly, paying attention to details, checking your ego, improving listening, asking for what you want, anticipating compromise, getting commitment, avoiding taking on others' problems, sticking to principles, and getting confirmation.
Session 5 communication in negotiation bookboomingbookbooming
The document discusses communication in negotiation. It covers basic models of communication, sources of distortion in communication, what is communicated during negotiation, how people communicate in negotiation, and how to improve communication in negotiation. Some key points include that negotiation involves interaction and communication subtleties influence the process and outcomes. Communication can be distorted by differences between parties, choice of communication channel, lack of feedback, and more. Improving communication involves active listening, asking manageable questions, role reversal exercises, and achieving closure without damaging information.
What buyers of companies really care aboutCoolrunnings
The document discusses the mindset of buyers of companies and provides advice for sellers. It outlines "The 8 Commandments of Effective Acquisition" that buyers use to evaluate targets, such as paying for future potential, not past performance. It also details "The 4 Ways to Demoralize the Seller" tactics buyers use to lower the price, like using time pressure, comparing to alternatives, and challenging financial assumptions. The presentation aims to help sellers understand what buyers truly value and how to withstand negotiation pressures.
The Artful Application of Collaborative Negotiations with ProvidersThomas Tanel
Fortune favors the prepared mind—”luck” in negotiations is actually the result of hard work and good planning. This presentation is for those who seek some collaborative negotiation skills that can be applied for success.
One of your major functions is to negotiate the best terms and price for the materials and services your organization needs to operate. This complex task requires knowledge, tact, superior communication skills, and a solid game
plan!
But few people understand that 90% of all negotiations
take place before the involved parties even get to the bargaining table. Collaboration is “in” and compromise is “out” for successful negotiators.
Learn how to make collaboration one of your best negotiating assets and reduce your anxiety as you assume a negotiation comfort level.
Honing your Workplace Negotiating Skills Jack Molisani
This document provides an overview of negotiation skills for the workplace. It defines negotiation as attempting to come to an agreement through discussion and compromise. The presentation discusses strategies like letting the other party make the first offer, being prepared to justify your position, finding areas of compromise through negotiating scope rather than rates, and knowing when to walk away from a negotiation. The goal is to achieve a "win-win" agreement where both sides feel they have obtained value. Listening skills, managing emotions, and understanding the other perspective are also emphasized.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
The document discusses techniques for rapid learning and skill acquisition. It begins by introducing the author and objectives of sharing learning techniques. It then discusses why fast learning is important in today's world, citing examples. The core of rapid skill acquisition is breaking skills down into smallest parts and deliberately practicing the most important elements first. The document outlines four major steps: deconstructing skills, learning sub-skills, removing barriers, and focused practice. It provides 10 principles for rapid learning and examples of applying the approach to skills like telephone calling. Finally, it discusses elements like research, mental models, testing ideas, respecting biology, and reading techniques that can aid effective learning.
This document provides an overview of the paper business and its four parts: short paper, pretty paper, ugly paper, and creating paper. It describes how to make money by trading different types of notes, including short sales, performing notes, non-performing notes, and seller financing. The key is learning the terminology to communicate effectively with banks and private note holders. The ultimate goals are to flip notes for quick profits, invest in notes for high yields, or buy and control real estate using notes. The first step is learning basics about notes, mortgages, and terms like discount before completing the homework.
Tim Hamilton's document provides guidance for salespeople on how to qualify prospects and sell solutions effectively. It emphasizes getting to "no" before writing a proposal, understanding the prospect's pain points and budget, establishing trust, and getting agreement on a decision process upfront. Graphics and questions are presented to help salespeople have meaningful conversations that focus on the prospect's needs and overcome objections at each stage of the sales process.
Provocative selling is presented as an alternative to traditional selling approaches. It involves identifying problems customers are not addressing and using provocative statements to convince them of the urgent need to implement a solution. The document outlines four steps to provocative selling: 1) identifying a resonant problem, 2) developing a provocative viewpoint, 3) presenting to a decision-maker, and 4) providing a solution. It provides case studies and contrasts provocative selling with solution selling. The goal is to disturb the customer's status quo and convince them an alternative is necessary.
This document provides tips and techniques for successfully closing sales. It discusses when is the right time to close a sale based on buyer signals. It also covers overcoming objections by using multiple closes and asking questions. Finally, it outlines 12 keys to closing a sale, including being enthusiastic, confirming needs, overcoming objections, summarizing benefits, and asking for the order.
