câu hỏi |
câu trả lời |
bắt đầu học
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a situation in which a benefit gained by one side means a loss to the other side
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bắt đầu học
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a situation in which both sides benefit
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bắt đầu học
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develop an understanding of and ability to communicate with someone
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bắt đầu học
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find out the other side’s expectations
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begin the bargaining procedure bắt đầu học
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start to negotiate the terms of an agreement
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bắt đầu học
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bắt đầu học
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bắt đầu học
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arrive at a situation which no progress can be made
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bắt đầu học
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allow or give up things in order to reach an agreement
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bắt đầu học
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arrive at an agreement where both parties reduce their demands in order to agree
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bắt đầu học
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discuss all the aspects of the dea
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return to the negotiating table bắt đầu học
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re-negotiate an agreement
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bắt đầu học
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
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bắt đầu học
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ask for more or offer less than expected in order to make ‘concessions’ later
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bắt đầu học
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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
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bắt đầu học
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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.
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bắt đầu học
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
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bắt đầu học
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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
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bắt đầu học
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appear as if you are ready to break off the negotiations unless your interests are met
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bắt đầu học
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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.
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neutralise: the negotiation decoy bắt đầu học
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
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neutralise: good cop / bad cop bắt đầu học
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
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neutralise: negotiating nibbling bắt đầu học
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
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neutralise: the extreme offer bắt đầu học
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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.
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neutralise: take it or leave it bắt đầu học
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Ignore the threat and continue the negotiation as if you have not heard it
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neutralise: negotiation silence bắt đầu học
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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.
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neutralise: mention the competition bắt đầu học
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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.
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neutralise: negotiation limits bắt đầu học
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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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