Buying and selling in a complex world - Conversation techniques
3 important questions on Buying and selling in a complex world - Conversation techniques
What are the 10 rules of negotiating?
1. Don' negotiate if not necessary
2. Don't negotiate with yourself
3. Never take the first offer, you will get a better one
4. Never make the first offer if you can avoid it
5. Listen more and talk less because you could be breaking the first 4 rules when talking
6. No free gifts, let them work for it or let them give something in return
7. Watch out for the salami effect
8. Avoid the rookies regret
9. Never make a quick deal
10. Never disclose your bottom line ( how far you would have gone)
2. Don't negotiate with yourself
3. Never take the first offer, you will get a better one
4. Never make the first offer if you can avoid it
5. Listen more and talk less because you could be breaking the first 4 rules when talking
6. No free gifts, let them work for it or let them give something in return
7. Watch out for the salami effect
8. Avoid the rookies regret
9. Never make a quick deal
10. Never disclose your bottom line ( how far you would have gone)
What are the 4 steps of negotiating?
1. Diagnosis: What is this about? Why negotiate? What is at stake?
2. Objectives: Are expressed in figures and principles but not openly discussed during the interview
3.Solutions: Responding to the objectives. BAWA= Best Alternative without agreement ( What do we do when we don't reach an agreement? Other supplier?)
4. Strategy: Arguments, different scenarios, prepare it twice. Once about our file and once as the interlocutors will be able to perceive it.
2. Objectives: Are expressed in figures and principles but not openly discussed during the interview
3.Solutions: Responding to the objectives. BAWA= Best Alternative without agreement ( What do we do when we don't reach an agreement? Other supplier?)
4. Strategy: Arguments, different scenarios, prepare it twice. Once about our file and once as the interlocutors will be able to perceive it.
What is the difference between integrative and distributive negotiation?
In distributive negotiation every negotiator focuses on meeting his personal interests, regardless of the loss the others may have to face. In contrast, integrative negotiation focuses on mutual interests of all the parties and thus, comes up with constructive solutions that will be beneficial for all.
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