Negotiation Skills: The Missing Ingredient to Career SuccessJack Molisani
In this session, I share what I see is holding most content professional back from quantum leaps in career development: soft skills like conflict resolution skills, workplace negotiation skills, and more.
Attend our September meeting for a fun and interactive session that is guaranteed to increase your “promotabilty” and advance your content career!
The document discusses effective sales techniques for creating value in sales dialogues and earning customer commitment. It provides guidance on using check-backs to get buyer feedback, identifying important benefits to the customer, giving verbal support using examples and analogies, and addressing objections by listening and acknowledging concerns. The document also outlines techniques for group presentations, such as making eye contact with each member, and methods for overcoming buyer resistance like translation and compensation.
Honing your workplace negotiating skills Jack Molisani
We all find ourselves negotiating for what we want, whether we're trying to manage the scope of a project, negotiate a job offer, or ask for a raise.
During this workshop you will practice how to successfully navigate a negotiation, including:
How to prepare for a pending negotiation
How to set the stage for success
How to get what you really want
When to cut your losses and start over elsewhere
Jack will draw on experience as both a buyer and seller of corporate services, and will share war stories from both sides of the negotiation table in this hands-on segment on how to hone your workplace negotiation skills.
This final workshop of the day will give you the tools to get what you want, not what you are offered.
“You don’t get what you deserve, you get what you negotiate!”
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
Translating your Online Presence into Global SalesNeil Payne
This document discusses the benefits of expanding a business's online presence globally through ecommerce. It identifies six reasons to look abroad, including larger potential markets, slower domestic growth, government export support, increasing internet penetration worldwide, and ecommerce replacing traditional retail. It then provides tips for translating an online presence into other markets, such as researching target countries, translating websites, using SEO, social media, and online marketing tailored to other languages and cultures. Challenges of fulfilling international orders like time zones, languages, customs, and taxes are also addressed.
1) BlackBerry has experienced significant growth since 1997, now serving over 55 million global subscribers through over 17,000 employees worldwide.
2) The Asia-Pacific smartphone market is expected to grow rapidly in the coming years, presenting opportunities for BlackBerry developers.
3) Research on BlackBerry users in Southeast Asia found they prefer push-based apps and are more familiar with BlackBerry's App World store than Android's.
Multilingual Online Marketing: A Guide to Best PracticeNeil Payne
This document provides best practices for multilingual online marketing. It discusses 8 tips: language, culture, user access, URLs, comparability, notification, features, and outreach. For language, it emphasizes using linguistically and culturally correct translations. For culture, it stresses understanding the cultural values and symbols of target audiences. For user access, it recommends clear linking between language sites and search engine optimization. For URLs, it evaluates options like country-specific domains. For comparability, it discusses ensuring equivalent user experiences across language sites. The overall document offers guidance on creating consistent, localized online experiences for global audiences.
Cyber bullying involves bullying that occurs online through means such as text messages, social media, and other internet technologies. It can have serious negative impacts on students such as depression, low self-esteem, and avoiding friends or family. Recent legislation in some states has made cyber bullying illegal in response to its growing prevalence, though more work still needs to be done to address this issue and protect students both now and in the future.
Buck baker scan source communications 2011 north america partner conferenceScanSource, Inc.
This document contains information about ScanSource Communications including:
1. It provides an overview of ScanSource's performance in 2011 with increased sales, inventory, and investments in people.
2. It outlines ScanSource's 2012 organization structure with names and roles.
3. It describes ScanSource's services including shipping, financing, technical support, marketing support and customer satisfaction surveys which found high satisfaction levels.
Virtual reality is a computer-simulated environment that can recreate sensory experiences like sight, sound, and touch. The history of VR began in the 1960s and has since been used in various fields like education, medicine, business, and the military. While VR offers many applications, it also faces challenges in causing simulation sickness and disorientation when users cannot see the real world. As the technology advances, VR is expected to become more integrated into daily life and human activities.
This document discusses the importance of negotiation skills for freelance musicians. It defines negotiation as a bargaining process between parties seeking agreement. Negotiation is important for musicians because everything is negotiable, from management contracts to recording deals. Proper negotiation is crucial to protect assets and career success in the long run. The document provides tips for effective negotiation, including thorough preparation, understanding strengths and weaknesses, setting objectives, and getting agreements in writing.
