Lesson - Negotiating Deals

 0    28 flashcards    jessehandley
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câu hỏi câu trả lời
a zero-sum game
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a situation in which a benefit gained by one side means a loss to the other side
a win-win situation
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a situation in which both sides benefit
build rapport
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develop an understanding of and ability to communicate with someone
probe interests
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find out the other side’s expectations
begin the bargaining procedure
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start to negotiate the terms of an agreement
make proposals
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make suggestions
make counter proposals
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react to suggestions
reach a stalemate
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arrive at a situation which no progress can be made
make concessions
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allow or give up things in order to reach an agreement
reach a compromise
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arrive at an agreement where both parties reduce their demands in order to agree
work out the details
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discuss all the aspects of the dea
return to the negotiating table
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re-negotiate an agreement
The negotiation decoy
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
The extreme offer
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ask for more or offer less than expected in order to make ‘concessions’ later
Negotiation nibbling
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make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
Good cop bad cop
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one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
Mention the competition
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
Negotiation limits
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state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit
Take it or leave it
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appear as if you are ready to break off the negotiations unless your interests are met
Negotiation silence
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stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.
neutralise: the negotiation decoy
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
neutralise: good cop / bad cop
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
neutralise: negotiating nibbling
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
neutralise: the extreme offer
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Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations.
neutralise: take it or leave it
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Ignore the threat and continue the negotiation as if you have not heard it
neutralise: negotiation silence
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Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner.
neutralise: mention the competition
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Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value.
neutralise: negotiation limits
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If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term.

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