This document discusses key concepts in negotiation including preparation, patience, persistence, perspective, BATNA, reserve price, ZOPA, anchoring, framing, and leverage. It defines negotiation as a formal discussion between parties trying to reach agreement. The document outlines two main types of negotiation: distributive and integrative. Effective negotiators understand both sides' interests, maintain an open mind, and focus on finding mutually beneficial solutions rather than arguing positions.
This document provides tips for real estate brokers to improve their negotiation skills. It outlines the various stages of a property transaction that require negotiation abilities. Some key skills discussed include being clear about relevant facts before negotiations begin, listening more than talking to understand each unique sale, taking a broader view to see beyond surface issues, having confidence while separate from arguing, and practicing negotiations with teammates to prepare for real deals. The overall message is that negotiation is an art real estate brokers must master to succeed at each step of the property sales process.
This document provides tips for real estate brokers to improve their negotiation skills. It outlines the various stages of a property transaction that require negotiation abilities. Some key skills discussed include being clear about relevant facts before negotiations begin, listening more than talking to understand each unique sale, taking a broader view to see beyond surface issues, having confidence while separate from arguing, and practicing negotiations with teammates to prepare for real deals. The overall message is that negotiation is an art real estate brokers must master to succeed at each step of the property sales process.
1. Work from a solid foundation of research on recent local home sales prices, days on market, and price differences between listing and sale prices.
2. Approach negotiations as a problem-solving process that considers the needs of all parties, including the buyer, seller and their lenders.
3. Manage your own expectations and determine your strongest reasonable offer price given how much you want the home and what you'd be willing to lose it for.
4. Avoid making hasty decisions due solely to time pressures from an upcoming move or relocation deadline.
5. Respond quickly to offers but take time as needed to make the right decision, as opportunities can disappear quickly in a fast-paced real
The document provides an overview of the home buying process and discusses important considerations for obtaining a home mortgage loan. It includes tips on working with a lender and real estate agent, evaluating different loan options, negotiating terms, and becoming educated on the process. Key recommendations are to get pre-approved for a loan, look at multiple loan programs, demand good service, and don't be afraid to negotiate flexible terms. Being informed is important to getting the best mortgage.
Leading a negotiation is not easy, but should not be scary, either. The key to a successful negotiation is mastering communication techniques and getting your counterpart to cooperate for mutual gains. This presentation serves as a necessary introduction for anyone interested in knowing how to approach a negotiation situation as it presents itself either in personal or professional life.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
The document provides tips for real estate agents to help secure an offer from prospective home buyers. Some key tips include:
1. Educate buyers about the home buying process to reduce fears of the unknown. Prequalify buyers to confirm they can afford the home.
2. Highlight the homes that best fit the buyers' needs to create a strong sense of anticipation. Listen to any objections from buyers and address their concerns.
3. Get buyers excited about homes they like and have all decision makers present for viewings. Give buyers time to process what they've seen between appointments.
4. Ask buyers directly for an offer once they've seen suitable homes. Having the right motivation and pushing them
DRI Sharing Success Seminar Negotiation Part TwoVictoria Pynchon
The first document describes competitive or distributive bargaining, which involves making high initial demands and small concessions while sharing little information. The goal is to get the best outcome for your side.
The second document describes interest-based negotiation, which aims to satisfy both parties' interests by expanding the total benefits and finding solutions that meet as many needs as possible.
The third document provides tips for different stages of negotiation including making small talk to build rapport, explaining your own position and interests, and asking questions to understand the other side.
Successful negotiations for successful womenAnne Jones
This class was written for Georgetown Univ alumnae. This class discusses the concepts and strategies of negotiations as well as the key steps to take in a successful negotiation. Many of the attendees had salary negotiations as their area of interest (e.g. asking for a raise or a promotion). However, this class is appropriate for any type of negotiation. Enjoy!
This document summarizes a presentation about legal issues and risk management strategies for kitchen, bath, and design industries. It discusses the benefits of successful risk management, including achieving objectives, avoiding damages, and becoming profitable. It provides tips for limiting scope of work, understanding contracts, using checklists, dealing with problem customers, properly hiring subcontractors, and aggressive collections. The presentation emphasizes defining scope, understanding indemnification clauses, and following procedures to reduce risk and liability.
This document provides tips for buyers of short sale and foreclosure (REO) properties. It discusses 5 common complaints buyers have with these types of distressed property transactions: 1) Escrows taking much longer than normal sales, sometimes months longer for short sales, 2) Banks not accepting very low offers and wanting closer to fair market value, 3) Last minute delays or cancellations of deals close to closing, 4) A lack of transparency from banks on the status of offers, and 5) Banks having different timelines than buyers despite long delays on the bank's part. It provides advice on how to avoid problems with each issue, such as managing expectations for long escrows, making reasonable offers, having backup housing plans, continuing
The document provides guidance on negotiation skills and strategies. It discusses that negotiation is a process of finding a compromise where both parties get something they want. Effective negotiation uses a "purple" strategy of both asserting one's own interests but also considering the other party's interests. The negotiation process involves four phases - planning, debating, proposing, and bargaining. During the planning phase, it is important to understand both parties' objectives and interests. In the debating phase, listening is key and one should question positions to understand them rather than make accusations. The overall approach emphasizes finding mutually beneficial solutions over winning at the other's expense.
Discover how to negotiate your next property purchase in Australia. Learn the top ten tips to successfully negotiating your next property purchase - take control of the process!
Reprinted from REALTOR® Magazine(RealtorMag.Realtor.org) with permission of the NATIONAL ASSOCIATION OF REALTORS®.
Copyright 2008. All rights reserved.
1. Start-Up Briefing
Negotiation
Too many people starting up in business • Volume — high volume is vital if you have
see negotiation as a chore and haggling as spare production capacity (often the case
an embarrassment or a waste of time. with manufacturers).
• Timing — you need to fill quiet periods.
However, if you spend 15 minutes knocking • Payment terms — you want fast payment,
£500 off the price of a piece of equipment, but the buyer will want to try the goods and
you effectively earn your business £2,000 delay payment as long as possible.
an hour.
1.2 The other side will have key objectives, too,
As a seller, good negotiation will ensure you do so try to understand what is going on.
not waste money giving discounts needlessly,
or miss opportunities to increase sales. • What can the person you are negotiating
with not concede? A negotiator may
This briefing explains: not have the authority to change certain
conditions (see box).
• How to prepare for negotiations. • How urgently is your product needed?
• How to improve your negotiating position. • Is your supplier trying to clear old stock?
• How to sell for more and pay less. • What alternatives does the other side have?
• How to handle tactics and gamesmanship. Knowing your opponent’s negotiating
position is the most powerful weapon you
can have (see 2.4).
1 The golden rules
1.3 Give nothing for nothing.
There is no single formula for successful Avoid making a concession without getting
negotiation. Sometimes, you may need to tread something in return. Stay firm, or make a
carefully and make concessions. Other times, trade-off:
you can be fast and aggressive.
• “Yes, we can do it. But it will cost extra.”
In particular, a one-off deal is different from a • “I am willing to pay your price, if it includes
series of deals with one customer or supplier. delivery.”
But there are a few golden rules experienced If the other side makes a concession, do
negotiators refer back to time and time again. not feel you must. Treat it as a natural
outcome.
1.1 Set your objectives.
For example, if you are selling, you might 1.4 Create a ‘win-win’ situation.
decide upon these four key objectives, plus
several less important ones: • Stress the benefits the other side will
receive from the deal.
• Price — a price to aim for, and a lowest • Do not screw every last penny out of
acceptable price. suppliers and customers, if you want to
England Updated 01/10/11
2. Start-up Briefing 2
build a long-term relationship with them. 2.5 Recognise that relationships win the day.
If someone wants to do business with you,
1.5 Write down your negotiating strategy. getting a fair deal should be easy.
• Outline your negotiating position and what • Use your contacts to get introductions to
you know of the other side’s. people you want to do business with.
• List objectives, what is negotiable, how • Where possible, get to know someone
far you are prepared to go and any before any serious negotiations start.
concessions you could make.
• Decide your negotiating tactics.
3 Buying at a lower price
A written strategy is vital for a negotiating
team. People must know their roles. It is almost always possible to pay less — if you
are prepared to negotiate purposefully.
2 Give yourself power 3.1 Never accept a first offer. Even the seller
may be unhappy — wondering if you would
If you begin negotiations feeling you are in a have paid more.
weak position, you will not get what you want.
• Make a counter-offer.
2.1 Pay attention to timing. • Your low opening bid will lower the seller’s
Choosing the right time can make expectations.
negotiation a lot easier. For example: • Even if he or she is very unhappy with your
offer, you will get an idea of how far the
• Ask for a bank loan when your account is seller is prepared to move.
in credit — before you need it.
• Negotiate your tenancy when tenants have 3.2 Think what could change the price.
moved out, and the landlord needs you. Even if the unit price appears to be fixed,
try different approaches.
2.2 Create alternatives.
A forced seller always gets a poor deal. • “How much for two?” “How much for the
whole box?”
• Avoid over-reliance on one customer or one • “How much for the ex-demonstration
supplier. model?” “Can I have 10 per cent off for this
• Use your bank, or improve your credit damaged one?”
control, so you do not go into a negotiation • “How big a discount for immediate
desperate for cash. payment? Or for collecting the machinery
myself?”
2.3 Establish what points you are negotiating
from the outset.
4 Selling at a higher price
This stops the other side from bringing new
factors into the discussion later, especially
when you think you have an agreement. Begin negotiating as soon as the customer
appears interested.
2.4 Keep key information to yourself. The buyer will immediately start trying to judge
Do not give away anything until you have what concessions can be won. Do not reveal
established the other side’s negotiating what you are prepared to give away.
position. For example:
4.1 Do not make concessions from the start.
• If a buyer asks what price you are offering,
say that it depends on various factors, • Even if you are prepared to accept offers,
including volume and timing. Then ask do not say so in your advertisements.
questions about what the product will be • ‘Introductory’ discounts are difficult to
used for, how large the order might be, and remove later.
so on. • Do not offer discounts which have not been
• Answers like “We are keen to do a deal” asked for, in an attempt to buy goodwill.
provide the other side with no useful This may make the customer believe the
information, sound positive and allow you original price was too high.
to go on asking questions yourself. • Postpone any concessions — eg “Let’s
talk about that when we meet.”
3. Start-Up Briefing 3
4.2 Start tough and stay tough. • Is the buyer prepared to place a larger
Start with a high demand, and then offer order, or commit to future ones?
only minor concessions, or deals which
work to your advantage. 4.5 Link the deal.
• A tough opening usually gets a soft • Make a concession on one deal in return
response. for getting another settled. For example,
• There is almost always a chance to start “I will agree to your request for a 5 per
negotiating again, if things go wrong. cent discount, if you withdraw your claim
for compensation on those parts you said
4.3 Sell all the benefits. were faulty.” This puts the other side under
pressure to settle both deals.
• Show how much the product will be worth
to the customer. 4.6 Work out the true value of your product to
• To make the headline price lower, strip out this particular customer, at this particular
extra costs like expenses and consumables. time.
Charge for them separately. The same product may be worth more or
• Sell a package which shows that the less to different customers.
customer is getting value. For example,
a quote of £2,000 to do a day’s training For example, an antique table could be:
sounds expensive. Exactly the same • Valuable to a collector. Hold out for your
training, sold as “two full days’ preparation price — you know that piece of furniture is
for a 12-person course, including a worth it.
tailor-made training manual (that will make • Needed in a hurry by a film company. Up
the training three times as effective), plus the price and stress the most important
the day’s actual training, all for £2,000”, part of the deal — that you can deliver the
sounds like better value. table today.
• If you are already a supplier, and the buyer • More than is necessary for someone who
mentions a “better offer” from a competitor, just needs a table for a computer. If the
point out the risk and hassles of using a price is too high, offer another product
new supplier. which is more suitable.
4.4 Restructure the deal, rather than reducing 4.7 Avoid getting drawn into an auction.
your price.
• Find out if the buyer is really trying to do a
• Can you offer better payment terms, deal with you, or just window-shopping.
delivery service or special specifications? If it looks like shopping around, invite the
Do not do this if it would be more customer to come back to you with details
expensive to you than dropping the price. of the best offer found. Ask him or her to
agree that you will get the business if you
Playing for time can beat that offer.
A If your negotiation is deadlocked, invent
an adviser or partner you must consult. 5 Tactics
• You gain time to think over your You can use a variety of tactics to try to swing
negotiating strategy. things your way.
• The other side will feel the pressure of
the deal slipping away. 5.1 Use the power of silence. Many people
cannot bear silence, and will fill the space by
B If this tactic is used on you, ask for the agreeing to your terms.
adviser to come to the next meeting.
• If you are getting the silent treatment, start
• Politely indicate that you do not want to making notes in your diary.
waste time dealing with someone who is
unable to reach a binding agreement. 5.2 Make deadlines work for you.
C You can use an agent (or perhaps one • Linking your concessions to a deadline can
of your employees) to negotiate for you. pressure the other party into agreement.
• If you are told a deadline, test how serious
• They can use this tactic and mean it. it is: “So, if I do not agree by the deadline,
there is no point in talking any more?”